Mrs. Shi still has a very good way, it is easy to say, of course, it is also because of the guarantee of the platinum boat, and the bank that cooperated with the platinum boat gave Lipton a credit, which finally solved the urgent need. Only a few people knew about Lipton's almost death, and no one dared to say anything, but Ning Qian actually walked to the general manager's office by herself and asked Gupta: "Boss, are we out of money?" ”

Gupta was stunned: "Who told you that?" Justin？ He didn't know, he wasn't there when he left. ”

"Boss, you don't need anyone to tell me, you can count it." Ning Qian's eyes were full of worry.

"Boss, can we change the credit policy and stop giving dealers account periods, if this continues, the company will be very risky." Ning Qian was worried.

"A small amount of the company's book turnover will not be fatal, and it will really die if there is no cash flow!" Ning Qian's eyes were full of anxiety and earnestness.

"Yes, you say how you want to change it, you can try." Gupta was also curious to see what tricks she had.

Ning Qian immediately began to draft a cooperation agreement with the distributor. Thinking that the terms should be reasonable, he showed them to Elma for review, and Elma smiled and said four words: "Good English!" He turned around and walked away. Elma thought the girl was ridiculous: even if she had lived in Hong Kong for a long time and had only been in the mainland for a long time, she knew that it would never be possible for the mainland business to be done in such an idealistic way. I'm still too young!

Ning Qian took Elma's feedback as recognition, and began to think about the map, where to start?

At this time, Director Xu's call came, saying that Zhou Tiancheng, general manager of Jiangxi Gannan Group, called Mr. Shi and asked if he could become the general representative of Lipton Jiangxi. Ning Qian was overjoyed: Is Director Xu a fairy, did you hear my heart? Sending such a potential customer straight to your door? The new credit policy starts with this customer!

She asked Lu to apply to go to Nanchang, explaining her determination to take the opportunity to reform. Lu wanted to support her, but he also felt that the difficulty was too high: if I went with her, how ugly it would be to return, it would be better to let her go by herself, if it didn't work, I didn't stop it; It was my encouragement and support that I succeeded. However, she has always been a girl, and it is still pitiful to go to such a difficult negotiation in an unfamiliar place alone, or let Madam go with her, and there will be some care.

On the plane to Nanchang, Madam kept complaining that Ning Qian was too showy. Now it's not the Lipton family's problem, the whole of China is doing business, it's difficult to collect money, it's difficult for everyone to work together, you still plan to collect people's money in advance and put it in your own account, who will agree? Are you so reckless, aren't you afraid of losing face if you can't talk about it? This Lu is really, let me follow you to the matter? Shall I die with you in order to secure his position?

After so many years, Madam has become familiar with Ning Qian, but he is straightforward about what to say, and he does not hide it at all. This nagging along the way made Ning Qian hear an opportunity: Yes, why did people call us first? Who would agree? Isn't it easy to figure out the "why" and find out the "who"?

So, she thought all the way, from the customer's point of view, why did she agree to give Lipton an advance payment? Who is likely to be willing to make an upfront payment? When the plane arrived in Nanchang, she already felt that it was natural for the dealer to do this.

As soon as I arrived in Nanchang, I went straight to the office of Gannan Group. It is worthy of being a local large enterprise, the office building is magnificent, Madam felt that the light was at the head of the company, and he could already confirm that they had done it, but Ning Qian said to her: "Madam, I hope to get your help today, I want to screw the credit policy over no matter what, you will hand over all the negotiations to me today, and after I negotiate, you can shake hands with them on behalf of the sales department on the spot." Madam smiled and said, "Just because of your confidence, I will listen to you and shake hands with you!" ”

When Zhou Tiancheng saw Madam and Ning Qian, he was very surprised: "Lipton are both female generals?" ”

Yes, not only female generals, but also female generals who can fight well.

The routine communication of brand history, product introduction, and market development plan was very smooth. When it came to the substantive business terms, Mr. Zhou didn't understand the prepaid deposit at once, so he asked Ning Qian to explain it again. Ning Qian patiently made an illustration:

Let's first make an estimate of the turnover of the Jiangxi market, for example, the monthly shipment is about 200,000, then Gannan will pay us a deposit of 200,000 for Lipton, and then every month's shipment, as long as the cumulative does not exceed 200,000, there is no need to pay for the goods; If the cumulative shipment exceeds 200,000, we will pay the excess part first, and we will ship the goods.

Mr. Zhou understood: "That is, we have to give money before we can get the goods?" ”

"Yes!" Ning Qian replied confidently and firmly.

"And that's it?" Not only Mr. Zhou, but even the business manager and financial manager Lan who he called over for a meeting were surprised.

"Then I'm going to tell you why we in Lipton do this."

"When we do business, the most concerned thing is whether we can make money, in the past, we sent out the goods, and we defaulted to making money, but in fact? Between enterprises, you owe me, I owe you, over time, no one can get back what they should take, and the creditor's rights and debts are complicated, resulting in a mess now. In the triangular debt crises that have erupted one after another in recent years, have we seen less? Isn't the lesson bad enough? Therefore, we Lipton would rather ship less, but also from the roots, to avoid repeating the mistakes of the past. ”

"yes, my head is big! In recent years, in order to collect debts, we have also set up a sales reinforcement department, which is actually a debt collection department. The financial manager sighed.

"It is understandable that the old business of the past is difficult to return, and the old debts have to be paid off slowly. But for new business, why go the old way? ”

"For new business, we have to use a new credit system to operate. Lipton's main customers are all new customers, such as four- and five-star hotels and international supermarkets, and their payments are very punctual. Even if it is a catering user such as karaoke bars, nightclubs, restaurants, etc., they are all cash businesses, and for Lipton, compared with bulk commodities, the consumption is not large, the purchase amount is not high, but the brand added value is extremely high, and they can also do it for us with one hand of money and one hand. Our downstream settlement is easy, and the upstream pays the manufacturer, and there should be no pressure. ”

The manager of the business manager also nodded again and again: "We didn't know where our goods were sold, and when we went to collect money, people always said that they didn't sell them." It is clear where Lipton's products are sold, and they are indeed drunk by customers, so it is impossible to say that they are not paid. ”

"Yes, Manager Chang and Manager Lan said very well: as business operators, we should spend our energy on satisfying users and serving users well, rather than collecting debts. We have straightened out the credit policy, in order to live, live well, healthy enterprises, in order to ensure long-term service to users, this is a virtuous circle. ”

Mr. Zhou was very excited to hear it: If you only spend 200,000 yuan, you can find a breakthrough to solve the triangular debt problem in the whole group, it is really worth a try!

"Miss Ning, I think we can try!" Mr. Zhou got up and stretched out his hand to shake hands with Ning Qian. Ning Qian took a step back and respectfully introduced: "Manager Wei is our leader in charge of sales business, and shaking hands with Manager Wei means that the cooperation with Lipton has been established!" Manager Wei shook hands with Mr. Zhou in a kind manner and in a reserved manner, and Ning Qian took the lead in applauding, and the atmosphere was harmonious.

When we had dinner together, Madam drank very well, and Mr. Zhou drank the right amount under Madam's relaxed persuasion, and his interest was particularly high. He said loudly: "I am also a person who has been abroad, and I know that in foreign countries, if I want to get the agency of a brand, I will pay more than 200,000 yuan, and now I am spending a small amount of money to do big things!" Ning Qian listened, this is also a good point: start from the brand agency right to explain the value of paying the deposit. Hurry up and write it down.

Ning Qian's biggest shortcoming is that he can't drink, and this aspect is completely up to Madam, and after drinking, all the things that should be signed are signed. Ning Qian called Spring on the spot and asked her to arrange TM and sales, open the road to Nanchang, and prepare to attack the city.

Ning Qian and Madam returned triumphantly with the check that Mr. Zhou personally handed over to them. Madam then held a sales mobilization meeting and asked all sales to adopt a new credit policy with immediate effect. Jerry sighed and whispered to Ning Qian, who was sitting next to him: "We are not you, what you can talk about, we can't talk about it!" Madam's ears suddenly heard, "Jerry, what are you talking about?" Aimee is not the only one who can talk about it, this time, I talked with her, and I can talk about it, why can't you talk about it? ”

"Then I apply, when I talk, can Madam also accompany me?" Steve raised his hand to speak, his big eyes feigning sincerity, vividly exposing his weirdness.

"I apply too!" "I apply too!" Several sales deliberately coaxed.

"In order to commemorate the turning point in the history of the sales department, I specially invited the general manager over and gave you a few words." Lu appeared at the door of the conference room with Gupta.

Gupta's smile was a little mysterious, and a divine light seemed to appear on his face again: "I'm looking forward to the amount of money in the account that I can't count the zeros!" That's true!

"Manager Wei's mobilization meeting was very well organized! Indeed, our sales department should have this kind of courage and courage to boldly try new practices. Lu made his concluding remarks.

Justin's work efficiency is an excellent reflection of his ability to learn: when the people who were transferred to the headquarters of other joint ventures were still busy, he had already completed his tasks and returned early. When he learned that Lipton had almost died, he was puzzled: wasn't there enough money to spend? I've only been out for such a short time, why am I so miserable?

He specially called Ning Qian to his office and praised her greatly, saying how did he come up with the idea of this margin? It's so smart! "Smarter than the Massachusetts Master?" Ning Qian joked with him.

"Of course! That's what I think, you just didn't read it, you're going to go, and you're going to kill me in minutes. ”

This kind of mutual praise is satisfying for both sides.

Justin pulls out a table that categorizes all of his clients. He pointed to the data on the table and said to Ning Qian: "Let's see, can we refine this credit policy according to the situation of different customers." ”

Finally:

1. For the old dealers who have defaulted on a huge amount of payment: to pay in advance for the purchase, half of the money received by Lipton is a new product and half is offset against the old money;

2. For new dealers: prepaid margin;

3. For wholesalers: payment to delivery.

This policy is more in line with the actual situation of different customers than a simple margin, and the sales are more operational when implemented. Ning Qian suddenly stood in awe of this high-achieving Massachusetts student!

Justin also has a magical ability to always say that if you have money, don't worry. When he was there, Gupta never thought about cash flow; He had only been gone for a few days before Elma panicked; As soon as he returned, the wealth was rolling in again. Every time there is a management meeting, or a meeting with the marketing department and the sales department, Justin also encourages Edward and Lu to boldly invest their money, and now that everyone else is troubled by triangular debts and has no money, Lipton should be more radical at this time, and grab all the places that can be grabbed and occupied all the places that can be occupied.

Fang Gang suddenly felt a sense of crisis: he saw several times that when he was eating at noon, Justin ran to find Ning Qian and invited her to the star-rated hotel opposite to dine. Did Justin have a crush on her? But he couldn't make up his mind to chase Ning Qian. What is the difference between seeing people who don't see people for a day or two a month, chasing and not chasing? What's the difference between catching and not catching? is the Yannan girl next to her, who knows the cold and the warmth, and follows her like a shadow. But why would she care if she had lunch with Justin?