A company has three core departments, which are production, sales, and finance.

Production aside, compared with the latter two, the current production of the company is still satisfactory to Song Yuanchao, but in terms of sales and finance, it is a little unsatisfactory.

It's not that their work is not good, judging from the actual results, it is still good, but in Song Yuanchao's opinion, there are many shortcomings.

Of course, this can't be blamed on the heads of these two departments, because of the current market status quo and many policy reasons, so that some work is quite difficult, such as the sales company, Sun Yaoliang is not without seeing this, but in the actual work it is difficult to meet the requirements of Song Yuanchao, especially in the face of rapid expansion of sales and market, it is understandable to ignore other aspects.

As for the financial part, not to mention, the financial department of the company has been formed on the original basis from the initial establishment to the present, and the financial department has basically changed from the original state-owned enterprise finance from the financial manager to the following general accountant and cashier.

If you only look at the level and ability of accounting, these people are still competent, but from the perspective of the headquarters finance of a large company, they do not have the concept of "big finance" in their work, but they are just responsible for a share of the accounts, do a good job of accounting, and do not make mistakes.

Such a finance department does not meet the requirements of Song Yuanchao, what Song Yuanchao needs is not a financial department that can only do a good job of accounting and accounting, but also a financial department that can reflect the value of enterprise management from a financial point of view, and assist enterprise management from a financial point of view, conduct data analysis and raise questions in a timely manner.

To tell the truth, Song Yuanchao was a little annoyed when he saw the data in the report, but after listening to Sun Yaoliang's explanation and the other party sincerely admitted his mistake, Song Yuanchao's fire gradually suppressed.

Sun Yaoliang is at fault, but the big problem with this fault is not him, but the imperfection of the dealer classification system and the ignorance of the reality of the current plan and the market.

In addition, the problem of the finance department can not be ignored, although the company is a joint venture, but it is a joint venture is different, to put it bluntly, there are some congenital deficiencies.

Anne Ying is the major shareholder and nominal boss of the company, but when the joint venture was promoted, Anne Ying did not have a complete team in her hands, except for Ruth, the company registered by Anne Ying was actually an empty shell.

After the joint venture, the new team composition is somewhat unsatisfactory, especially the financial part, which still uses the personnel of the previous branch, so that the financial department has no problem in the initial operation, but with the continuous development of the enterprise, the lack of ability and the limitations of traditional thinking are exposed.

Now the finance department is managed by Anne Ying, and from this point of view, Anne Ying is the boss of the finance department and the actual financial director.

But Ying Anne is not from a financial background, she studied management, and she does not have a wealth of financial knowledge, from this point of view, the current situation is inevitable.

Song Yuanchao pondered, the company is the second year this year, last year's main task is the layout and marketing, and in this year's general layout has been completed, with the two months after the Yangcheng branch was officially put into operation, from North China to East China and then to South China, and then the Central Plains including the southwest and northwest regions are roughly covered, then the next focus is to rely on the layout of the comprehensive development of the domestic market.

This is a very important strategy, Song Yuanchao intends to spend two to three years to complete this plan, once the plan is completed, the company will occupy the absolute initiative in the domestic market, the first step to have a complete market system. So in the future, the international beverage (food) giants will enter China, and in terms of the first hand of the company, it may not be without a hard work.

From the beginning of the reform and opening up in the 80s to the early 90s, the market including enterprises in the past ten years have been in a state of savage development, and many famous enterprises and brands in later generations have laid the foundation in this time period.

Time does not wait for others, Song Yuanchao felt a sense of urgency, and the company also developed rapidly in this situation. But in the process of such development, there will inevitably be such and such problems, and Song Yuanchao has to admit this fact.

"Yaoliang, which one do you think is better, the dealer system or the direct supply sales system we used before?" Song Yuanchao took a puff of his cigarette and asked Sun Yaoliang on the side.

Sun Yaoliang was a little surprised, he didn't expect Song Yuanchao to suddenly ask him this question.

Immediately, Sun Yaoliang frowned and thought about it, and then said after a while: "I can't say this either...... ”

"What's not to say about that? You are the general manager of the sales company, and you have the most say in the sales system, how? And I'm still hiding? ”

"Hehe, how is this possible, to others, but to your third brother naturally have something to say." Sun Yaoliang shook his head with a smile, and then said with a straight expression: "In my opinion, these two systems have their own advantages and disadvantages. ”

Song Yuanchao raised his hand and made a gesture for him to continue.

Sun Yaoliang said: "Let's first talk about the direct supply sales model used before, the benefits of this model are obvious, direct supply sales is to jump out of the traditional middleman (dealer) link, directly control the sales terminal. The advantage of this model is also here, jumping away from the traditional middleman (dealer) link, first of all, the gross profit margin of the product has risen to a certain extent, and secondly, it can directly face the market and get feedback from market information in the first time. In addition, because of the direct control of the sales terminal, the coverage of the market is also the most detailed. ”

"But the drawbacks are also real, in the case of a small market, such a model is not difficult to operate, but once the market expands, especially now in the face of the entire national market, it is not so easy to do this. To put it bluntly, one is in the people, the other lies in the difficulty of actual management, the direct supply sales model requires the salesman to go deep into the market line, directly control the terminal, take the original Jinling as an example, the original direct supply sales model in the local area needs more than a dozen salesmen, if it is the provinces and cities of the country, the number of this personnel is quite amazing. ”

"Where do these people come from? And how to manage it? Will there be unavoidable problems in management? What if management gets out of control? In addition, personnel costs, team structure, monthly business assessment, actual operation, etc...... You must know that this is not just a few people, a dozen people, not dozens or hundreds of people, according to the previous direct supply model to operate, the number of personnel that need to be managed is unimaginable. ”

Song Yuanchao nodded silently, this is indeed a problem, and it is also the main reason why after the establishment of the company, the company did not continue to carry out the direct sales model in the national market except for Jinling.

Although the direct supply sales model is good, it requires too many personnel, and the difficulty of management increases exponentially when there are many people, which is not as simple as one plus one.

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"The advantage of the dealer system is that the dealer system is quickly covered by the other party's inherent channels, and the dealer terminal sales channels in various regions are ready-made, which can save us a lot of time to enter the market and put on the shelves, and in terms of cost, although the cost of direct sales is lower and the gross profit margin is higher, but considering the single batch shipment and distribution, the actual cost is not much more."

"In addition, it is the management aspect, according to the geographical division, we only need to manage the dealers, which also greatly reduces the intensity of sales management, and frees the manpower from the tedious specific work."

"Of course, the disadvantages of the dealer model are also real, this problem I have just explained, it is also objective, and from the current point of view, it may be very difficult to completely solve this problem. Third brother, to be honest, I haven't thought about this problem, but from the current point of view, I don't think there is a good solution for the time being, unless it ....... ”

Speaking of this, Sun Yaoliang glanced at Song Yuanchao and thought for a while: "Unless the current structural system of dealers is completely changed, marketization completely replaces the existing planning system, and the role of state-owned enterprises and collective enterprises is reduced ......, but I think this may not be possible in a short period of time." ”

Sun Yaoliang didn't finish his sentence, but Song Yuanchao understood what he meant.

Today's dealers are basically state-owned enterprises or large collective enterprises, such as supply and marketing cooperatives, department stores, food companies, etc., they control more than 90 percent of the market channels, and the products of the company are spread throughout the country, and they cannot be bypassed at all.

Unless the company promotes the direct supply sales model in the country, it uses this means to overtake in corners, so as to directly control the market terminal. However, this is theoretically possible, but in practice it is simply impossible, and if it is done, it will lead to a conflict of interest.

The national market is not a single local market in Jinling, the key to such a sales model in Jinling is that there is Nandu as a backer behind it, Nandu is the head snake of Jinling, although doing these things will make supply and marketing cooperatives, department stores, food companies and even fruit companies These channels have opinions, but as an enterprise with a history in the same city and a certain level, they also have nothing to do with Nandu.

But once this is done in the national market, the conflict of interest comes, and these dealers elsewhere don't react? You know, not to mention now, even after ten or twenty years or even longer, local protectionism still exists, and if you do this, you are stealing people's jobs, and that place will watch you do this?

After pondering for a long time, Song Yuanchao sighed in his heart.

To describe it in Jack Ma's later life, the ideal is very plump, but the reality is very skinny.

There are some problems that Song Yuanchao has obviously seen, but in view of the current many actual situations, there is no way to change them, which may be a kind of helplessness.