If you really divide the market according to troops and localities, then Zhang Shutao, who acts as an agent for Shimadzu in Japan, will admit that the key is that NB Medical will not care about any troops or localities.

In order to seize the low-end medical CT machine market, they followed the "Deep Eye-100" and "Deep Eye-200", and also launched a single-layer flat scan "Deep Eye-50", priced at more than 2.8 million, which is very competitive and has won the recognition of small and medium-sized hospitals.

Although the price of the "Deep Eyes-100" is higher than that of Shimadzu, their after-sales service is cheaper, unlike Shimadzu, which regards after-sales service as an important profit point, unlike Shimadzu and other foreign companies, the maintenance cost starts from the engineer on the plane, charging 100 US dollars per hour, and the maintenance of a CT is about 1 million yuan, resulting in some hospitals can afford it, but cannot afford to repair it.

Needless to say, the "Deep-Eye-200" has so far not been able to achieve four-layer scanning by any foreign company.

Originally, it was not as good as CE in the United States, Dongmenzi in Germany and Philip in the Netherlands, but now there is such a Cheng Biting Jin who kills God and Buddha and kills Buddha, and they have to grab orders that have been talked about for several years, Zhang Shutao's mood can be imagined.

In the matter of 602 Hospital, the backstage and relationship are not as good as them, after all, this is their home field, but Zhang Shutao didn't want to give up just like that, stared at her eyes and asked: "Sister Lin, everyone is mixed in BJ, you don't see you when you look up and look down, you really don't plan to give your sister a way to live?" ”

It is best not to offend people, Lin Jun, who is from a political and working family, is much more stable than those downstairs, she smiled and said: "Manager Zhang, where did you say this?" You went to sea before we did. The business is bigger than us. It's almost as good as giving us a way to live. Since that's all I have to say. Tengxi is not here, I have to make a decision for her, and when the 602 contract is signed, we will take out 10% of the profit as compensation, after all, as you said, we have done a lot of preliminary work and saved us a lot of trouble. ”

He Zhuan, who brought her here, regretted it a long time ago, and complained vigorously about why he boasted so much after drinking a little wine.

What kind of person is Tengxi. She is the pearl of Mr. Teng, and Mr. Teng is even more known for being unreasonable.

WG, the rebels want to fix him, in exchange for others will definitely admit their mistakes to avoid attracting death, not only does he not bow his head, but even pretends to be drunk and threatens to shoot him if someone pulls him. So much so that the rebels were angry and claimed that he was going to carry out a riot and be the head of six provinces and one city, and it was not enough to be angry with the people!

At the critical moment, the President and the Prime Minister stepped forward to vouch. Let him escape.

But not only did he not learn his lesson, but the first thing he did after he came to power for the second time. It is to dissolve all kinds of rebel organizations in Jiangnan Province and approve it in a document: Whoever rebels again, kill first and then report it.

Deputy Commander Lin's several sworn friends in the south were arrested by him, but the old man of Siye hated him in his heart, but he couldn't do anything about him.

During the self-defense and counter-attack war against Vietnam, he even sent his youngest son from the agency to the front line. It is said that tiger poison does not eat children, a person who does not even cherish the life of his own son, who dares to provoke?

If you see it, you will accept it, people are already very face-saving, He Zhuanru sat on pins and needles, and hurriedly turned around and said: "Sister Zhang, the sister of the Lin family is so refreshing, why don't we go back first?" When I have time one day, I will be the east, and everyone will sit together and have a good relationship. ”

Without waiting for Zhang Shutao to speak, a cold voice suddenly came from outside: "Come if you want, leave if you want, Counselor He, where are you here?" ”

He Zhuan was stunned for a moment, then reacted, got up with a sneer, and said: "Oh, it turns out that Sister Teng is back, I haven't seen you for a long time, is Old Man Teng okay?" ”

Tengxi gave a thumbs up and pointed behind his back, and said angrily: "He's in the courtyard, he's here, come and say hello?" ”

Not to mention that his old man will not treat him, even if he does, he will not dare to go. The gap between the older generation is too deep, and it can't be smoothed out by time, if he really goes, he will have to break his leg by the old man when he goes back.

As Tengxi expected, He Zhuan suddenly shook his head again and again: "Today I am empty-handed, I have no preparation at all, it's too rude, let's do it next time." ”

"Open the door to do business, everyone who comes is a guest, so you have to let me do my landlord's friendship, right? Staff Officer He, sit down. ”

"Then sit down a little longer."

When the main owner came, Zhang Shutao simply said straight to the point: "Mr. Teng, you can guess my intentions needless to say, I understand the rules, and the reason why I came to visit is that there is no way." After all, this kind of thing is not a taste in anyone's heart. ”

The contract is being signed here, and two copies of the official seal are stamped in triplicate, and suddenly a phone call comes, and the rest of the copies do not need to be stamped, and the two copies that were stamped before were also taken back by the vice president in charge of logistics, which is no different from a boiled duck flying.

To Zhang Shutao's surprise, Tengxi was not as domineering as the legend, and actually said in a gentle voice: "Manager Zhang, compare your heart to your heart, this matter is a little inappropriate for the little sister to do, but in your words, this is also a helpless way." You have also seen that the company has just opened, and there are more than a dozen people up and down, and everything is difficult at the beginning! ”

"Every family has a scripture that is difficult to read, it is not easy for you, and it is even more difficult for us."

Zhang Shutao sighed lightly and said bluntly: "Mr. Teng, you have the agency of NB Medical, there are so many hospitals that can be done, regardless of the army or the locality, it can be said that the emperor's daughter does not worry about marrying." For you, it's like making thirty or fifty games a year, so why bother to grab the 602 order with us? ”

The man beside him took over the conversation and added with a bitter face: "Mr. Teng, in addition to the CT machine, you also have a digital X-ray machine, a hemodialysis machine, a blood filtration machine, a blood gas analyzer, a multi-parameter monitor, a blood cell analyzer, and a urine analyzer...... A new product is launched almost every month, and even high-definition stereo microscopes are available, and the path is much wider than ours. It is no exaggeration to say that it is not difficult to make hundreds of millions of dollars a year, so why bother with us? ”

He was not exaggerating at all.

In addition to medical CT machines and digital X-ray machines, NB Medical has commissioned a new product developed and produced by the Systems Engineering Laboratory, the Berlin NB Laboratory, NB Industrial Manufacturing and NB Instrumentation since February this year. One after another, it was pushed to the international and domestic markets.

Hemodialysis machines and hemofiltration machines. Put Fresenius in Germany, Kampar in Sweden, B. Braun in Germany. Competitors such as Nipro and Toray have been caught off guard and have sold more than 70 units in the domestic market so far.

If nothing else, a defibrillator will be launched early next year, so don't look at the charter, only 500,000 yuan was invested, but the agency itself is worth 5 million US dollars.

Song Jialai BJ is not for fun, and it is impossible to throw away a "business guide" and ignore anything, thinking of her plan for the Chinese market, Tengxi suddenly smiled and said: "The words of the two are very reasonable." With such competitive equipment and products, if you can't do three or five billion yuan a year, then I don't need anyone to speak, and I'm embarrassed to continue to act as an agent. Sister Zhang, Brother Wang, this market is so big, so big that we can't do it at all. A CT is nothing and nothing! ”

For the sake of the overall situation of reform and opening up, it is impossible for the central government to explicitly order the medical system to only purchase NB medical equipment, but in private, it has greeted the health department and asked major hospitals to be under the premise of the same price and quality. Priority is given to NB Medical's equipment.

The old man, who has retired, and her father-in-law in the Ministry of Health have greeted her, asking her to keep a low profile during this time. If you can do it, do it, don't force it if you can't do it, if it weren't for the contract of 602 Hospital being intercepted by Xingda Commerce and Trade at the last moment, Zhang Shutao would not have been so irrational.

The title changed from the previous "Manager Zhang" to "Sister Zhang", Zhang Shutao's eyes lit up, and he couldn't help asking: "Mr. Teng, do you mean that you plan to put a second-level agent?" ”

There are only a few hospitals in the army, and the real market is in the place, and this is the daughter-in-law of the deputy minister of health, Tengxi naturally will not miss this good opportunity to be recruited, and confirmed with a smile: "There is this plan." ”

"I won't mention the matter of 602 Hospital."

Zhang Shutao was overjoyed, and quickly moved to her side and said: "Sister Teng, we Donghua Industry and Trade have been doing medical equipment for six years, and we have branches in the Special Economic Zone and Hujiang. ”

Doing seventy or eighty million is only equivalent to selling seven or eight "Deep Eyes-200".

Tengxi was convinced of this, but still shook his head and said: "Sister Zhang, NB Medical has regulations for us, and those who act as agents cannot act as agents for other people's families, regardless of whether they are acting for similar products or not." In other words, we can't do anything but NB medical equipment.

The manufacturer stipulates us so, and we can only stipulate the secondary agent. But as far as I know, as long as it involves medical and health care, almost all of you Donghua industry and trade do it. And you from south to north, no matter which province or city, as long as there is business, you will do it, this market is not easy to divide! ”

NB Medical's product chain is long enough, and those messy little things really have nothing to be nostalgic about, as for the market division, this is indeed a problem.

Zhang Shutao weighed it and said resolutely: "Mr. Teng, we can give up other businesses and only do NB medical equipment like you Xingda." The market is divided, my heart is not big, this is Beijing, Tianjin and the surrounding four provinces and cities, out of these four places, no matter how high the price of others is, I will not sell. ”

I want two municipalities and two provinces at once, and I don't have a big heart.

The attitude of the person sitting in the Guomao office building was very clear, and he wanted to make the market more refined, Tengxi refused without hesitation: "Sister Zhang, I can only give you a BJ and Beihe Province at most." ”

"Then this agent is meaningless, there are only a few hospitals in total, how do you ask me to explain to the people below?"

Tengxi smiled meaningfully: "Sister Zhang, you have to broaden your vision a little more, you must know that NB Medical is only a subgroup of NB Electric, in addition to medical equipment, you can also carry out a lot of business." ”

Zhang Shutao asked, "What do you mean?" ”

"I don't know about Bac Ha Province, but I know that at least a dozen hospitals in our BJ are expanding or preparing to expand, do you need electrical equipment to build buildings? Transformers, switchgears, wires and cables, switches and sockets, elevators, monitoring systems...... With all these equipped, a hospital will cost tens of millions, to say the least.

Of course, there are special agents for electrical equipment, but as long as it involves the engineering of the medical system, it must not bypass us. For this reason, I grinded Mr. Li of NB Electric Group (China) Company for several days, and he finally promised me that if this situation happened. Electrical agents want to share the profits with us. But we also have to fully cooperate with the electrical agent to win the electrical equipment contract. ”

Tengxi paused. He continued: "What's more, all the costs incurred during this period are covered by the electrical dealer. We're just helping to say a few words, at most running errands, and there's no risk at all. ”

I have to admit that this is indeed a financial road, Zhang Shutao pondered for a moment, and then asked: "Then how to divide this half of the profit general agent and the secondary agent?" ”

Tengxi said with a serious face: "In order to win the agency of NB Medical." We asked a lot of elders to help us speak, it was really not easy, so as long as it involves electrical business, Xingda Industry and Trade will charge 10% of the management fee. ”

10% of half of the profit is not much, not to mention that the wool is out of the sheep, and the 10% will come when quoting a few more points.

Deputy Manager Wang, who also relied on the Ministry of Health to eat the Ministry of Health, interjected and asked sharply: "Mr. Teng, how much profit margin does the second-level agent of medical equipment have?" ”

Tengxi and Lin Jun glanced at each other, smiled and explained: "To regulate the market. NB Medical implements flat pricing, and there is no such thing as cheap prices in this province. The question of the bottom of the market price. As the general agent, we Xingda Trading only on the basis of the ex-factory price, 10 points to the secondary agent, it can be said that the profit is still very considerable. ”

This is a very critical question, Zhang Shutao asked eagerly: "How much profit does that 'Deep Eyes-100' agent have?" ”

Xingda Trading is the first firewall for NB Electric to avoid political risks, legal risks and moral hazards, and as the general agent of NB Medical in China, it must give priority to sales and market share rather than single profits.

Accumulate a lot and win by quantity, for Tengxi and her sisters, the future profits are already very rich, so they smiled casually: "About more than 300,000." ”

Zhang Shutao was surprised, and was stunned for a while before he smiled thoughtfully: "So we can also put a third-level agent." ”

Actually want to learn to be the second boss, sitting at home to make money, Tengxi immediately reminded: "Put the third-level agent can, but must comply with the same regulations of the general agent for the second-level agent, if it is found that the third-level agent at the same time agent of other manufacturers' equipment and products, we will revoke the second-level agent agent qualification." Because if we don't, we will be the ones who will be disqualified. ”

"NB Medical is also less flexible."

"There's no way, if you want to sell other people's equipment, you have to abide by other people's rules. Just like Brother Wang just said, they are the emperor's daughters and don't worry about getting married, we don't sell them, some people are willing to sell them. ”

Whether it is a market regulation point, it saves competition to reduce prices, and in the end, no one makes money.

Zhang Shutao weighed it again, took her hand tightly and said: "Mr. Teng, they all say that if you don't fight, you can't make a deal, if my sister does something wrong, you have a lot of adults, don't take it to heart." I've made up my mind for this second-level agent, but I don't want to allow anyone else. ”

"Sister Zhang, your Donghua industry and trade strength is strong, of course there is no problem to be a second-level agent, the key is that this second-level representative is not so easy to do, just like we Xingda must abide by the rules of NB Medical, you must also abide by the rules of our Xingda."

"What are the rules other than only dealing in NB medical equipment?"

"Many, NB Electric is a big group, everything is in accordance with the rules, and the rules and regulations to be followed by agents are as thick as Xinhua dictionaries. And from time to time will send people to spot checks, once the agent is found to be illegal, immediately revoke the agent qualification, nothing to say. ”

One sings white-faced, the other sings red-faced, as soon as Tengxi's words fell, Lin Jun lost no time in adding: "But then again, those rules and regulations are all for the purpose of safeguarding the overall interests of the agents." And the rights and obligations are mutual, and if there is a quality problem, we can ask him to compensate for the loss. If the delivery time is not timely, we can also ask them to compensate for the loss according to the agency agreement.

By analogy, if our general agent violates the agreement, the secondary agent can also hold us responsible, and we cannot revoke the agency of the secondary agent for any reason. In short, everything is done in accordance with the agreement and rules and regulations, regardless of the manufacturer, the general agent or the secondary agent, the third agent needs to be complied with. ”

Deputy Manager Wang nodded and said, "It's fair for everyone to ride a horse, we have no opinion." ”

Zhang Shutao echoed thoughtfully: "No wonder NB Electric can do so much, even the agent does so many tricks, Mr. Teng, you comply, we can also comply." ”

Tengxi smiled: "You guys can think about it." ”

"Why am I lying to you, I don't believe you look at our actions."

Lin Jun didn't want to cause any contradictions in the future, and said with a serious face: "Manager Zhang, Manager Wang, this is not a joke, because you must not be used to many practices, such as payment terms, 50% advance payment, no less than a cent, the remaining 50% will be paid off first and then shipped, if the hospital can't do it, then the agent must advance money." ”

The white wolf's business with empty gloves can't be done, and this requirement is not a little harsh.

However, Donghua Industry and Trade is not a small company that has just been established, Zhang Shutao agreed without hesitation: "No problem, we still have four or five million liquidity." ”

Lin Jun nodded slightly and continued: "In addition, the second-level agent must not only accept our supervision, but also accept our training. Especially for business personnel, the assessment is not up to standard and cannot be posted. In addition, there are strict requirements for performance, if you can't do 50% of all competitors in the first year, and 70% of all competitors in the second year, we will also revoke your agency qualification. ”

"Of course, the Chinese want to support the national industry, and there was no way to represent Japanese brands in the past." Sister of the Lin family, my sister will give you a military order, 70% of which will be completed in the first year without waiting for the second year, and I will ensure that you will not be embarrassed to explain to the manufacturer. ”

For other brands, Zhang Shutao really didn't dare to agree easily, but NB Medical is not another brand, it is a Hong Kong-funded brand that is required to be supported by the above, and the product quality and price are very competitive.

Looking at her confident look, Tengxi said in high spirits: "Since Sister Zhang has made a military order, then the agency of BJ and Beihe will be given to you Donghua Industry and Trade." The contract for Hospital 602 is still up to you, but only after the agency agreement between us is signed. (To be continued......)