Another example that has benefited from scar improvement activities is Bindesheng. Jia Zhonghe, the boss of Bindesheng Company, is a standard technical man, not good at words and not good at communicating.

The height is the same as Scarface, 1.75 meters, and the body is strong. The skin is a little dark, and he looks in a hurry, and he is only thirty-two years old. makes people look like they are in their forties and fifties, and everyone calls him Lao Jia.

The first time Lao Jia saw Scarface was in Scarface's office of their induction inspection department.

In the office of more than 30 people, as soon as Lao Jia opened his mouth, everyone knew that this was a fight.

This is also the ingredient of Lao Jia being teased by others, that is to say, someone in the company deliberately made it bad, pushing this honest person to Scarface, like embarrassing Scarface to see the excitement.

It was the beginning of September, and the day before, Sasaki had announced that everyone would report to Scarface about his future work in the inspection section, and someone came to the door the next day.

"Who is the leader here, doesn't it mean that someone is in charge now?" As soon as Lao Jia went upstairs, he asked as soon as he entered the office.

"Oh, Mr. Jia, what's the matter with you?" An inspector he knew asked.

"What's the matter? It's not that you don't know. I've looked for you several times, and you said you couldn't control it, so let me find Minister Lai.

I looked for Minister Lai twice, but he also said that there was no way, so I asked me to find Sasaki and procurement.

I've looked for it all, but I either don't have time, or I'm pushing it to someone else. How to solve it now, you can't just use me as a monkey. Lao Jia said angrily.

"The leader can't solve it, what can we do," the inspector said.

"Someone said yesterday that you have a direct leader, and I want to reflect to him, who is the new leader?" Lao Jia spoke very politely.

The inspector glanced at Lao Jia, then at Scarface, ignored him, and went about his work.

One is that he doesn't recognize Scarface as their leader yet, and the other is that he wants to find a leader, so it's none of my business.

Look for it yourself, who knows which leader you are looking for, I have more leaders.

"Oh. Hello, my name is Lu Jiazheng, I have just been here for more than a month, and I don't know much about the situation, so I say here that it will affect the work of others.

If there's anything going on, go to the reception room at the office first, wait for me for two minutes, and I'll be there right away. Scarface saw that a few people were secretly looking at him, but everyone didn't speak, and Lao Jia's eyes also looked at him.

Although Lao Jia basically doesn't come to Murata, after all, he has been supplying for five or six years, and he probably knows a few people.

He looked at Scarface and looked very quiet, and he spoke politely, and then went to the reception room of the office to wait as Scarface said.

Scarface first learned about the situation from the inspector, and according to the inspector, this is to find fault, his product has no competitive advantage, and he is not convinced by the reduction.

Scarface glanced at the inspector after hearing this, didn't say anything, and then went to receive the supplier who came to find fault.

"Hello Mr. Jia, I've kept you waiting, you can talk about your question now." As soon as Scarface entered the reception room, Lao Jia stood up, and Scarface hurriedly motioned for him to sit down.

"Oh, it's okay, I'm sorry for the trouble, then I'll tell you, you can judge whether your company is not authentic in this matter."

Although Lao Jia is not very sociable, he is not stupid, and he is polite, so don't always carry a gun and a stick.

So, I told the whole story. A few years after graduating from university, Lao Jia started a hardware factory by himself.

His main customers are several large furniture factories, including Bingang, which does OEM for Scarface, and two other Hong Kong-owned factories. As soon as Murata established the factory, it established a business relationship with Murata through the introduction of Minato Hama Company.

But this person just relies on his own technology to attract customers, and never works people. I've been working with Murata for almost six years, and I haven't eaten with anyone here, let alone given gifts and money.

He has an advantage that no one else can replace, that is, he can figure out anything complicated about his own products.

Murata's main business is screws, nuts, hinges, metal supports, etc. Murata's annual purchase of such products reaches more than 30 million.

There are now three suppliers in total, one of which is Japanese, accounting for half of the total supply. The other is a new supplier introduced by Minister Lai two years ago, which was able to achieve 10% at the beginning, and now it is on par with Lao Jia.

According to the current supply trend of products, Lao Jia will basically have no quantity next year, and he will be transferred to another supplier by Minister Lai.

Among Murata's products, there are more than 300 items of screws, nuts, and hinges. The main thing is to follow the shape of the head. Whether it is a crosshead or a slotted head, whether it is a self-tapping nail or a flat-headed nail or a built-in nail, the diameter and length are different.

There are more than 30 single products, which were imported from Japan at the beginning, and China can't even make the Japanese-funded ones, but they were figured out by Lao Jia, and the price is one-tenth of that imported from Japan.

Because these screws and nuts have passed the patent protection period, Murata began to purchase them from Lao Jia, and the quantities are not large, which are used in several special products.

Because of his trust in Lao Jia's technical ability, Murata asked Lao Jia to develop new screws and nuts as soon as he had them.

Although the design cost of this kind of thing is not high, each new variety costs nearly 10,000 yuan. In addition, after the design is completed, it still needs to be trial-made, and there are thousands of costs.

In the end, there is no problem, that is, the formal mold production, you need to open two main molds, the head mold and the thread rolling board, and it takes thousands of yuan to put together a product mold alone.

All the upfront costs add up, about 25,000 yuan for one product.

This is still the case if the development goes well, and if it doesn't, the cost may be higher.

In the past, as long as he was allowed to develop, he would be asked to supply in the future, so Lao Jia never considered the design fee and mold fee, and he converted these upfront costs into the unit price.

When the supply quantity reaches the apportioned quantity, when the purchase is negotiated with him, he will reduce the price.

But in the last two years, since Minister Lai's supplier came in, the situation has changed.

The early development and design are all done by Lao Jia, and when the product is qualified and the stable supply is a few months, it will be transferred to another company.

In this way, the other only needs to purchase two sets of molds to produce products, saving nearly 20,000 yuan of pre-development costs, of course, the price will be lower than Lao Jia.

Moreover, Murata's insiders also provided information about the company that made molds for Lao Jia to his competitors.

In this way, people only need to buy a set of replica molds, less than 2,000 yuan, and his business is successfully snatched.

If it was a normal switch, Lao Jia said that he would not look for Murata either. However, this unreasonable practice caused Lao Jia to lose nearly 300,000 yuan in development costs last year.

Lao Jia's appeal is, you want to switch me, I didn't say it, then pay me my pre-development costs.

Also, if you don't let me supply them, they will all be transferred. Now all that is left for him is more than thirty kinds of special screw hinges and the like.

Others can't do it, the amount is still very small, more than 10,000 a month, and it is delivered in three times, and the value of one delivery is not enough for the delivery fee.

These special products, let me supply can also be ordered, and the quantity of one order must reach the quantity of one delivery loaf.

That's the number of nearly 200,000 screws and nuts, and according to the amount of these products, Murata needs to use them for 20 years, which is absolutely impossible to agree to.

After listening to Lao Jia's story, Scarface thought that Murata was not authentic in this matter. But how to help Lao Jia solve practical problems and make the company profitable, he doesn't have a good idea yet.

"Mr. Jia, I understand what you just said, and I can discuss your three demands with you now.

First, we will definitely not be able to switch all this, because there is no manufacturer here who can do it, so we can only switch to Japanese imports, and the price is high, not to mention the long delivery time.

Second, if you place a large order at a time, this cannot be done, which will cause a large surplus in the warehouse.

You also understand that our products generally have a life cycle of three to five years, and the leaders will not agree to prepare so much inventory at one time.

Third, as for the pre-development fee, I can reflect this to the superior leaders and see the leaders' opinions.

But before that, I hope you'll think twice about whether there are any other options. I can't say anything to you, I'll just report to the leader, and I have to have my own opinions.

But I don't know anything, so I'd like you to suggest some options for me, can you? ”

Mr. Jia saw that Scarface was indeed very reasonable, and he was also the most polite person he met in the past year, and most of the anger in his heart disappeared first.

So he said: "Leader Lu, I think you are also a real person, I am not a person who runs business, so I can't speak, don't be surprised if you have a bad attitude just now." ”

"You're welcome. When it comes to this, no one will have a good attitude, and our company has really gone too far. Scarface said sincerely.

"Then there is another plan that there are more than a dozen kinds of general-purpose screws and nuts, and anyone can do it, which is the national standard, and the price is the same for all three now.

The amount of use in a month, each can be almost a million, last year was three suppliers, the Japanese one 50%, I 35%, and the remaining 15% was another supply.

At the beginning of this year, 35% of my delivery problems were solved.

As for the development costs, I still have the same opinion, either when my expenses are all apportioned, you are willing to give it to whomever you want, or you will settle it for me now, there is nothing to negotiate. ”

"Well, I think I can try this plan, and I'll get back to you in two days. I can only report on the development costs. ”

"Then I'll thank you in advance."

"Hmm. You're welcome, as it should be. Let me ask you one more question, as far as you know, what is the situation of the three of you in terms of quality. ”

"Hmph. To put it mildly, the Japanese-owned ones are okay, and we're about the same. Another Chinese-funded one, if you compare with me in terms of quality, you are simply insulting me. ”

"What do you mean by that?"

"First of all, the quenching process of his product is not good, and the strength and toughness are not qualified. In addition, his electroplating level is also very low, if you inspect according to the standard, I can be sure that all his products are unqualified. ”

"I passed by before I came just now, and the inspection was according to our standards, and there were no problems."

"I don't know you very well, so I'll just say it. The water in your company is very deep, and you didn't know it when you first arrived.

What you see is a routine inspection, according to your company's requirements, the hardness test and salt spray test are just the reports we provide regularly, and you don't inspect them at all.

If you do these two random inspections in the company, you will know how different their products are from ours. ”

"These two experiments are necessary to be done before they are officially available, and there is no need to do them in the future. As long as the process remains the same, there will be no change in these two items.

Their samples and initial quantities are qualified, and there is no reason for us to do these two experiments in the future. ”

"Or if I say, even if I do, it's useless, their samples and first-time products are all replaced by my products by your insiders.

It's too late to say anything now, and to be honest, I'm not willing to cooperate with your company anymore, it's too bullying. ”

"I see, you wait for my news. First guarantee our production, delivery and development fee questions, I will reply to you within two days.

As for the cooperation between the two of us, if you give me three months, I think there may be a turnaround, as long as you can do all the work you have to do, you don't have to worry about the rest. ”

"Okay, please rest assured, as long as I supply one day's goods, I won't let my products have problems."

Whether a person is reliable or not depends on three points: everything has an explanation, everything has a fall, and everything has an echo. Scarface is such a person, and Lao Jia is also such a person, so they can become friends for life.

After Scarface sent Lao Jia away, he returned to the office, and the inspector in charge of this kind of product always looked at Scarface, intentionally or unintentionally, and Scarface knew that it was a ghost in his heart.

He carefully sorted out his thoughts, and sorted out the questions that Lao Jia said, and felt that 90% of Lao Jia's words were true and credible.

I went to the warehouse and took the products of the three companies and looked at them again, but there was nothing wrong with this kind of thing from the appearance.

After Scarface sorted out his thoughts, he found an opportunity the next day to reflect the problem to Sasaki.

Because this kind of product accounts for a small proportion of Murata, Sasaki has not paid much attention to this kind of manufacturer, and he doesn't know that his company has done such an unreasonable thing.

After listening to Scarface's debriefing, he asks Scarface. "What is Lu Sang's opinion?"

Scarface handed Sasaki a copy of the information he had made early this morning, and said: "I'm not familiar with the company and the product, but I believe that what the supplier said is the truth, I briefly summarized my opinions, you have time to take a look, and I hope you can criticize and correct in time if there are any problems." ”

Sasaki is very satisfied with Scarface's approach of thinking about any problem first, analyzing the cause and providing countermeasures.

He looked at Scarface's information and said, "Just follow your method, don't 50%, just transfer it all back, it's our fault, and we shouldn't let our partners bear the consequences."

And this 5% is too low, set at 10%. If you have any other problems, you tell me if you need my support, and you list the things that involve other departments, and I will communicate with them. ”

There are two main types of scarface programs, short-term and long-term programs.

The short-term countermeasure is to give him a part of the amount according to Lao Jia's demand, so that he can deliver the goods normally.

If the development cost has not been apportioned, 50% of the amount will be transferred back to him, and the cost will be shared first.

The long-term solution is that the development costs of each new product must be compared at the development stage.

For suppliers who do not have development capabilities, if there is no advantage of more than 5% in the later price, they will not switch products to avoid bad money driving out good money.

In fact, Scarface has already begun to consider longer-term solutions, but these involve changing the current approach.

It was only the beginning of September, and he still didn't know a lot of things, and it took him a month or two to think about all the issues before he raised them.