Sun Yaoliang's answer made Song Yuanchao extremely pleased, and it was even more determined that Song Yuanchao made the right decision to hand over the sales to him.

"What are you going to do?" Song Yuanchao asked directly.

It is the level that can see the problem, but it is the ability that can solve the problem.

"Because the time is relatively tight, I am going to go to the three major companies to take a look, but the three major companies are all large companies, and they must have soda factories that are already cooperating, and it may not be easy to open up the situation and win the channel."

Sun Yaoliang said with a solemn expression: "I am not familiar with the people in Jinling, I am afraid it is not easy to talk about cooperation with them, it is very likely to go directly to the past to eat behind closed doors, the best solution is to find a relationship, and find the right person through the relationship." I know very well that even if the big leaders above know that it is useless, they must get through the person in charge of the supply and marketing of the product, and his words are more effective than the direct arrangement of the big leader from top to bottom. But the key problem is that we don't know anyone now, even if we feel the situation, find a channel, and then find someone to ask someone to introduce something, I'm afraid it won't be able to do it in a short time, and even if it goes well, it will take at least ten days and half a month to complete. ”

"It's too long and unrealistic. As for the relationship in Jinling, I'm the same as you, and you can only rely on yourself to find a relationship. Song Yuanchao said.

Sun Yaoliang nodded: "Yes, that's the reason, so even if you can run down, the time is indeed too long, next week is July, and it will take at least a week for the product to be sold to the other party's warehouse and then put on the shelves for sale. ”

"The peak season for this drink is the best in summer, and July and August are the top priorities for sales, and we can't afford to waste nearly a month. Therefore, I think that although the three major companies must run and open channels, they cannot be limited to these three major companies, and their vision must be broadened. ”

Song Yuanchao sensed a little bit of a taste, and asked with interest: "Tell me specifically, what do you think?" ”

"It's very simple, while running the three major companies, we can't pin all our hopes on them, and other channels must also run, including the supply and marketing cooperatives that we are currently cooperating. As I said just now, most of the sales channels in Jinling are in the hands of the three major companies, and the main channels of the supply and marketing cooperatives are in the urban-rural junction. ”

"Invincible Begins with Sacrificing to the Ancestors"

"You're trying to start with that?"

"That's right!" Sun Yaoliang nodded: "The cigarette paper shop looks inconspicuous, but after all, there are huge numbers, and they are directly selling to the masses at the last window." In fact, whether it is the three major companies or supply and marketing cooperatives, they do not have many real sales channels, most of them are just wholesale, and their own retail is honestly a few stores under their names. Since it is engaged in wholesale, who is wholesale to be granted to? Aren't they all these cigarette paper shops? From this point of view, the cigarette paper store is the ultimate sales channel, and we can completely jump out of the three major companies and supply and marketing cooperatives to fully cooperate with these cigarette paper stores. ”

"Do you think it's safe to do that?"

"Of course you are sure!" Sun Yaoliang said categorically: "Let me give you the simplest example, our products now have two kinds, one is orange soda and the other is salt soda. I asked Li Jiafu, the ex-factory price of a bottle of orange soda in our factory is 6 points, the wholesale price is 7 points, and the retail price is 8 points. ”

"If we cooperate directly with these stores, then we can give each other a price of 6 cents, so that the other party's original profit of 1 cent from the time of getting the goods to the retail will be doubled, and I don't believe that people are not tempted by such a large percentage."

"Besides, we are a branch of Nandu, Nandu's golden signboard is still a little famous in Jinling, we represent the manufacturer to cooperate directly with them, and the other party is also assured, do you say this is the truth?"

Song Yuanchao nodded in agreement, Sun Yaoliang's idea is right, directly jump out of the middle channel to master the terminal sales channel, this idea has to be said to be very bold, but at the same time it is very feasible to operate.

"However, there are some drawbacks to this sales method, I have three problems here that are really difficult to solve, and it is also troublesome for leaders to assist." Sun Yaoliang said this with a smile.

"You kid is still here with me, if you have anything to say, just mention it, I'll listen to it first." Song Yuanchao didn't say whether it would work or not, and said with a smile that he would listen to his conditions first.

"First question!" Sun Yaoliang raised a finger: "To put it bluntly, this sales model is a model that accumulates a lot, because the sales channels targeted are different from before." In the past, the sales in the factory were directly facing large channels such as supply and marketing cooperatives, so the quantity of each purchase by the other party was large after all, at least the amount of one car. But not now, you think, how much do you have to fill a truckload of soda? According to the loading capacity of the Great Liberation, it must be at least 300 pieces, right? But can those cigarette paper stores get so many goods? Even if I could, I wouldn't have a place for them. So according to my experience, the maximum number of purchases in cooperation with cigarette paper shops is about a few pieces, at best, no more than 20 pieces. ”

Sun Yaoliang is right, the amount of sales is different depending on the sales object. Supply and marketing cooperatives and the three major companies have their own warehouses and networks, and most of them are mainly wholesale, so their purchase volume is relatively large, and it is normal to purchase three or five hundred pieces at one time, and there are many or even thousands of pieces.

But these small stores are different, for example, convenience stores in later generations, even convenience stores are not as good, the stores are so big, and some are small enough to have only one sales window, in this case, it is impossible to stock up in large quantities.

This has caused the problem of each order volume when directly cooperating with these channels, at best, an ordinary cigarette paper store will need two or three pieces at best, and more than a dozen pieces is already a lot, so that transportation is a big problem.

Song Yuanchao thought about it and didn't say anything for the time being, and raised his hand to signal Sun Yaoliang to continue.

"The second is the personnel problem, I don't know how many cigarette paper shops there are in the city, because if there is no investigation, there is no right to speak. But I think this number will definitely not be small, Jinling is a big city, in terms of the area of Jinling City, there may be thousands or even more. Now Li Jiafu is in charge of procurement, I am in charge of sales, I am a single commander and I don't have half a soldier, let me go to a house to run, do you think it is appropriate? Even if I'm okay here, how many can I run in a day? Take the city's 1,000 cigarette paper shops as an example, I run 24 hours a day, and it's not a small one to run in half an hour, right? If you don't eat, drink, or rest, you can go down to 48 at most, but this is impossible, half of it is 24, and it is 240 in ten days, and these 1,000 can only run down for a long time by me? ”

"What about the third point?" Song Yuanchao understood what Sun Yaoliang meant, and continued to ask.

"The third point is the problem of account settlement, it is not the ability to sell things, but the ability to get the money back." Sun Yaoliang said with a solemn expression: "How to settle accounts in cooperation with these cigarette paper shops is a problem, one hand to pay and one hand to deliver, this model is not impossible, but why do people take goods from you?" But if you sell on behalf of the goods, it is also a trouble in case you are in arrears, so you must find a way to get the best of both worlds, and take this problem into account first, otherwise you will end up working in vain. ”

"Also, the settlement of accounts also involves personnel issues, no matter what kind of settlement model is followed, people need to deal with it, no one works, who will deal with it? I? Or are you? Right? ”

Lighting a cigarette, Song Yuanchao nodded slightly, Sun Yaoliang is not an outsider, what he said is also the actual situation, not only proposed the change of the sales model, but also came up with a feasible plan, and at the same time calmly told Song Yuanchao about some of the problems.

The three problems raised by Sun Yaoliang exist objectively, the first is the problem of transportation and distribution, although this problem is more troublesome but easy to solve, it cannot be changed from the current distribution model, from vehicle shipment to small batch distribution.

This model is called "city distribution" in later generations, which is not an uncommon thing, but it is not easy to do a good job, which requires a stable and timely delivery to the terminal of the professional platform, this kind of platform is very simple in later generations, and it can be solved by outsourcing directly to third-party logistics, but it is difficult to do it now.

As for the second problem raised by Sun Yaoliang, it is the personnel problem, so many terminals Sun Yaoliang just can't run a person into two pieces, people's energy is limited, and letting Sun Yaoliang be in charge of sales is to let him control the overall situation, not to use it as a simple salesman, if this is not only a waste of talent, but also no efficiency.

Part of the third point is the same as the second point, it is also a human factor, plus the problem of sales account settlement, Song Yuanchao has some ideas for the latter to try, if it can be done sales account settlement problem is no longer a problem, but the personnel problem is a big trouble, Song Yuanchao can't help but think deeply.

"I'll think about these questions first, and you'll also think about it carefully, and we'll meet and talk about it later?"

"Okay!" Sun Yaoliang didn't say a word, snuffed out the cigarette butt in the ashtray, and stood up: "The key is still people, no one can work, this must be solved no matter what, I ponder the rest, and we will communicate after thinking about it?" ”

After speaking, Sun Yaoliang said hello to Song Yuanchao and left first, he just took over the sales of this piece of hand There are still many things, he must thoroughly sort out some of the context as soon as possible, so as to continue the following work arrangements.

After Sun Yaoliang left, Song Yuanchao sat in the chair and quietly thought about what he said just now, and after a while, he picked up the phone on the table and dialed the extension directly to the workshop, and the phone on the other side rang twice and was connected, Song Yuanchao told him who he was, and then hung up the phone after two sentences.