Chapter 47 Chapter 46: Not only relying on capital, but also strategy

We had a little dispute about whether to go back to Zhou Yuan's house or not. Zhou Yuan wanted me to go home, but I said: "Sooner or later, we will have to establish our own family. Why don't we just live here and exercise our ability to live independently. If we buy a house in the future, we won't be used to it when we move out." Zhou Yuan didn't insist, and asked, "Should I let my son live with his grandparents? So that the two elders can help pick him up and send him to kindergarten." I said, "Let's bring it ourselves. This is the work we have to do as parents. Although it is a bit hard, this can reflect the responsibilities and obligations of a family."

Zhou Yuan went back to her natal home to pack some clothes, and then officially moved into our temporary home. These days, Zhou Yuan and I went to work separately during the day, and Zhou Yuan came back to wash and cook at night, while I sat on a small bench and helped my son with his homework.The taste of home spreads in this plain and trivial. After making peace with Zhou Yuan, my heart became more at ease, and I devoted myself to the bridge factory. Half a month has passed, and except for a few small bad debts, all other receivables have been recovered. With money in the account, I became more courageous.I arranged for the financial grandson to buy three motorcycles, and emphasized that you must buy good quality and don't care too much about the price.

Xiao Sun hesitated, and said: "Although there is some money in the account now, we still owe him more than 100,000 yuan. We have squandered the money a few times, and others will collect the money. What should we give to them?" The fact that Xiao Sun can say that is enough to show that she is a responsible girl. I said, "Don't worry, just go buy it. I won't be able to tell for a while. Let's see the result." Xiao Sun reluctantly went. In the afternoon, I bought three brand new motorcycles and placed them in the yard in front of the factory. They were really eye-catching.

I called the business staff to the meeting, and let Xiao Sun also attend the meeting. I asked three business people, and said, "How many businesses do you have that are about to be delivered?" Salesman Xiao Huang said: "I have a contract worth more than 50,000 yuan." Both Xiao Zhou and Dayang shook their heads, saying that they have customer information in hand, but they don't have any ready-made ones. I said: "I have a policy that requires you to attract customers as quickly as possible. This policy is: from now on, within one month, we will sell bridges externally at a price 20% lower than the market price, but cash is required. At the same time, a sales award was set up, and each person completed sales of 150,000 yuan per month. In addition to the commission, whoever sells the most will be rewarded with 2,000 yuan; the runner-up will be rewarded with 1,000 yuan; the third place will be fined 500 yuan."

Xiao Zhou said: "Then you are not at a loss? Now that the price of steel is soaring, you still cut the price by 20%. How long can you last?" Xiao Huang said: "Boss, how much money did you bring here? Do you know? Many bridge factories are still preparing to raise prices. If you do this, it will kill you a few times. We are afraid that we will be dispersed." I smiled and said, "Don't be afraid, I have my own tricks." Dayang said: "No matter what clever plan you have, you are coming too fast, right? Leaving aside the price, 150,000 yuan in sales this month is too much, right?"

I said, "So, I pre-purchased three motorcycles just to get you guys to hit your sales target." After a pause, I said: "My idea is this: first, we divide city C and its suburbs into three parts, and Xiao Huang, Xiao Zhou and Dayang are responsible for each part. Second, you ride motorcycles, Go straight to the real estate whose main frame has been repaired. If it is not repaired, or the foundation is still being worked on, you don’t need to understand it. You can put it in the next step. Third, there must be many Party A who have signed purchase contracts with other bridge factories, it’s okay , for the person who pays, the price is king, so you just need to let him see our price. Remember, you must find the key person. Who is the key person? It is the person who signed the payment. Definitely We need to show our price to the person who signed the payment. He will carefully calculate how much money 20% can save him. If you really can’t meet the key person, try to get his mobile phone number, and then send our The price will be sent to him in the form of SMS. Fourth, Party A will definitely doubt the quality of our bridges, so please bring all kinds of test reports that can fully prove the quality of our products with you, and welcome them to visit our factory at any time. Fifth, don't think about establishing a relationship with anyone. You must understand that for developers or construction companies, price is the best relationship. Sixth, when buying bridges, you must buy installation brackets. From now on, the installation bracket The price has gone up by 40%. If a customer says that the price of our installation bracket is too high, you can say this: the bridge frame was in stock before, but the bracket is newly made. Now that the steel has risen, the bracket will naturally be more expensive.”

I went on to say: "You used to do business, and you often encountered this kind of situation. When you arrive at a real estate, you first ask if the bridge has been booked. If you are sure that the other party has booked, you will give up this one and spare your energy to find another one customers. In the past, we were looking for customers who had not purchased bridges, but now we are looking for customers who are purchasing, and grab customers from other bridge factories." Hearing what I said, the three salesmen were all in high spirits, gearing up and eager to try. Finally, I said: "Starting tomorrow, you don't have to report to the factory every morning, but go directly to customers. But you have to come back every night to make an analysis and summary. No matter how late, I will be waiting for you."

The salesmen broke up the meeting happily.I said to Xiao Sun: "You can do the calculation right away. If the bridge frame drops by 20% and the bracket increases by 40%, how much will our overall profit drop?" Xiao Sun said: "How do you calculate this? The difference between the brackets is not big, but the specifications of the bridges are different, and the price difference is huge." I said, "Just calculate it according to the size with the largest sales volume. There is no other meaning. It's just to make yourself feel a little bit better." Xiao Sun picked up the calculator and counted for a while, and said, "The profit has dropped by about 10%."

I said, "Does that mean we're still profitable?" Xiao Sun nodded. I said, "Okay, that's within my expectations." Due to our price cut against the market, we stopped many customers at once.At the same time, the reputation of our factory has also increased. Customers who don't know our factory all comment that we are strong. I am happy that customers have such misunderstandings. One month has passed, and we achieved sales of more than 600,000 yuan that month, and almost all of them were cash sales.I asked Xiao Sun to do some calculations. Although the sales volume increased, the profit was terrible.Excluding all the factory's expenses, the factory's net profit is only more than 10,000 yuan, which is not enough for the money handed over to Zhao Jun, which means that I have lost money this month.

But I am not worried, because I keep hundreds of thousands of liquid funds in my account at any time.With this money, I have the capital to show my strength. Sales increased, but the supply of steel could not keep up.This is what I expected. I started negotiating with steel suppliers. Steel suppliers are very strong, and with the continuous price increase of steel, suppliers are even more NB.So when I choose suppliers, I mainly focus on small and medium suppliers.But it can't be too small, too small suppliers have no price advantage and no advance payment strength. After careful screening, I selected a supplier.We don't have much dealings with this supplier, but we know each other somewhat.

The owner of this supplier is surnamed Qian. I communicated with him twice. When the two parties did not confirm the cooperation, I transferred 100,000 yuan to his account. After receiving the money, Lao Qian was very surprised. He called me and asked me what was going on, why I sent him 100,000 yuan for no reason. I said, "This money is not free, I have conditions." So, I met Lao Qian. I said: "I have two things that I would like to exchange for your support. One is that I have some bills of lading from other suppliers. I use these bills of lading to prove to you that our factory's sales are growing rapidly now and will grow in the future It will be faster. Now I cut off all the purchases from other suppliers, concentrate on yours, and exchange one support with you: price. I need the price you give me to be 5% lower than the market price, no matter whether the steel rises or falls, It is always 5% lower. I know you are in a difficult situation, but I also know that you have a way. Second, on the premise that there is no substantive cooperation between us, I paid 100,000 yuan to your account. This is my The sincerity of cooperation expressed to you. I use this sincerity to exchange another support with you: the billing period. I need a two-month billing period, rolling the bill." Old Qian laughed loudly and said, "You are really ruthless, you are trying to lower the price to me, and you want me to advance the money for you. You are beautiful." I said: "Old Qian, there are many factories that cooperate with you, but few are as sincere as me, right? What is the most lacking in this society now? It is not money, but mutual trust. Thousands of dollars cannot buy a 'sincerity'. 'Words. I am expressing to you my sincerity for long-term cooperation with you. Without your knowledge, I paid you 100,000 yuan in advance. One is to prove that I still have some strength; If I don’t trust you, how dare I remit 100,000 yuan to your account? Now, I need your trust in me, you can’t live up to your brother’s sincerity.” Old Qian looked at me fixedly, remained silent for a while, and then said: "You are not simple, and I am afraid that you will have some promise in the future. I recognize you, brother." I smiled and said, "If you are right, you must remember your contribution." Back at the factory, I sat on a chair and couldn't hide my excitement.I am selling in cash, and the old money gives me a two-month billing period, which is equivalent to giving me money to do business with the old money.As long as the profit balance is maintained, the prosperity of the bridge factory is basically predictable. As for the 100,000 yuan I transferred to Laoqian, I'm not worried at all.When he gave me the payment period, didn't the money come back?