This meal is not destined to be easy, after the guest and host are seated, perhaps in a hurry to reach an agreement, Lao Hou mentioned the topic of the morning again, Lao Chen interrupted him, "It's so late, order food first, arrange drinks." Watermark Advertising Test Watermark Advertising Testing"

"Yes, yes, Mr. Guan, Director Wei, please order. Lao Hou handed over the menu.

Guan Yuntian pushed it to Lao Wei, "Director Wei, you can order it." ”

"Hey, Manager Hou can arrange it casually. Lao Wei pushed the menu back.

Seeing this situation, Lao Chen said: "Manager Hou, the guests don't want to order, you just look at the arrangement, but the dishes and drinks are better." ”

Because it was past the peak of lunch, Lao Hou finished ordering, and the wine and food were served in a short time, the waiter poured the guests full of wine, and Deputy Director Chen took the lead in raising a glass: "Director Wei, Mr. Guan, for our first meeting, cheers!"

The guests and hosts sandwiched some dishes, and Lao Chen raised his glass again, "On behalf of Manager Hou, I welcome the two leaders to Guangming Furniture Company to guide the work, and I wish you both to reach a win-win agreement!"

Drinking is just an introduction, and in the end, it is necessary to continue the topic of the morning. After the first glass of wine was drunk, the waiter poured the second glass for the three gentlemen, Lao Hou raised the glass, and first toasted to Lao Wei in the guest of honor position according to the custom, and then arrived at Guan Yuntian, "Mr. Guan, welcome to your arrival! Guangming Furniture Company hopes that you will take care of you! I respect you." ”

"Respect each other, let's take care of each other. Seeing that there was something in the other party's words, Guan Yuntian's answer was also meaningful.

After putting down the cup, Lao Hou continued to talk about the topic of the morning, "Mr. Guan, I said a ninety-fifty discount in the morning, you are too expensive, for the sake of everyone being a friend of Director Chen, our price will be reduced a little more, and the standard equipment will be discounted by nine, and the non-standard equipment will be counted separately, this is always okay, right?"

"Nine folds...... Guan Yuntian thought for a moment, "Manager Hou, your price is still too high." ”

"Nine percent off is too high? Mr. Guan, then you can pay a price. Lao Hou said a little angrily.

"Eight-fold, no more. Guan Yuntian said very seriously.

"Eight-fold, Mr. Guan, you're not joking, are you?"

"Chen Ju brought us together for the purpose of discussing business, what kind of joke am I kidding with you!" Guan Yuntian said indifferently.

"Then your counteroffer is too low! ”

"Manager Hou, everyone has been in the workplace for so many years, this little thing in the shopping mall may be a secret to outsiders, but it is obvious to you and me. First of all, the quotation you showed me is the retail price, secondly, the price of your wholesale is estimated to be 10% off, and thirdly, our purchase volume is 10 million or 20 million, and you obviously can't treat us as a general wholesaler. Do you think these three points make sense?"

"This ----," The other party's analysis made Lao Hou understand what it means to be shrewd, he was speechless for a while, and then said: "But you also have to consider our profits! As a producer, you can't be busy in vain, right?"

"My old profession is to do manufacturing, and no one can do anything to make money at a loss, so the profits of producers must be

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However, our purchase volume is much larger than that of ordinary wholesalers, for such a large customer, Manager Hou should consider small profits but quick turnover, and it is obviously inappropriate for you to treat us as a general wholesaler. ”

Guan Yuntian believes that under the vigorous mediation of Deputy Director Chen of the Finance Bureau, he can purchase the products of Bright Furniture Company without bidding, even if he gives a lot of face, if Lao Hou still wants to take advantage of the price, he will never give in!

Deputy Director Chen originally wanted to speak for his old classmate on the price, but from Guan Yuntian's words, he heard the meaning that was non-negotiable, so Lao Chen dispelled such an idea, so as not to be rejected by Guan Yuntian, but it was embarrassing.

However, in a sense, what Guan Yuntian said is indeed very reasonable, after all, people are large customers with a purchase amount of up to 10 million or 20 million, and if they do not pass the bidding, if they do not get preferential prices, they will not be reconciled to anyone.

In the face of Guan Yuntian's request for "small profits but quick turnover", Lao Hou did not respond immediately, but glanced at Deputy Director Chen, Lao Chen knew what this old classmate meant, and wanted him to use the power in his hands to put pressure on Guan Yuntian, but with Lao Chen's judgment, he would not do that, because he was facing the chairman of the Changda Group, which is famous in the province, although he did not have a deep relationship with Guan Yuntian, he still knew a little about his personality, and if he really forced the other party to be anxious, the consequences were unpredictable.

In addition, Changda Group's pension business has been supported by the municipal government, and Lao Chen knows that even with the power in his hands, his influence on Guan Yuntian is only that, and the other party can agree to purchase the products of Guangming Company, which has given him enough face. If you are forced to work hard, once Guan Yuntian reports the situation to the city government, it is a question whether he can wear this black veil steadily, and Deputy Director Chen can see this more clearly than anyone else.

Therefore, Lao Chen avoided Lao Hou's gaze, and the meaning he conveyed to the other party was very clear, I helped you bring the customer, and you can talk about the price yourself, I can't say anything.

Although Manager Hou is a failed student in the college entrance examination, he is also a smart person, Lao Chen's demeanor made him see that this old classmate does not want to get involved in this matter more deeply, it seems that he can only rely on himself to talk about the price, "Mr. Guan, of course I know the meaning of small profits and quick turnover, but the price is discounted, it is still too low, to be honest with you, we don't have such a high profit, or eighty-five discount, we are all friends of Director Chen, I really want to make this business, but you have to leave me some profits." ”

The other party pretended to be pitiful, but Guan Yuntian was amused, "Manager Hou, if the price is discounted by 20%, you will have no profit? Don't think I don't understand cost accounting! As I said earlier, I started in the manufacturing industry, and I am very familiar with the cost of the factory, and the cost composition of your furniture industry is simpler. In the face of a purchase volume of one or two million, such a profit margin is already very good. ”

Hearing this, Deputy Director Chen next to him realized that he didn't come forward to help Lao Hou negotiate the price, which was simply too right! He thought that even if he came forward, Guan Yuntian would come up with this set of reasons, so that he could not refute it, and in the end, not only could nothing be solved, but also made other people associate with it, which was really not worth it!

See your own hole cards

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was revealed, Lao Hou felt that this Mr. Guan was too shrewd, he thought that if he continued to grind with such an opponent, he would not get any additional benefits, it seemed that this business could only make small profits and quick turnover, "Mr. Guan, the profit you estimated for us is too optimistic, if the transaction is made at a price of 80% off, we will almost make a small profit." But who made us both friends with Chen Ju? Okay, I agree to a 20% discount on the price. ”

Guan Yuntian didn't show surprise, and after more than ten seconds, he picked up the cup, "Okay, since it's all on Chen Ju's face, then let's respect Chen Ju together!"

After putting down the cup, Lao Hou said: "Mr. Guan, the price has been set like this, what about the payment method?

"Of course, the payment method can be finalized, what does Manager Hou think?" Guan Yuntian said.

"In fact, there is no special idea, non-standard products pay 40% deposit in advance, and standard products are paid on delivery. Old Hou said.

Guan Yuntian thought for a while, "Forty percent advance payment is normal, but even if it is a standard product, twenty percent of the quality margin should be left, and the rest can be paid on delivery." ”

Lao Hou obviously disagreed with this request, he teased: "Mr. Guan, I have been making furniture for so many years, and it is the first time I have heard of the quality guarantee, you have opened my eyes!"

Guan Yuntian disagreed, "There is nothing strange about this, although Manager Hou has been making furniture for many years, I believe this is the first time you have encountered such a big customer." For those retailers or wholesalers who buy a few or even dozens or hundreds of sets at a time, you can completely ignore their requirements, but for customers who buy tens of thousands of sets at a time, you should consider the other party's demands for quality assurance in any case. ”

Lao Chen saw it clearly, and then said that there seemed to be a possibility of a stalemate, he hurriedly interjected, so as not to be embarrassed, "If you want me to say, it makes sense for Mr. Guan to ask for a part of the quality margin, after all, with such a large purchase volume, who knows if the quality of your products can be fully guaranteed?" If there is no quality problem, after the shelf life, the user will settle the payment for the goods, so Manager Hou does not have to worry too much, the warranty money left will always be your money, just give it to you later. ”

Seeing that Lao Hou had no objections, Lao Chen continued: "But after all, furniture is different from industrial equipment, and its own value is not so high.

Although Lao Chen wanted to do his best to facilitate this procurement, through observation, Guan Yuntian felt that Deputy Director Chen was still a little self-aware, and he didn't say what he shouldn't say, and he didn't say anything, for example, in the price negotiation, he didn't say a word. What I said to both parties just now was completely out of good intentions, after all, things have already been talked about to this extent, if the business collapse just because of the amount of the warranty money, it is a result that no one wants to see.

In essence, the warranty is a constraint from the user to the supplier, or a commitment from the supplier to the user, as long as the two parties strictly perform the contract, the money will belong to the supplier sooner or later.

Of course, Guan Yuntian knew what Lao Chen meant, and he might still have to ask this Deputy Director Chen in the future, so it was not good to rashly refuse Lao Chen's proposal to reduce the warranty money.

(End of chapter)