At two o'clock in the afternoon, Shi Lei appeared on time at the door of the office rented by Fu Rice in Bingcheng. It is very close to the train freight station, and most of the surrounding warehouses are located, and Fufu Rice is also a directly leased warehouse for easy transportation and storage.

"Mr. Wang, hello, I'm Xiao Shi of Wufang Ice City, Shi Lei, let's talk on the phone in the morning." Shi Lei entered the merged office at the door of the warehouse and saw a person who seemed to be a leader.

"Xiaoshi, hello, I'm Wang Gensheng. Please sit, the conditions are simple, there is only mineral water, don't mind. Wang Gensheng took a bottle of mineral water to Shi Lei.

The conditions here are really not very good, it seems that there is no network cable in the office, and Wang Gensheng still uses a wireless network card on his laptop. Shi Lei was a little happy when he saw this. The more difficult the conditions, the more impatient Wang Gensheng wanted to end the negotiations quickly, and the more impatient he was to sign the contract. Maybe this order will be easy to negotiate, and it can also ask for a high price by the way.

"Mr. Wang, our company has positioned rich rice as a cheap route, which will become the first choice for some small restaurants, fast food restaurants, and box lunches, as well as some low-income families, and will also be the main buyers. I looked at the wholesale price given by your company, a ton is less than 2,000 yuan, and the retail price is set at 3 yuan per kilogram, which is more reasonable. Bingcheng has a permanent population of 10 million, calculated by 0.2 kilograms per capita per day, at least half of which is consumed in restaurants and other places, and then according to our positioning, at least one-tenth will choose our rich rice, that is to say, every day we consume 100 tons of rice at this price, and the prospects are very broad. ”

Shi Lei did some homework in the morning, these analyses were actually mainly done by provincial companies, and Shi Lei was cheap. Of course, not to give these numbers to any broker can guarantee that the other party will negotiate and sign a contract, and a good broker will strive for more benefits for the company, that is, the proportion of agency fees.

"So how many tons can your company guarantee that we sell every month? What is the market share? Wang Gensheng also has an understanding of what Shi Lei said, and their company wants to enter the Bingcheng and even Longjiang markets, so naturally they also have an investigation into these, and the number is similar to what Shi Lei said.

"In the first month, we guarantee the sales of more than 100 tons, and we can increase at a rate of about 15% every month, and we can almost achieve monthly sales of more than 500 tons in a year."

Shi Lei's words are relatively vague, what is more than how many tons, almost can be done, about 15 percent, etc., did not say dead, these are the key points in the details of the contract negotiation, and it is up to the leaders to decide if they go back.

"Isn't 100 tons in the first month a little less? You estimate that there is a market of 3,000 tons a month, but you can only guarantee 100 tons, one thirtieth. We attach great importance to the market, and the reason why we want to cooperate with you is also to value that your company has sales channels in the province, but if you can only guarantee such low sales, I think we will still contact other companies to find a better sales channel for cooperation. Wang Gensheng said.

"I don't know what your company's psychological bottom line is, how many tons of monthly sales, and how much agency fee can you give us?"

After Shi Lei asked this sentence, he quickly activated his heart.

Wang Gensheng thought to himself: 120 tons of sales in the first month, to ensure a 20 percent increase in speed, within half a year to achieve 300 tons of monthly sales, within a year to achieve 600 tons of monthly sales, so that we can give 13 percent of the agency fee. If you follow what the other party said, you can also meet the company's expectations, but the agency fee can only be 12%, and the margin requirement is 100,000 yuan. I talked to him according to the company's highest requirements, but the agency fee was only 10%, and the deposit was 200,000 yuan, so that the company could give a considerable bonus.

Shi Lei has an understanding of the psychological bottom line of rich rice, and he will go back and discuss with the company to see if he can meet the highest requirements of the other party, of course, he will definitely strive for the highest agency fee.

Wang Gensheng said to Shi Lei: "The first month sales of 130 tons, to ensure a speed increase of more than 20 percent, within half a year to achieve monthly sales of 350 tons, within a year to achieve monthly sales of 700 tons, so that we can give you 9 percent of the agency fee, a deposit of 250,000 yuan, this is the company's bottom line." ”

Shi Lei thought disdainfully, the bottom line of the company, you and I don't know what your company's bottom line is?

"Mr. Wang, is this requirement a little higher, after all, your company does not advertise much in Bingcheng, and it is the first time for rich rice to enter the Bingcheng market, although it has done well in the south before, but there is no influence in the north, and sales will be affected somewhat. The agency fee you give is a little low, we run the market, and the investment is relatively high, do you think it is a little higher? ”

"Eh, Xiaoshi, you also said that we sell well in the south, which means that the quality of our rice is absolutely fine. If we also have a good influence in Bingcheng and a lot of advertising investment, then why do we have to cooperate with you, isn't it good for us to directly get a point of sale by ourselves? You don't have to bear the cost, you are not responsible for profit and loss, and the 9% agency fee is not low. If we don't sell well, we won't be able to make back the transportation costs. ”

The two of you are testing each other. Shi Lei wanted the other party to reduce sales and increase agency fees. Wang Gensheng wants Wufang Bingcheng to increase sales and keep the agency fee at about 10%.

After chatting for more than an hour, Wang Gensheng received a phone call. After hanging up the phone, Wang Gensheng said to Shi Lei with a smile: "Xiao Shi, you see, another company has contacted us and wants to act as an agent for our rice sales. Let's talk about this today, you also report the situation to your leaders, discuss, and if it can be completed according to the requirements I just said, we can sign the contract immediately. ”

Shi Lei could only stand up, and after talking for a long time just now, Wang Gensheng lowered his requirements a little, and the agency fee rose to ten percent. If he didn't know the bottom line in Wang Gensheng's heart, then Shi Lei might really agree, but since he knows, there is still a lot of room for negotiation, of course, he must continue to fight.

"Well, if Mr. Wang is free at night, our leaders want to sit with Mr. Wang, let's have a good chat, business is not benevolent, even if your company does not choose to cooperate with us, we can become friends, right?" Shi Lei shook hands with Wang Gensheng and said.

"Not tonight, tomorrow night, I'll do the east tomorrow night." Wang Gensheng hesitated for a moment and said.

"Then what's the matter, this is Bingcheng, how can you let Mr. Wang have a treat. Then it's decided, tomorrow night, our manager and I, invite Mr. Wang to dinner, let's contact tomorrow afternoon, Mr. Wang can also bring friends. ”

Time to take a taxi to leave, return to the company, report today's negotiation to Wang Faqi, and then tell Wang Faqi about the negotiation range, ask him to sit down, and strive to negotiate the contract tomorrow. Wang Faqi patted Shi Lei's shoulder with satisfaction, which is higher than the minimum requirements given by the provincial company, this Xiaoshi is really good.