Aimee is not in a hurry, the difference is just knowing and not knowing. When I didn't know, I didn't think that the money was small, and when I knew, I immediately felt very unfair. With so much money, would you be willing to do the job? - Don't compare horizontally, just ask yourself, or willing, so Aimee is ready to continue to do so many things with so much money, and even willing to do more, but the company's system can't be so unfair, who can't be honest, who doesn't say, who doesn't fight, who has less money; Whoever is strong, loud, and fighting for it will have more money.

Alan learned about it and finally knew why:

First: the difference in the understanding of the system - the subordinate enterprises headquartered in Shanghai or Beijing have a better understanding of the increasingly perfect system and policies of Youjia, and the employees and bosses in the headquarters are more motivated to be promoted and promoted. In the past, Lipton was in Guangzhou, and he had neither a budget nor a quarrel with the world, and he did not know enough about the gradual and complex personnel promotion system of the headquarters, and he never actively fought for it.

Second: the difference in development space - the headquarters and larger subordinate companies, there are too many talents, the competition is more fierce, and the position has to be further refined, divided into many, many levels, so that people can be promoted slowly. For a subordinate company of Lipton's size, the organizational structure is relatively simple, and the managers are divided into two or three layers at most, which is enough. In local subordinate enterprises, to be the highest level - department manager, has no regrets in this life, and will not try more;

Third: the difference between the new employees who have jumped ship and the old employees they have cultivated - with the development of Youjia, it is impossible to rely on their own MT to cultivate talents, and they will dig more talents with rich management experience through headhunting to directly hold senior positions. They are originally here for better treatment, and the salary level when they join Youjia will definitely be much higher than that of old employees like Aimee who have been in the early days of Youjia and have a little percentage increase every year. This is a fact that the HR department inevitably faces, but has always pretended to turn a blind eye. More and more excellent management talents have realized that they need to rely on job hopping and mobility in order to achieve significant value-added.

Only then did Alan realize that the manager who had been set in Lipton was the most senior in this offer, and in this offer, he became the lowest level among managers.

"Aimee, I think it's very difficult to adjust everyone's treatment to absolute fairness at once. But the rotation subsidy, it really shouldn't also be arranged according to the percentage of the base salary, you several department managers, the level of hard work is the same, I will flatten this subsidy, you and Wilson will be the same as other department managers. Your basic salary is indeed too low, and I will strive for this, but it may be difficult to equalize it all at once, and I will discuss this unbalanced situation with the personnel department and try to be fair. ”

Alan's sincerity is beyond words. However, Aimee is also asking herself: In the past in Lipton, I never considered the salary, let alone think about fairness and unfairness, I just buried my head in work, and I have been taking care of Mr. Lei, Justin, Lu, Sally and Gupta, they have given me everything they can give me, why is it very unhappy to find that others get more when I come here?

"Because happiness and ability are inherently comparable!" After Alan asks Danny for a fair solution to her salary, Danny comes over to talk to her. Danny came from a financial background and was specially poached from another foreign company for mergers and acquisitions. "When I joined Youjia, I set a sky-high price, my salary is four times that of yours, this is the result of my negotiation, if I can't talk about this level, I'm sorry for my ability. Talent is inherently valuable, and you have to have this understanding. ”

From Aimee's blank eyes, Danny could see that her understanding of so-called fairness was still in the early stages of the workplace. He believes that getting a salary, a promotion, and a salary increase are the most basic, and the goal is to sell yourself to the best price and maximize your business value at the best time. He is four years older than Aimee, and he has only worked in the social industry for one year after graduating from college, but he has his fourth job and the salary is four times that of Aimee.

"Alas, you're still thinking too simply, follow me and learn hard in the future!" Danny said confidently to Aimee. Yes, Danny is a genius when it comes to settling accounts and analyzing a matter from different angles, he can always see through the psychological bottom line of any negotiation opponent at a glance, and he presses it step by step until the other person collapses. Originally, he was just in charge of finances at first, but his enthusiasm and strong work ability made Alan quickly transfer the purchasing department to him to manage, and Alan trusted him more and more, always praising him for being smart.

Aimee and this smart man have a different point of view. Danny dislikes Huajing's large number of customers and the small size of each customer. The company was going to use the SAP system, and so many small customers were annoyed, so Danny asked to cut off the customers whose annual turnover did not meet the financial standards. This means that 90% of Huajing's customers will be cut. Aimee thinks this is grossly inappropriate.

"Don't forget our original intentions. At the beginning, our excellent family wanted to acquire Huajing, didn't we envy their in-depth distribution for doing well? In the commissary in the rural areas of Hebei, there are Huajing's products, and this village is purchased from Huajing's dealers in the county. The dealers in the county are indeed not large, and they are definitely not the customers that Youjia likes, but isn't this where we can't and Huajing can? Why don't we make good use of their strengths, and use our strengths to cut down the ones we respect as soon as they come up? ”

"Aimee, this is the way you want to do a small business. Big companies do big business, and this kind of small fight between ants and soldiers is not in line with our concept of excellent family at all. How can SAP support these bits and pieces of business? ”

Alan heard the two of them disagreeing and couldn't make up his mind for a moment, he said, "Then let's go and see the market together!" ”

Danny took Alan and drove by the driver to visit customers in the suburbs of Beijing and Hebei near Beijing, and when they returned, they thought that Huajing's original sales were too lazy and inefficient. Their meeting with Wilson was unpleasant, and Wilson was aggrieved.

Aimee discussed with Wilson if she could work with a supervisor and manager-level sales officer for a few days. Wilson picked two of the top performers: supervisor Li Cheng and manager Zhang Jialiang.

At half past seven in the morning, Aimee came to the downstairs of Li Cheng's house, set off with him, took the subway to the long-distance bus station, then took the long-distance bus to the suburbs, and then took a tricycle to different shops in different towns in the suburbs, going door-to-door. When it was getting dark, I took a long-distance bus back to Beijing, and when I arrived at Li Cheng's house, it was already more than nine o'clock in the evening. Aimee asked Li Cheng: Do you usually leave so early and go home so late? Li Cheng smiled embarrassedly: It is true that he will not go out until eight o'clock and will leave for Beijing at about five o'clock in the afternoon.

"Why don't you stay there for one night to be more productive?" Aimee continued to ask.

"In the suburbs, they will basically go back and forth on the same day, and they will spend the night outside when they go to other provinces."

Together with Zhang Jialiang, he also took a long-distance bus to different places, because he was a manager, and he was treated a lot better, and the local shop owners came out to receive them in person, and when they met more powerful bosses, they could personally send them to the next boss with a tractor or small truck, which was much more efficient than taking a tricycle.

After working with them, Aimee learned the reason why Alan and Danny were dissatisfied with the Wilson sales team: according to Youjia's visit plan, the Wilson team did not meet the number of customers visited every day. Alan and Danny have a driver and a visit sheet, and they don't think there's a problem with visiting these customers in a day, but other ordinary sales rely entirely on buses, and even some places don't even have buses, so it's really difficult to visit so many customers in a day. People are using different levels of work to evaluate work efficiency. Aimee suggested that it is possible to reduce the assessment index of the number of outlets visited by sales staff and improve the assessment index of single-point turnover - since the efficiency is not high, it is better to dig deeper than to point to the water.

Wilson agreed with this direction and began to try to adjust, and sure enough, the performance began to pick up.

However, Danny still thinks that such inefficient operation is meaningless, and he insists on cutting all the dealers who do not meet the standards, and these dealers are gone, and the ensuing problem is that many products have completely lost sales.

"Danny, I still don't think it's the right thing to do, and let's not forget why we bought this business." Aimee repeatedly approached Danny. Danny said to Aimee, "You know, I'm the most patient and the best with you. Whenever someone in our department disagrees with me, I will just kick him out. ”

"We're a big company, and we have to do what big companies are good at. For example, brand building, such as the development and management of hypermarket channels, such as advertising in big cities. If we can do Beijing thoroughly and increase our sales several times, do we still need to go to the villages in Hebei and Shanxi to sell them one by one? "Danny is asking a question of strategy, and it's very realistic.

"I also agreed to bring the main battlefield of sales back to Beijing and abandon the rural market." Wilson said.

"The rural market is not what we are good at. To be honest, when I got to the county, those guest houses couldn't live there. Wilson points out one of the reasons why Youjia Sales doesn't want to do deep distribution.

Aimee also knows that every time they go to the rural market together, they don't have to look for the toilet and know where it smells. According to the standards of quality of life of all people who grew up in big cities, these toilets are difficult to get down at all, and once you hold your breath and concentrate on consumption, the whole person will be smoked into the bones, and the smell will not go away for a long time, everyone knows that you have been to the toilet today.

In these places, the sales of Yuan Huajing are taken for granted, but the sales of college students in big cities such as Youjia are simply purgatory. Aimee also found that every time Wilson held a dealer meeting, he talked about projection in English and Chinese on the stage, and his energy was bright, and the dealers below were either numb or dozing. Only when Lao Huajing's salesman accompanies them to smoke, drink, and talk to each other, their expressions will become vivid.

However, what Huajing is good at, isn't it what we are not good at? We can not only improve our performance in big cities in a way that Youjia is good at, but also continue to maintain and give full play to the advantages of Huajing to drive the in-depth distribution of the brand. This is not an either/or, life-or-death choice, but should be the synergy and value-added of one plus one greater than two after the merger and acquisition of Huajing.

We bought them because of the other party's goodness and what the other party was doing, but as soon as we got it, we picked our noses and eyes, thought that the other party's customers were small, and the methods were dirty, and cut off all the things they were good at and replaced them with what we were good at, so why buy them?

Aimee knew that Danny was telling Alan every day about the effectiveness of investment, the rationality of cooperating with SAP at headquarters, and the inevitability of having to give up small customers after getting into the system. Aimee also thinks about how to balance and compatible. In order not to make Alan feel the pressure of being pulled back and forth by both ends, Aimee will always invite Alan to go out to the market with her. Alan is a marketing artist who loves life very much, likes to go to different places, observe and experience different lifestyles of different people.

Alan, Aimee, and Wilson communicated warmly with the shopkeepers in the county and village shops again and again, and sat together in the food stalls again and again to chat about the feelings of the day's visit. Alan is increasingly receptive to Aimee's idea: the acquisition of Huajing is not only to bring international brands to China, but also to develop more localized products that meet the needs of Chinese consumers through brands that have already accumulated historical precipitation and market accumulation in the market, and strive to distribute them to a broader market in China, so as to improve the quality of life of local consumers.

After going around for so long and far, in the end, I still don't forget my original intention. It's a pity that the original intention is easy to get, but it is always difficult to keep, and people will always walk and forget why they came from. For the cause, from the actions of the day, Ning Qian also felt his perseverance. After he returned to the UK, he would send an email to Ning Qian almost every day, telling her about his study, work, life and thoughts, and also caring about her daily status.

Ning Qian suddenly received a call from Daylight, who said that he was going to fly from the United Kingdom to Beijing to see her.

"I've been really busy lately, so I don't have time to spend with you." Ning Qian hurriedly declared. It's not an excuse, it's true, all the time is occupied by work.

"It's okay, you can rest assured, just help me book a hotel close to you." He was very calm.

When Ning Qian sent the hotel address to Bai Day, she thought to herself: Are you really coming, or are you just talking?