"Why is Director Zhou interested in this issue?" Lao Kong didn't know what he meant.

"Because I don't know much about your local company, but I know a little about Xiangyang Food Factory." Zhou Jianping said.

"Oh----, our local enterprise is indeed not small, but of course it cannot be compared with the state-owned Xiangyang Food Factory, which is a well-known large-scale food enterprise in the country."

"Then I have a number."

"Yo, how did Director Zhou get in touch with Xiangyang Food Factory? You are considered peers, aren't your peers enemies? ”

"Manager Kong, didn't I say it, the technical consultant in our factory is the engineer of the technical department of Xiangyang Food Factory, and we also have friends in their business management department, and we can't say anything about the situation of Xiangyang Food Factory, at least I know some." Zhou Jianping said.

"What is the situation of Xiangyang Food Factory?"

"Like all large state-owned enterprises, they are inefficient, overstaffed, outdated, and have no sense of service at all, and they are a bunch of uncles from top to bottom. As the saying goes, know each other and know yourself, you will not be defeated in a hundred battles, in front of Manager Kong, I do not hide my point of view, in the case of quality is not bad, the price is the same, just with these articles, we have the confidence to compete with your local company. "Zhou Jianping is full of confidence.

"Since Director Zhou attaches so much importance to our market here and is full of confidence, then I will fulfill you, but the opportunity is given, and it is up to you to win or lose."

"Please rest assured Manager Kong, you have given us a chance, if we lose, it can only mean that we are not capable enough, and we still remember the care you give."

"Director Zhou, I am very interested in the ideas you talked about earlier about changing concepts and establishing a sense of service, but to be honest, for a food production company, I can't imagine what concept needs to be changed, and what kind of service consciousness needs to be established? Can you be specific? "Old Kong Dao.

"As for the concept issue, I have already talked about it before. In large state-owned enterprises, from top to bottom, they have long lived in a safe-like environment, due to the scarcity of materials, the state implements a plan to allocate them, and their products are like the emperor's daughters who do not worry about marrying, and you have to beg him to buy his products. Originally, the consumer is God, but in the state-owned enterprises, the position is completely reversed, they think they are God, and the consumer has become the object of their charity. Due to the rigidity of the system, it is almost impossible for this concept to rely on the initiative to change within the enterprise, because there is no motivation to take the initiative to change from the leaders to the general employees. Zhou Jianping talked eloquently.

"That's the reason, so as a food production enterprise, his products are eaten in the hands of consumers, and the manufacturer's service consciousness starts with?"

"In the general impression, after-sales service is the product sold to consumers, if there is a problem, how to return and repair. In fact, the scope of after-sales service covers a very wide range, take our food processing enterprises as an example, is the product pricing reasonable? Is it guaranteed that the dealer will be profitable? We also need to figure out what consumers are satisfied with and what are they dissatisfied with our products? These tasks are part of after-sales service. ”

In high school, Zhou Jianping was originally better than science, he was diligent in thinking, and after going to the society, he became a member of the sales department of the subsidiary company, Zhou Jianping had a strong interest in business management and product marketing, and bought foreign translations from bookstores (at that time, there was no such concept in China, let alone related books) of "marketing", "the role of marketing in business management", "how to be a qualified salesman" and other books, combined with his own experience in business stalls, Zhou Jianping was one of the early contemporaries to establish a sense of service and understand the importance of changing concepts.

In the face of Zhou Jianping's high remarks, although Manager Kong's cultural level is not high and he is not interested in new things, he thinks it is very reasonable, "I can't imagine that Director Zhou still has so many ways, you are a college graduate, right?" ”

"Let Manager Kong laugh, I am a high school student who failed in the early eighties, and now the college graduates are all in government agencies, enterprises and institutions, how can anyone come out to engage in contract management? Not to mention hardship, the risk is still great. ”

"Listening to you talk so much makes me very educated, Director Zhou, I respect you!" Lao Kong raised his wine glass.

"How dare you, you are the leader, or I respect you!" Perhaps both of them were so happy that they clinked glasses and drank the rest of the wine in their respective glasses in one gulp.

Zhou Jianping filled the cups of the two again, and the second bottle of wine also bottomed out, he really sacrificed his life to accompany the gentleman, counting this cup, Zhou Jianping also drank three glasses of wine, he had never drunk so much. Lao Kong is even more powerful, he drank seven cups, that is, four taels per catty, such a large amount of alcohol, Zhou Jianping is the first time to see it with his own eyes.

After chatting all night, the wine was not less, and before serving the last glass of wine, Zhou Jianping wanted to implement one thing, "Manager Kong, thank you for providing us with the opportunity to show ourselves, when do you think it is more appropriate for us to sign the purchase and sale contract?" ”

"Well, when are you going to get out of here?"

"The factory has been busy recently, and I want to go back tomorrow and the day after tomorrow."

"In this way, you go to the company tomorrow morning to find me, and we will sign the purchase and sale contract."

......

Although they drank a little too much the night before, fortunately, the next day Zhou Jianping and Lao Kong did not forget what to do, at eight o'clock in the morning, Zhou Jianping came to Lao Kong's office, what had been decided, the two tacitly took out a blank contract, "You are young, you have good eyes, fill it out yourself." Lao Kong said.

Zhou Jianping didn't shirk either, took the contract and began to fill in item by item, filling in the "supply quantity" column, he stopped, and saw that he didn't write for a while, Lao Kong asked: "What's wrong?" ”

"How do you fill in the supply quantity?" Zhou Jianping said.

"The quantity of supply ----, yes," Lao Kong didn't know what to do.

"Why don't you leave it empty first?"

"It's not appropriate to be empty, such a contract should also be recorded, so that people can see the joke, and when there is a dispute, it is not good for the supplier." In this regard, Lao Kong is more experienced.

"Then fill in the quantity first, and then indicate 'according to the sales situation, increase the supply in a timely manner', what do you think?" Zhou Jianping proposed a plan.

Lao Kong thought for a while, "Well, that's the only way, okay, just fill it in like this." ”

After signing the purchase and sale agreement, Zhou Jianping held Lao Kong's hand and said meaningfully: "Manager Kong, I will come here often in the future, and there are many opportunities for us to meet." ”

......

In the afternoon of the same day, Zhou Jianping left M City, the capital of S Province, and returned to his unit overnight.

The next morning, he found Ma Xingwei again, and as soon as the two met, Ma Xingwei couldn't wait to ask: "Jianping is back, how is the situation?" ”

"After signing the agreement yesterday, why don't I come back overnight to discuss countermeasures with you?" Although Ma Xingwei has nothing to do with Jiansheng Food Factory, Zhou Jianping is still willing to discuss with him when he encounters something.

"What's the situation?"

Zhou Jianping sat down opposite Ma Xingwei, "Although the purchase and sale contract has been signed, this is an open contract. ”

"What do you mean by an open contract?"

"It's just that the quantity of supply has not been determined."

"Jianping, there is no point in signing such a contract!" Ma Xingwei said.

"This is my idea, it's not that there is no supply quantity in the contract, but I just filled in a random number and marked 'according to the sales situation, increase the supply volume in due course'."

"That's a good note, it's a beautiful contract!" Ma Xingwei praised, "Then what countermeasures do you want to discuss with me?" ”

"The contract was signed, but we faced a strong competitor."

"Who?"

"A local state-owned food factory in M City, our current products, the other party is also making them, and Lao Kong and they are now distributing the products of that company." Zhou Jianping said.

"Jianping, I don't understand why you chose M City as a breakthrough?"

"After returning from the National Order Fair, I originally screened four or five larger food wholesale companies as a breakthrough, and the first stop went to M City, first of all, of course, because M City has a large population and a relatively large market, mainly because I had a friend with Lao Kong at the order fair. The night before yesterday, I invited Lao Kong to dinner, and during the casual conversation, I learned that there was a similar enterprise in M City, and it was also a local state-owned enterprise. ”

"In the face of such a competitor, you will be under a lot of pressure in the future!" Ma Xingwei said worriedly.

"Xingwei, you know my character best, what I'm afraid of is not the pressure of competition, facing such a situation, it can stimulate my fighting spirit more."

"I know your character, so what do you want to discuss with me?"

"The competition between enterprises is nothing more than product quality, price, after-sales service and interpersonal relations, in the case of product quality is not worse than the other party, I think Jiansheng Food Factory is better than each other in terms of product price, after-sales service and interpersonal relations. But there is one thing I am not sure about, although we have the right to set our own prices for the products we sell, but how much is the right price? ”

"This ----, are you talking about the price given to Lao Kong for their company? Do you know the price of the local company? ”

"I only know the wholesale price of their products, I didn't ask Lao Kong about the purchase price, but I have heard Lao Yang of our Guangming shopping mall say before that state-owned wholesale companies generally increase the purchase price by 10% on the basis of the purchase price and wholesale outward, according to which the sales price of the local company can be deduced. In order to compete with each other in terms of price, I plan to give Lao Kong their price 10% lower than that of the local company, what do you think? Zhou Jianping said.

"Yes, 10 percent seems like a lot, but I think your production costs should be more than 10 percent lower than those of state-owned enterprises." Ma Xingwei said.

"I still have a concern, if I give the products to Lao Kong and their wholesale company at a price lower than 10 percent lower than that of the local company, and Lao Kong and they wholesale at the same price, their company's interests will be maximized, but our goal has not been achieved, how can this be good?" What Zhou Jianping wanted to discuss with Ma Xingwei was this problem.

"Yes, you supply at a low price, in order to highlight the price advantage of the product, the purpose is to promote, if the wholesale company wholesale at the same price, not only is it meaningless to promote, but also a loss to you. I think before the first delivery, you should make it clear to Lao Kong. ”