Lao Liao's idea is really good, if it is realized, it can maximize the interests of the unit, how can Song Qiang be a person who adheres to principles, Guan Yuntian trusts him, he can't live up to the chairman's expectations of him, no matter how much temptation he faces, Song Qiang will keep a clear head.

After being rejected by Song Qiang, Lao Liao himself felt that he was not sure about making such a request, but after all, he was born as an old salesman, even if it seemed hopeless, he had to make a last stand.

In the evening, Lao Liao invited Song Qiang to dinner, and Song Qiang readily agreed, but there was one condition, that is, he had to treat him.

"Why is that?" Lao Liao didn't know.

"It's a pleasure to have friends from afar! You have come all the way here to recommend equipment for us, and a friend introduced you, so you should be invited to a meal anyway, otherwise, our hospitable country will be in vain." At this juncture, it is impossible for Lao Song to accept the other party's invitation to eat.

"Mr. Song, isn't it just a meal? Why do you have to be so clear? What does it make if you invite me to invite you?"

"You're a guest here, so I should invite you. Well, as you said, you don't have to worry about such a small matter. ”

didn't even have the opportunity to invite a meal, Lao Liao saw it clearly, it was completely impossible to get a contract from Lao Song. So, the meal was not happy either.

However, Lao Liao, as the sales director of their company, made a special trip for this matter, he was not willing to return empty-handed, early the next morning, Lao Liao retired from the hotel room, went straight to Changda Group, took the train through a day and a night of running, and finally came to Changda Building.

After explaining his intentions, the doorman allowed him to enter, on the third floor of Changda Building, Lao Liao found the chairman's office, he knocked on the door a few times, and after getting the answer, he pushed the door in, "May I ask if you are Mr. Guan?" Lao Liao asked first.

"Yes, may I ask you ......?"

"I am a friend of Mr. He of the Building Materials Design Institute," Lao Liao handed over his business card with both hands.

Guan Yuntian took it and said while looking at it: "Mr. He's friend, oh, you are Mr. Liao, your unit produces building materials and equipment, please sit down." Guan Yuntian let the guests to the sofa next to the coffee table.

Lao Liao just sat down, stood up and walked over, took out the bank card that was not sent out from his purse, and put it in front of Guan Yuntian, "Mr. Guan, a little meaning, please accept it." ”

Guan Yuntian sat on the office chair and looked at Lao Liao motionlessly, and said with a serious expression: "What is this for?

"Mr. Guan, we are all friends of Mr. He of the Design Institute, meet for the first time, a little meeting gift, please accept it!" Lao Liao will be close, he and the vice president in charge of business of the building materials design institute Lao He may be friends, but Guan Yuntian is because of the technical transformation project of the building materials branch, and Henderson Building Materials Design Institute to negotiate design matters, only to know Lao He, until now it has not been more than a month, and since then have not met, where is the friend!

"Don't talk about this yet, you can take this thing back. Guan Yuntian's attitude towards this kind of thing is the same as Song Qiang.

This non-negotiable tone made Lao Liao stand in place dumbfounded, not knowing how to advance or retreat, "Mr. Guan, this is ...... Why are you so serious?"

Guan Yuntian's face was expressionless, and his voice increased, "I said, take this thing back!"

Lao Liao felt a trace of shock, so he had to reach out and get back the card on the table tremblingly, Guan Yuntian looked at him, "Alas, that's right, please sit down." ”

Back on the sofa, Lao Liao was still a little apprehensive, but he would not forget his purpose after all, so he cleared his throat and said, "Mr. Guan, Mr. He from the design institute asked me to come to you." ”

"Yes, you said it just now when you entered the door, what did he ask you to do with me?" Of course, Guan Yuntian knew the other party's intentions, but he would not take the initiative to say it.

"Mr. Guan, our equipment is very famous in the building materials industry, and the strength of the enterprise is also very strong. ”

"I heard what you mean clearly, don't you just want us to purchase your unit's equipment?" Guan Yuntian said.

Lao Liao nodded, "Guan is always a happy person." ”

"Don't worry, I haven't finished speaking, any equipment manufacturer wants to supply equipment to Changda Holding Building Materials Branch, we are welcome, but there is a premise, which equipment to purchase, must be determined by bidding. ”

"Mr. Guan, the quality of our equipment is well-known in the industry, and it is an old enterprise that produces building materials and equipment, even if it is through bidding, it is impossible to buy products with better quality than us. I mean, if we reduce the price by 5 percent from the current market price, can you just contract us for the supply?"

"Cut the price by 5 percent, and give you the supply contract directly without going through the bidding, why? You give me a reason to do this. Guan Yuntian said disappreciatively. Love you eBook

"In this way, both sides are trouble-free, the purpose of bidding, is not to press on the price, I will directly lower the price to you, there is no need for bidding, to save manpower, material resources and time for both sides of the bidding, why not?"

"There are factors in this regard, but not all, the history of your enterprise is relatively long, the purpose of bidding for bulk procurement business, is not only to reduce the price, but also to include quality comparison, after-sales service, quality assurance, payment methods and personnel training and other aspects. "Guan Yuntian said.

"Yes, but in addition to the price drop of 5 percent, we can also make a commitment if you ask for anything else. ”

"The specific requirements are not set by me, and whether the indicators we require are suitable or not cannot be completely determined by us, and the best way is to find the best combination point through bidding, which is fair to everyone. As for the small added cost of the bidding process, I think it's worth the price to come to an agreement that is as fair and equitable as possible for both parties. ”

Guan Yuntian thought of almost everything, so that Lao Liao could no longer find a reason to convince him, and after a moment of silence, Lao Liao tried to make one last effort, "Mr. Guan, do you think the plan I proposed is not feasible?"

"It should be said that your procurement plan also has some truth, but it is not suitable for us, since your products have excellent quality, and the strength of the enterprise is very strong, I suggest that you participate in the bidding, maybe the final winner is your unit, maybe the transaction price of the contract is higher than your plan of five percent. Guan Yuntian's words obviously had an element of deception.

"Mr. Guan, can we still discuss, if you think that a direct drop of five percent is not enough, then press down by two percent, or ......"

Without waiting for Lao Liao to finish speaking, Guan Yuntian waved his hand to him, "Stop, I said it clearly enough, it's not a matter of price, large-scale equipment bidding and procurement is our principle, don't bother talking, instead of wasting time here, it's better to go back and prepare bidding materials as soon as possible." ”

The master said this, and if Lao Liao wanted to say anything, it would be boring to be self-deprecating, so he slowly stood up, "Mr. Guan, what is it...... Then I'll take my leave. ”

Guan Yuntian didn't stay, "It's okay, our bidding is estimated to start in about half a month, you should hurry up and prepare, I hope we can become a good partner." ”

Walking out of Changda Building, because he found nothing, Lao Liao had an inexplicable sense of loss, but he couldn't complain about others, it was he who underestimated the personalities of Song Qiang and Guan Yuntian, thinking that giving some money would be as he wished.

Lao Liao's abacus is very fine, what he said is troublesome bidding, that's just a pretext, his real purpose, or want to avoid the price war in the process of bidding competition, has done many years of sales, participated in countless bids, Lao Liao knows that even if the final winner gets the supply contract, through fierce competition, the transaction price is 10% lower than expected, it is quite lucky!

In front of Guan Yuntian and Song Qiang, Lao Liao reduced the price by five percent, and finally was even willing to reduce it by another two percent, which seems to be very generous, but if you don't get the contract directly through bidding, even if the transaction is made at such a price, for hundreds of millions of yuan in equipment sales, Lao Liao will earn extra profits for his own unit, not to mention millions!

However, the two people he met were particularly principled, not to mention that Guan Yuntian had never coveted a small gain for more than 20 years, and executives like Song Qiang, who was personally promoted by Guan Yuntian, would not trade principles for a little profit.

......

Half a month later, Lao Liao led the bidding team of "Xinghua Building Materials Equipment Company" to attend on time, more than 10 companies participating in the bidding, after several rounds of competition, and finally left three companies for Party A to choose.

Behind closed doors, the judging panel evaluates the final three companies to determine the final winning bidder.

Through analysis and comparison, Guan Yuntian believes that Xinghua Building Materials Equipment Company has the strongest comprehensive strength, excellent product quality, reasonable price, and thoughtful after-sales service.

"Mr. Guan, why isn't Shengguang Building Materials Equipment Company? Their strength is also very strong, the key is that Shengguang Company's quotation is slightly lower. "The whole technical transformation project, this is the only opportunity for Lao Zhu and others to have a voice.

"Although the three units have their own strengths, it should be said that through fierce competition, including the Holy Light Company, the last remaining companies are all excellent, and it is difficult to choose between them. Although the three companies are indistinguishable, there are still subtle differences, and price is of course a factor to consider, but it is only one of the factors, and only by weighing all the factors together can you make the right choice. The price of Shengguang is indeed slightly lower among the three companies, but there is no advantage in other aspects, which is the main reason why they are not chosen. Guan Yuntian explained.

"What are the advantages of the Xinghua Building Materials Equipment Company you chose?"

"Their commitment to after-sales service and personnel training is what I value the most. "Guan Yuntian said.

"Mr. Guan, in your opinion, is after-sales service more important than the price advantage that can be seen and touched?"

"That's not necessarily, everything lies in comparison, if the price advantage is great, of course, the price factor should be considered, but the price advantage of Shengguang Company is less than one percent, and Xinghua Company's perfect after-sales service measures are not so important. ”

"Although the price of Shengguang Company is less than one percent, the total amount will be saved by nearly one million, which is not comparable to the after-sales service terms?" Lao Zhu was still a little skeptical.

"You may already know, after the technical transformation, all production lines will be more automated, of course, a variety of automation instruments and equipment, in order to make production can run smoothly, need a technical team for the maintenance of these equipment, but, the original Kaiyuan company you also know, there is no talent in this area, the procurement of equipment, personnel training as a main condition to put forward, can be said to be more important than saving millions of procurement funds. Guan Yuntian patiently explained.

"Personnel training is important, but is there any other way to do it?"

"Of course, there are other training methods, but they need to pay an additional training fee, the key is whether a few of you can find such a training institution?"