"Mr. Wang, which part of the market is bigger for the export and domestic sales of tires now?" Guan Yuntian is like a very humble student.

"Well, not necessarily, sometimes there are more domestic sales, there are more foreign trade orders in some months, and the international and domestic markets are also constantly changing. Faced with the topic raised by the host, Lao Wang also answered very seriously.

"Wang is always a veteran of the rubber tire industry, with your understanding and analysis of this industry, what stage of development do you think this industry is in now?"

But the tire industry is closely related to the automobile industry, and the automobile and its spare parts are held many times a year in the national industry conference, if the time does not conflict, I participate in each meeting, according to the situation learned from the discussion and speech of experts at the industry conference, it is said that the industry still has great potential for development. ”

Guan Yuntian asked for advice on the raw and auxiliary materials needed for tire manufacturing one by one, and Lao Wang patiently answered, and the atmosphere on the table gradually became harmonious.

After waiting for more than ten minutes, the wine and food were ready, Guan Yuntian raised a glass as the host, welcomed the leaders of Hengyuan Company, and then, according to the procedures on the local wine field, the guests and hosts thanked each other, politely greeted each other, and used wine as a medium to deepen understanding.

After three rounds of wine, Guan Yuntian picked up the cup and toasted to Lao Wang alone, "Mr. Wang, thanks to Hengyuan Company's love for Changda products, we are very honored, for this, I express my heartfelt gratitude!"

The two clinked glasses and drank together, and Lao Wang said: "Mr. Guan is polite, raw material suppliers and customers are a pair of interdependent relationships, and without a certain raw material, or even auxiliary materials, our tires cannot be manufactured." ”

This is the case, but many people can't say this, which shows that the king is always a real person. In fact, in the business field, real communication is the best, because no one is stupid if you can mix in society. "Guan Yuntian said.

"I agree with your statement, some people complained in front of me, saying that they supply Hengyuan company's raw materials do not make money, and even lose money to make money, I will tell the other party, you lie can not justify yourself, since you lose money or do not make money, then you still produce this kind of product, isn't it a lack of heart? The product only earns more and earns less, and the problem of how much profit is, who wants to say that it is sold at a loss, I don't believe it at all. ”

Lao Wang took the initiative to bring up this topic, which just gave Guan Yuntian the opportunity to cut in in real time.

Even if he wants to encroach on Donghua's market share in Hengyuan Tire Company, Guan Yuntian believes that it is necessary to pay attention to methods and strategies, and act too quickly or directly, he is afraid that it will cause Lao Wang to misunderstand and the effect will be counterproductive.

Guan Yuntian raised his glass to Lao Wang again, and asked at the same time: "Mr. Wang, forgive me for taking the liberty of taking the liberty of the matter, if this is not your company's trade secret, I would like to inquire, as far as the cord fabric is concerned, how many suppliers do you have now?"

"Don't you know our supplier? Hey, what kind of trade secret is this, I thought you already knew, counting your Changda company, there are a total of three companies that supply cord cloth to us, and the other two, one is Xu Jianzhang's Donghua company, they have the largest share, and there is a small business, which supplies very little. Lao Wang did not hide it in the slightest.

"Mr. Wang, I would like to discuss a problem with you, among the three suppliers of Hengyuan Company, Changda Company has the second supply volume, but our price is the lowest. If we maintain this very competitive low price, is there any possibility that the share of Changda's products in your company will be expanded?"

"This ----," Lao Wang didn't answer immediately, he put down the wine glass again, and after a full three minutes, he frowned and said: " Your price is the lowest, it stands to reason that you should increase the purchase of Changda company's products, but Xu Jianzhang's Donghua company is our old relationship for many years, you also know that Changda company is a new face in the cord fabric industry, your current market share is squeezed out of Lao Xu, before you came in, 95% of Hengyuan company's dosage came from Donghua company, for this reason, Lao Xu still has opinions on me. If you squeeze his share further, I'm afraid I won't be able to say this!"

Guan Yuntian smiled slightly, "It can be seen that the personal relationship between Mr. Wang and Xu Jianzhang is extraordinary, which is enviable, it is enough to have a confidant in life, I don't know if you are considered confidants, but at least it should be a close friend for many years." ”

Lao Wang didn't speak, just nodded approvingly.

Guan Yuntian changed his words, "But Mr. Wang, the so-called businessman, you helped Changda Company squeeze out a certain market share from Lao Xu, we are deeply grateful, but Changda Company supplies Hengyuan Company at a price lower than five percent of the market price, and in the long run, the cost saved for your company should not be a small amount of money, right?"

In Guan Yuntian's view, I supply you with raw materials at a low price to help you reduce production costs, but you are here to talk to me about your old friends and old relationships, although the user is God, but you can't get cheap and sell well!

Lao Wang heard the meaning of these words, and he hurriedly said: "Mr. Guan is right, in business, otherwise it is not a business, but a charity." As for old friends and old relationships, of course, we have to take care of it. ”

Some time ago at the meeting convened by Xu Jianzhang, he asked other companies to have a showdown with their respective users, and let users choose sides of either or the other, from the conversation with Lao Wang just now, I feel that Xu Jianzhang did not mention to Lao Wang at all that he wanted him to choose a side between Changda Company and Donghua Company, Guan Yuntian thought that Lao Xu was an old slippery head, and he was watching the lively results on the side, and used other peers as guns.

Despite this, Guan Yuntian still didn't mention the grievances between Changda Company and Donghua Company, that is, between himself and Xu Jianzhang, after all, Lao Wang and he were friends.

Guan Yuntian focused on the matter, and he continued on the previous topic: "Wang is always a person who values affection and righteousness, which I understand very well, but compared with the supply price of Changda Company, your Hengyuan Rubber Company is equivalent to giving Lao Xu's Donghua Company millions of profits every year, just imagine, if your company needs funds, can Lao Xu's Donghua Company give you millions for free?"

The atmosphere on the wine table became more serious, Guan Yuntian and Lao Wang were silent, Xiao Yan from the sales department of Changda Company picked up the wine glass and toasted the other guests one by one, and the air in the room finally became a little active.

Lao Wang didn't like to listen to what Guan Yuntian said, on the contrary, he thought that what Guan Yuntian said was reasonable, Lao Wang was nearly sixty years old, and he had been in the enterprise and business for nearly 20 years, of course he knew that interests and feelings were two different things, as an enterprise, who didn't want to purchase the lowest price of raw materials? Who didn't want to reduce their production costs?" Mr. Guan, is your purpose to drive the other two suppliers out of Hengyuan Company?" Lao Wang looked up at Guan Yuntian.

Your Hengyuan company provides a platform, let our three suppliers compete on the platform, you are the referee, the judging criterion is to see which supplier is beneficial to your company, and your company is naturally the ultimate beneficiary. There is nothing to be sorry for your old friend Xu Jianzhang in this way, through competition, maybe he wins, and the two of us will have to withdraw from the competition willingly. Guan Yuntian deliberately downplayed his purpose.

"In this way, that small company is negligible, and it is actually your competition with Lao Xu. Do you need me to call Lao Xu over, just like a tender, you have a competition in person?"

"That's not necessary, our competition with Lao Xu is actually very simple, for users, you require nothing more than product quality, price and after-sales service, now it seems that the quality of our two products is good, at least the same, otherwise, the quality of any one is not good, you will not accept. As a user and a referee, you only need to pay attention to the supplier's price and after-sales service, in fact, the price is the most important thing for you. Just such a little thing, Mr. Wang, you can figure it out with a phone call. ”

Seeing Lao Wang's hesitation, Guan Yuntian further increased his chips, "Mr. Wang, Changda Company can reduce the price of the cord fabric supplied to you by two percent on the existing basis, at this price, do you ask Lao Xu if he is willing to supply?"

There is no doubt that this forced Lao Wang into a corner, if he is indifferent to Guan Yuntian's chips, not to mention outsiders, even the three deputy managers of Hengyuan Company who came with him to participate in the wine bureau, and even Lao Wang himself, will say that he is stupid, because after a simple estimate, you will know that the cord cloth that the company needs, if all the goods are purchased from Changda Company at this price, the annual cost savings will reach millions. Between huge interests and friendships, Lao Wang must make the right choice.

"Mr. Wang, the price of Changda Company is also the lowest in the country. Manager Zhao of the purchasing department of Hengyuan Company reminded.

"At this price, the overall cost of producing tires can be reduced by three percent. Manager Liu of the Finance Department said.

"Well----," said the two deputies, how could Lao Wang not know? If he was unmoved in the face of such a big interest, he would be in vain as the business manager of the enterprise, "Mr. Guan, you will definitely be able to supply goods at a price lower than 7 percent of Donghua Company?" According to Lao Xu told me, the profit of the cord fabric industry is only about 10 percent, and you give us 7 percent, is your product still profitable?"

"Of course, the price of the cord fabric we supply to Hengyuan Company is five percent lower than that of Donghua Company, which is not much worse than the seven percent I promised just now. In addition, Lao Xu said that the industry profit is 10 percent, that is the average profit, those enterprises in this industry with backward technology and poor management level, the profit is only 5 percent, and those enterprises with advanced technology and high management level have profits of more than 15 percent. Changda company adopts the most advanced production technology in China, draws on foreign modern management experience, even if Hengyuan company gives 7% of the profit, our profit can reach the industry average. Please rest assured, Mr. Wang, I will never do that kind of thing that loses money and makes money. Guan Yuntian patiently explained.