Ye Jiayi temporarily retained the management personnel at all levels of the pharmaceutical factory, and after the resumption of production, she needs to continue to observe and adjust the management personnel who do not meet the requirements.

Now that the recruitment of employees has been put in place, the equipment of the pharmaceutical factory has not been touched, and as long as the production license and related procedures are in place, production can be started. Once the pharmaceutical factory starts operating, it needs a large amount of working capital, so Ye Jiayi made a report on the start of construction and submitted it to Guan Yuntian.

After looking at the plan to start and resume production, Guan Yuntian believes that two or three hundred million yuan of working capital is not a problem, because Changda Real Estate Company has withdrawn more than two billion yuan of funds some time ago, and the entire Changda Group has sufficient cash flow, and there is no difficulty in squeezing out two or three billion yuan as the working capital of pharmaceutical factories.

However, before the pharmaceutical factory restarts production, it is necessary to have a clear idea of the drug sales channels, and expect the existing sales personnel of the pharmaceutical factory to open up the market.

After approving Ye Jiayi's plan to start construction, Guan Yuntian immediately came to Xinrui Pharmaceutical Company and directly found Lao Li's office, he and Lao Li were old friends, after the two met, Lao Li was a little surprised, "Mr. Guan, why are you here?"

"What, I'm not welcome?"

"Not only welcome, but very welcome! Your presence makes my office shine. It's just that I heard that you have been engaged in real estate in the provincial capital, and you rarely even go back to the headquarters of Changda Group, why are you so leisurely today?"

"Mr. Li, the relationship between us for so many years, there is no need for these polite words. Changda Group and Xinrui Pharmaceutical Company are cooperative units, and it is not natural for me to come here to have a look? The real estate development in the provincial capital does not need me to stare at it every day, and it is also part of my work to take time to visit old friends. ”

Lao Li let Guan Yuntian sit down on the sofa, knowing that Guan Yuntian didn't drink tea, he poured a cup of boiled water and put it on the coffee table, "That's that, your energy is extraordinary, and you think about things very comprehensively, I'm ashamed of myself!"

"Don't be so modest, hasn't Xinrui Pharmaceutical developed very well in your hands over the years? The scale has expanded several times, what do you want to do?" Guan Yuntian said.

"Ouch, without your strong support in the past, Xinrui Pharmaceutical may have been finished long ago! Speaking of which, Xinrui Pharmaceutical can have today, and I have to thank you. ”

"The development of the enterprise is still your leadership, we just provided a little convenient conditions at that time, a trivial matter, why worry about it!"

"You are always so lightweight, I think that if there was no asset restructuring of Changda Group, Xinrui Pharmaceutical may never turn over, if it were not for Changda Group and us to do raw material support, Xinrui Pharmaceutical would not have been able to develop to the current scale, which one do you say is a trivial matter?" Lao Li was born in technical work, and he really wouldn't flatter that.

"That's all in the past, doesn't it seem strange to mention it again? But I came to you today, and I really want to ask you for help. "Guan Yuntian said.

"Oh, what can I do for you?" Lao Li took a sip from his teacup.

"Xinrui Pharmaceutical's drugs, how many provinces have entered the pharmaceutical market now?"

"In addition to Taiwan, Hong Kong and Macao, our drugs can be found in the pharmaceutical market in all provinces of the mainland. ”

"Which are the places with the most sales?"

"The size of the market for this special commodity is proportional to the size of the population and the degree of economic development, of course, the more developed the economy and the more populous the place, the larger the market. Uh, why do you care about our market situation?"

"Have you heard of a business bankruptcy case in Fuyuan County recently?"

"I've heard about it, but I don't know the specifics. ”

"The company that went bankrupt is called Tianyuan Company,

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Their main business is the manufacture of rubber wheel sleeves and the production of medicines, and two years ago, the Changda Financing Guarantee Company, a subsidiary of the Changda Group, provided a loan guarantee of 700 million yuan for the company. ”

"How much loss has their bankruptcy caused to Changda Group?" Lao Li also had a curiosity.

"The specific losses are not counted, but through a series of operations with creditors, the final result is that Changda Group undertakes the bank loan for the debtor, and the court awards compensation to the bank for Tianyuan Pharmaceutical Factory, because Changda Group bears the debt, and this asset has been transferred by the bank to the name of Changda Group. Guan Yuntian explained.

"Oh----, that is, Changda Group owns a pharmaceutical factory. ”

"Yes, our next step will be to officially enter the pharmaceutical industry. ”

"Well, it is an honor for Xinrui Pharmaceutical to become a peer with Changda Group. What's the name of the medicine that the factory makes?"

"It's like an antibiotic, it's a Western medicine. Guan Yuntian reported the name of the drug.

"It turned out to be antibiotics, and the market is not small! Just now you said that I would help, but we talked for a long time, and you haven't said anything yet." ”

"Changda Group is involved in pharmaceutical products, but what it lacks is a market and channels. ”

"Didn't the other party have a market and channels before? You just need to use him. ”

On the one hand, the enterprise is poorly managed, and on the other hand, the lack of markets and channels has caused a large backlog of drugs, which eventually leads to the rupture of the company's capital chain. ”

"Don't they have salespeople?" said Lao Li.

"Of course there is, maybe the top management of the enterprise does not pay enough attention, in short, the market has not opened, and a lot of money has been precipitated. ”

"It stands to reason that the market for this antibiotic is so big, not so much!"

"Yes, before Changda Group was ready to take over the pharmaceutical factory, we had researched that this drug now has a market size of more than 2 billion, and the patent protection period is only four or five years, and within ten years, there should be a good market prospect. "Guan Yuntian said.

"What do you mean, you want to use our ready-made channel to open up the market?" Lao Li is a smart person, although Guan Yuntian did not say it explicitly, he also guessed the other party's purpose.

"Do you think that's possible? Let's take this step. ”

Lao Li thought about it for a minute or two, "Changda Group has helped Xinrui Pharmaceutical so much, from my personal point of view, this matter is no problem at all." ”

Seeing that Lao Li's answer was not straightforward, Guan Yuntian felt that the other party seemed to have something unspeakable, "Mr. Li, are there any other factors in this matter besides yourself?"

"Of course there is, after all, the specific sales work is done by a group of business managers, even if I agree, if they are reluctant, the actual effect will probably be greatly reduced, do you say this is the truth?"

"Your concerns are very reasonable, if the people who do this work are not happy, the effect will not be better. But Mr. Li, what do you think is the reason for the resistance of business managers to what the company's leaders have agreed to?"

"When the workload increases, they will naturally suffer more hardship, and of course they will not be happy in their hearts, after all, more is better than less. ”

Guan Yuntian nodded, "That's right, the business volume has increased, who wants to work more?"

"So Mr. Guan, I personally fully agree with your request, but you should also understand the resistance that exists. ”

"More work and more reward is one of the effective methods of enterprise management, with the increase of business volume, if the income is also increased accordingly, Mr. Li, do you think those business managers will refuse this business?"

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"This ...... I didn't think about it, but no one will have trouble with money, and if they put in their labor and energy, as long as they can get a reward, I think their resistance will be at least much smaller. ”

"Well, as long as the problem can be solved with money, it is not a problem. "Guan Yuntian said.

"Mr. Guan, do you want to ......?"

"I don't know how your Xinrui Pharmaceutical mobilizes the enthusiasm of sales personnel, in Changda Group, the income of sales personnel is basic salary plus performance commission. ”

"This ......" Lao Li wanted to speak and stopped, as if he was preoccupied.

"Mr. Li, are you worried that those salesmen will spend their main energy on selling drugs for Changda Pharmaceutical Factory in order to earn more commissions, and delay the sales business of Xinrui Pharmaceutical?" Guan Yuntian simply made his words clear.

"Do you think there is no such possibility?" Lao Li did not answer, but asked rhetorically.

"This possibility is completely there, but this situation is definitely not what I want to see, is there any way to avoid it?" Guan Yuntian also fell silent.

Lao Li didn't speak, in fact, he couldn't think of any way.

After a few minutes, Guan Yuntian suddenly said: "Mr. Li, in fact, this problem is not as terrible as you imagined, because the market of Xinrui Pharmaceutical has been basically fixed, and there are not many opportunities to open up new markets, the work of your salesmen is mainly to maintain the current market share, even if they spend their main energy on developing the market for Changda Pharmaceutical Factory, it will not have an impact on maintaining the market share of Xinrui Pharmaceutical, what do you think?"

"There is some truth in your analysis, the sales volume of Xinrui Pharmaceutical has been the same as last year for two consecutive years, indicating that the market has stabilized, despite this, I still think there should be a set of ways to restrain salesmen, you know, maintaining the existing market share also requires them to continue to forge ahead. Lao Li said.

"Yes, if a salesman ignores the existing market and uses his energy elsewhere, it won't be long before his customers forget about him, which is worth paying attention to. Or...... , correlate the business volume of Changda Pharmaceutical Factory and Xinrui Pharmaceutical, so as to restrain the salesmen. "Guan Yuntian said.

"You're a math student, you're good at making connections, and you're talking about your specific ideas. ”

"It's not a very mature idea, but it's basically that for a salesman, if his business in Xinrui Pharmaceutical Company can maintain growth or flat, it will not affect his business commission in Changda Pharmaceutical Factory. If his business volume in Xinrui Pharmaceutical Company declines, it means that he is not dedicated to his own work, then his business commission in Changda Pharmaceutical Factory will not only not be able to get the full amount, but will also be reduced accordingly. ”

Lao Li pondered for a while, "Hmph, your method is really good, it is worthy of being a mathematics major, which can not only put an end to ignoring their own work in order to make extra money, but also motivate them to open up the market for the products of Changda Pharmaceutical Factory." ”

"The general direction is like this, and the specific details are for the financial staff to consider. ”

"Mr. Guan, with all due respect, your plan is indeed ingenious, but this requires serious implementation by both parties, if a salesman's performance in Xinrui Pharmaceutical declines, it means that he has not been able to maintain the market share of Xinrui Pharmaceutical in his area, according to the requirements, his business commission in Changda Pharmaceutical Factory will also be affected, if you don't implement it like this, won't this plan become a dead letter?" Lao Li said worriedly.

"I can understand Mr. Li's worries, but you and I have known each other for so many years, with your understanding of me, do you think Changda Group can do such a thing?

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