"Manager Yang, this request seems excessive, but it actually makes sense!" Zhou Jianping said.

"Does that make sense? All the businesses that set up counters in our place, the area of each house is the same size, and you ask to expand the area of the counter, isn't this special? What kind of new product logo is going on, I think it's too much. ”

"Our situation is not special, this brand was not welcomed by customers before, and now there is a new product, in order to attract the attention of customers, the counter area is slightly larger, and then a new product logo, past customers can at least look at it twice."

"You are also well-intentioned, I know your purpose, but the specific operation is not easy to do!" Lao Yang understood Zhou Jianping's feelings, but he seemed to have difficulties.

"Well, let's not talk about that yet. It's almost lunch time, Manager Yang, let's find a restaurant for lunch. ”

"I'll skip lunch, I'll have something to do at noon."

"The people in your office are resting at noon, what's the matter! Anyway, you have to have lunch, you are familiar with this neighborhood, you find a place. ”

"Otherwise, there will be a chance in the future."

"In the future, I have to eat at noon today!"

Zhou Jianping's hospitality, Lao Yang is really hard to refuse. In a restaurant not far from Guangming Shopping Mall, Zhou Jianping and Lao Yang sat down at a small table by the window, "Manager Yang, please order." Zhou Jianping handed a menu on the table to Lao Yang.

"You order, I can do anything."

Zhou Jianping was not too polite, he ordered four dishes and one soup, "Manager Yang, what kind of wine shall we drink?" ”

"The noon time is short, do you still drink?"

"Meet for the first time, let's have a drink, why don't we have a bottle, half a catty per person, what do you think?"

"It's okay, let's drink less when we meet for the first time."

Drink less! Half a pound of wine per person, is this still called drinking less? It seems that this Manager Yang has a lot of alcohol!

Zhou Jianping doesn't drink much, and he doesn't have much interest in drinking, but eating and drinking in the business field is a common thing, and if he is not interested, he has to sacrifice his life to accompany the gentleman. When pouring the wine, Zhou Jianping poured Lao Yang's cup very full, but only half of his cup was in it.

"Director Zhou, what does this mean?" Lao Yang looked at the wine glass in front of him.

"The wine is full of sincerity." Zhou Jianping said.

"Why don't you fill your cup?"

"Manager Yang, I have something to do in the afternoon, I really don't dare to drink more at noon, you can take care of it."

"Hey, here's it, okay, I'm going to be greedy." In terms of drinking, Lao Yang seems to be really refusal.

"Thank you Manager Yang for taking care of me! The dishes are all ready, let's start, meet Manager Yang, it's a great honor, for our first meeting, cheers! Zhou Jianping raised his glass and invited.

"Thank you Director Zhou for your hospitality!"

"Manager Yang, I am the first time to set foot in the food industry, and I don't understand many things, so I will ask my seniors to teach me more in the future."

"Don't be so polite, the food industry is the same as other industries, and you will be familiar with it after a while. But I have to remind you, there is no plan to allocate now, the market needs your manufacturers to take the initiative to find, even if you can enter every store in Huaxing City, but how big is Huaxing City? Just counting on the Huaxing market, your business is not big at all. Old Yang said.

"Yes, you can't just count on the local market, I want to gain a firm foothold in Huaxing City first, and the next step is to take the initiative to go out and develop markets in other cities and provinces."

"The idea of going out on your own initiative is right and it has to be done, but you have to attend the national confectionery and pastry order fair twice a year, where you can meet manufacturers all over the country, and you can have face-to-face contact with buyers and distributors across the country, and the agreements reached in those days may be more than you can get from running blindly outside for months."

The time spent on the wine table, one or two, or even two or three hours, often has to say a lot of things after a drinking game, and the really useful ones are actually just a few sentences.

Zhou Jianping stood up and held Lao Yang's hand, "Thank you Manager Yang for reminding me!" ”

"Director Zhou, what industry did you engage in before? Do you know anything about the food industry? ”

Zhou Jianping told Lao Yang about his experience, Lao Yang listened attentively, "I really can't imagine that you are so young, have experienced so many things, have been engaged in so many industries, several major industries in society, in addition to agriculture is industry and commerce, you have not only been in business, but also engaged in production in large enterprises, and later in sales, and now contract to run your own business, it can be said that you have experienced the entire industry and commerce, not to mention young people like you, even those of us who are fifty or sixty years old, few of us have such rich experience." ”

"I'm from the countryside, and I haven't really been engaged in agricultural production." Zhou Jianping said.

"Yo, that's interesting."

"After graduating from high school, I was unwilling to dig in the soil, and by that time the policy had been loosened, I resolutely walked out of the village against my parents' wishes, and my old father still does not want to forgive me for this."

"Ouch, your experience is legendary! No wonder you're different from every other salesman I've ever met. With such experience, under your management, Jiansheng Food Factory will definitely be able to do a good job. Old Yang said.

"I hope so!" Zhou Jianping saw that there was not much wine left in the cup, "Manager Yang, do you want another bottle of wine?" ”

"Forget it, I have to go to work in the afternoon, I'd love to socialize with you, do you want to get together another day?"

"It's okay, any day. Uh, Manager Yang, when will our new products be on the counter? There is also the matter of placing new product logos and expanding the area of the counter, can you think of a way? After being full of wine and food, Zhou Jianping certainly can't forget the big things.

"The new product can be on the counter tomorrow, and there is no problem in getting a logo and expanding the counter area, but it can't be too long." After just one meal, Lao Yang's attitude changed one hundred and eighty degrees.

"It won't take too long, one quarter is enough."

"Okay, send someone to deliver the product in the afternoon."

"Thank you Manager Yang for your care!"

This is the first time that the new "Jiansheng brand" biscuits have been sold over the counter, so important things, how can you send others to deliver them? At more than four o'clock in the afternoon, Zhou Jianping personally delivered five boxes of biscuits, and according to the plan agreed with Lao Yang, he helped the salesman set up the counter.

Manager Yang is also a real person, he not only greeted the salesman, but also accompanied Zhou Jianping from beginning to end. After the incident, Zhou Jianping deliberately invited Lao Yang to dinner in front of the salesman, of course Lao Yang would not agree to this kind of occasion.

It took nearly a month before and after, and Zhou Jianping used a similar method not only to let the products directly enter the slightly larger stores in Huaxing City, but also to enter the Huaxing Food Wholesale Company, through which the products can be sold to large and small stores in various districts and counties.

The store's agreement to sell over the counter is only a small step for Zhou Jianping's new products, and the key is to see the sales situation after the counter is to see whether it is recognized by customers, which is the most important thing that Zhou Jianping is most concerned about.

It stands to reason that after a period of time on the counter, merchants will also give feedback on the sales of products, but Zhou Jianping is unwilling to wait that long, he now wants to know the recognition of his products by customers. Therefore, he specially sent two or three down-to-earth and conscientious workers, not to let them go to work in the factory, but to go to the crazy shopping mall in the city, asking them to quietly observe the sales of "Jiansheng brand" biscuits, and report to him the observed situation before getting off work every day.

The observers sent out reported to Zhou Jianping that perhaps it was the "Jiansheng brand latest products" sign next to it that was eye-catching, and almost every customer who went to the food counter had to stop in front of the "Jiansheng brand" biscuit counter, and the salesman invited customers to taste (this was also Lao Yang's suggestion, Zhou Jianping agreed to allow customers to taste in the first month of trial sales in each store), nine out of ten customers chose to buy "Jiansheng brand" biscuits, which made Zhou Jianping feel a little bit of confidence.

A month later, the stores that tested the market in advance reported back that overall, the new "Jiansheng brand" biscuits were much more popular than the old products, but there was still some distance from the provincial or domestic famous brands.

Taking advantage of the opportunity to deliver goods to Guangming Shopping Mall again, Zhou Jianping came to Lao Yang's office, and he also brought Lao Yang a "stone forest" cigarette.

"You, the factory director, are also a salesman, the things in the factory are enough for you to be busy, there is no need to deliver the goods in person, you deliver the goods in person every time, and you must not be tired to lie down, don't look at your youth, you can't bear to work for a long time." Lao Yang admires Zhou Jianping's professionalism.

"Delivery is one thing, mainly to see you." Zhou Jianping put the "Stone Forest" cigarette in front of Lao Yang.

"See what I'm doing? I'm fine, you don't have to be so polite to me in the future. With that, Lao Yang put the cigarette into the drawer.

"Manager Yang, you are an old man in the food industry, and your advice has given me a lot of inspiration and help as a newcomer, and I will never forget your teachings."

"I'm a big old man and I don't know a few big characters, what can I teach you, a high school student? No kidding. What do you think? Sales in the first month of OTC at each distribution point. ”

"It's okay, it's about the same as expected, according to the salesperson, it's much better than the old products before, but compared with those brand-name products, there is still a gap." Zhou Jianping said.

"Take your time, don't worry, you have such sales in the first month on the counter, it's already very good, you can take those brand-name products as a catch-up target, but you can't rush it, how many years of brand are people, it has already been deeply rooted in the hearts of the people, even if your products are not bad in quality at all, but to change the consumption habits of the public, it is not something that can be done overnight, you have to be patient." Based on my experience in food distribution for more than 30 years, as long as you maintain stable product quality, coupled with reasonable prices and good service, and ultimately win the trust of consumers, your products can still become famous brands. ”

Lao Yang's words, Zhou Jianping nodded again and again, "Manager Yang, every time I contact you, I have gained something, and I have really learned a lot from you." ”

"It's just a matter of experience, seeing that you are so diligent and hardworking, I am willing to share my experience, I hope it will be useful to you. By the way, there will be a national food ordering fair in the south next month, would you like to go and see it? ”