"Yes, we should make it clear to Lao Kong and tell him that this is our promotional means, and he can understand it as a competitive means." Zhou Jianping said.

"What else do you do besides the price advantage?"

"Doing a good job in after-sales service and getting closer to interpersonal relationships is a tried and tested sales method. The method used in the Huaxing market some time ago, in M City and Lao Kong, I believe it will still work. "Zhou Jianping is very confident.

"Last time, you said that the surname Kong was different from Lao Yang in Guangming Shopping Mall, and it wouldn't be so easy to get closer to him, right?" Ma Xingwei said.

"Hey, the first time I met, I thought that this old Kong with a certain administrative level was very high, through the second contact, I found that he was completely fake and reserved, and when I saw the Moutai wine I brought, I couldn't put it down, giving me the feeling that he was no different from Lao Yang, but this guy has a bigger appetite and a much larger amount of wine, the two of us have two catties of liquor, I drank six taels, and he drank the rest, and I am the first time to see such a large amount of alcohol." Zhou Jianping said.

......

More than two months ago, Jiansheng Food Factory's products just entered the major stores in Huaxing City for sale, in order to grasp the sales situation in a timely manner, Zhou Jianping had sent three employees to the stores to observe and understand the timely sales situation, among the three employees, there is a person called Xiaoliang's employees, he went to the store to observe very carefully, he fed back the largest amount of information, Zhou Jianping from his report to get the most useful information.

Xiao Liang was originally a workshop worker, and Zhou Jianping transferred him from the workshop to the sales office in preparation, intending to train him to become a competent sales clerk. With the continuous expansion of the market, there are more and more things outside the factory, if the big and small things in sales are counting on Zhou Jianping himself, it is absolutely too busy, training a sales salesman, but also for Zhou Jianping to share some of the work burden.

This time he went to M City to deliver goods, and Zhou Jianping was ready to bring Xiaoliang.

Zhou Jianping intends to use a small amount of frequent delivery, that is, the number of deliveries is not large, but according to the sales situation, the number of deliveries will be increased at any time, which seems to increase the cost of freight, but to avoid the product in the warehouse of Lao Kong for too long, and the adverse impact on product quality.

Three days later, early in the morning, Zhou Jianping rented a minivan, pulled a ton of products, and took Xiaoliang to deliver goods to the M City Food Wholesale Company.

As soon as he went to work the next day, Zhou Jianping came to Lao Kong's unit with the goods, he asked the delivery truck to wait outside, and went to Lao Kong's office alone.

"Again?" After meeting, Lao Kong was not surprised.

"I'm delivering it to you." Zhou Jianping said.

"Where's the goods?"

"I asked the delivery truck to wait outside the company, for fear that the doorman wouldn't let me in."

"You follow the salesman down, I let the salesman bring the delivery truck in, and then you follow him to the weigh-in and warehousing procedures, and you come to me again after the incident." Lao Kong first explained to Zhou Jianping, and then used the internal phone to notify the salesman to receive the goods.

After completing the relevant procedures, Zhou Jianping returned to Manager Kong's office. "It's all done?"

"That's it."

"How many goods did you send this time?"

"A ton."

"What? A ton? Do you think this is your little place in Huaxing City? In a big city with a population of millions, just a ton of products, how do you let us do business? Is the delivery van gone? If you don't leave, you ask him to go back quickly, and pull another five tons of products over, be quick! Lao Kong said anxiously.

"Manager Kong, I am afraid that the inventory time will be too long, which will not be good for product quality. Your local company, close to the people, easy delivery, there is no such problem. Zhou Jianping explained.

"Your concern is justified, the food has not been stored in the warehouse for too long, but your ton of goods is too little, and it will take at least five or six tons of products to be distributed in our slightly larger shopping malls in the city." Old Kong Dao.

"Okay, I'll ask the salesman to go back to the factory to pull the goods, and I'll wait here."

Zhou Jianping instructed Xiao Liang to return to the factory with the driver overnight, he found a public telephone booth, made a long-distance call to the unit, and asked Hu Guolin and the warehouse to keep another five tons of goods, and then he went back to the hotel to wait.

Xiao Liang took the driver back to Jiansheng Food Factory in the evening, Hu Guolin left a few workers who had already left work were waiting to load the car, because Zhou Jianping had already explained clearly, the salesman filled out the delivery form, and everyone didn't say a word, and soon helped load five tons of goods.

The delivery truck returned to M City in the early morning of the next day, Zhou Jianping arranged for the driver to take a break with Xiaoliang, and at about 9 o'clock in the morning, they delivered the goods to the food wholesale company, and Manager Kong arranged for the salesman to pick up the goods and put them into the warehouse.

Zhou Jianping asked the driver to return alone, and he and Xiaoliang were going to stay in M City for a few days.

Xiao Liang went back to the hotel to rest, and Zhou Jianping returned to Lao Kong's office again. "Aren't you leaving?" Lao Kong asked.

"Not yet, Manager Kong, there's something I want to explain to you." Zhou Jianping sat down on the wooden chair opposite.

"What's the matter?"

"Is our price lower than that of the local company?"

"Well, that's almost ten percent lower." Manager Kong is also real.

"I would like to know what is the wholesale price of our product? Is there a difference in price from the local company? ”

"I really haven't thought about this ----, that much, why do you care about this?"

"Manager Kong, our supply price is ten percent lower than that of local enterprises, I have my own considerations for doing this, and I hope you will also wholesale at a lower price."

"Your Purpose ----?"

"We wanted to highlight the price advantage of our products. This will not cause any loss to the interests of your company. ”

"Oh, what would you do if the other party found out and they lowered the price?" Lao Kong asked.

"Manager Kong, don't worry, they don't dare to do that."

"Why are you so sure?"

"Because we have made cost estimates on both sides, our costs are more than 10 percent lower than those of large state-owned enterprises, and if they cut prices by 10 percent, there will be no profit on the product, and how can we feed their huge management organization?" Zhou Jianping said.

"So, the ten percent lower your price than the other party has been carefully calculated?" Lao Kong stared at Zhou Jianping and asked.

"I did calculate, I know each other and know myself, why don't we compete with each other?"

"Director Zhou, no wonder you were so confident before, it turns out that you came to our M City completely prepared!"

"We do fancy the big market of M City, but we didn't know in advance that there was such a big company in your local area, since we came, we can't be scared back, we can only find a way to face the difficulties." Zhou Jianping said.

"What else do you have besides the price advantage?"

"Manager Kong, there are some things that are inappropriate to say before doing them, and you will feel the difference between us and the suppliers you dealt with before." Zhou Jianping's words are worth reminiscing about Lao Kong.

"Then if you want, the wholesale price will also be reduced by 10 percent. If there is a 10% price advantage, I think your products can stand in M City. ”

"We won't forget you. Manager Kong, I also want to know, when will the products of Jiansheng Food Factory be put on the retail counter? ”

"You can meet customers in a day or two." Old Kong Dao.

Back at the hotel, Zhou Jianping explained to Xiao Liang and asked him to stay in M City, starting from the day after tomorrow, he went to the major shopping malls every day, first, to see if the 'Jiansheng brand' biscuits were on the counter, and second, as two or three months ago in Huaxing City, carefully observed the sales of 'Jiansheng brand' biscuits, and listened to the opinions of customers.

After the arrangements were made, because he had to deal with other affairs, Zhou Jianping returned to Huaxing City on the same day.

Early the next morning, Zhou Jianping went non-stop, and took samples to the food wholesale companies in the neighboring two cities, which were all merchants who had met at the national order fair, Zhou Jianping was afraid that the time would drag on and be forgotten, he wanted to strike while the iron was hot and establish a stable relationship with the other party.

Everywhere he went, left a sample, and then invited the person in charge to have a meal, Zhou Jianping hurried back to the unit, he was anxious to hear Xiao Liang's report on the situation in M City.

It was close to nine o'clock in the evening of the third day, Zhou Jianping was anxiously waiting in the office, the phone on the table rang, he grabbed the receiver, it was Xiao Liang who called, and Xiao Liang told him on the phone that he had visited more than ten shopping malls that day, and about half of them had been on the counter.

"How is the sales of the over-the-counter mall?" Zhou Jianping hurriedly asked.

"Some people asked, some tasted it, and some people bought it, and in general, it was similar to other varieties sold on the same stage."

"You keep watching, and we'll talk on the phone again this time tomorrow."

The situation in the future is naturally getting better and better, Xiao Liang observed all the shopping malls in the pastry and candy sales area, have seen the "Jiansheng brand" biscuits, the quality is not a problem, the taste is good, the price is ten percent lower, this kind of biscuits have become the first choice of many middle-aged and elderly customers.

After observing for less than ten days, it happened that Lao Kong, a food wholesale company, was urging delivery, and Zhou Jianping transferred Xiao Liang back and asked him to escort Lao Kong and their company to deliver the goods.

Sure enough, the sales volume of the first month of M City is really equivalent to the sales volume of Huaxing City for three months, such a result is not only expected by Zhou Jianping, but also somewhat unexpected by him, after all, on other people's territory, Jiansheng Food Factory is a "trespasser." ”

The first batch of goods in the second month was personally delivered by Zhou Jianping, and after completing the warehousing procedures, he sent the driver away and came to Lao Kong's office by himself.

"Didn't you go back with the delivery van?" Lao Kong asked.

"I'm not leaving today, I haven't seen you for almost a month, so I'm staying to visit you, and in addition, I want to go to the mall tomorrow to communicate with customers face-to-face and listen to their opinions and suggestions on products."

"You don't have to visit me, you have to go to the mall to get in touch with customers, and you have to listen to their suggestions and opinions in person, which is a new thing, and I know of the owners of food processing and production companies, no matter how big or small, I'm afraid you are the first to do this. With this trick, coupled with your price advantage, I have a hunch that many companies will lose when they fight against you. Lao Kong admired the young man in front of him very much.

Zhou Jianping said calmly, "Don't hide it from Manager Kong, our tricks are more than these." ”