Confessions of a Salesman

Chapter 120
Liu Sheng hurriedly said, "Alright then, I'm basically fine, so I'll do as you say."

Yaoyang patted my shoulder and said: "Brother, you don't have a grudge, do you? Don't hurt my brother!"

I smiled and said, "How dare you? Why don't we go, I'll go back to Zhuhai today."

Yaoyang laughed out loud, very fake, and said: "Don't, let's go now and see if the experts can bring me back to life."

Yaoyang took me to his company.His company was on the top floor of the China World Building, and when he got out of the elevator, he saw a line of words on the wall: "A place where you can work", which is exactly the same as the name of his club.Walking in, there is a huge hall without any partition, which is clear at a glance.

In the lobby, there are all stunning beauties, all of whom are over 1.70 meters tall, and there are even some of them walking around in bikinis and underwear.The few men also wear heavy make-up, and they can be described as 'Mother' in one word.

Yaoyang saw me looking at him with strange eyes, and he hurriedly explained: "I have a model agency here, and these are models, who try on clothes, and they are troublesome to put on and put on, so I don't take that much into consideration, look It’s more like that.”

When he arrived at his office, there was no wall, only a transparent floor-to-ceiling glass. The boss's desk in the office was scary, surrounded by sofas, and there were many posters standing in the middle.

Yaoyang picked up the remote control on the table and pressed it, the glass became hazy.I just remembered, I saw it in a renovation magazine, it was frosted glass.

Yaoyang briefly introduced the property under his name.Most of Yaoyang's industries are entertainment, model agencies, bars, KTV, clubs, and some catering.So far, except for the clubhouse, which is still making money, the others are basically in a state of loss.

It can be seen that Yaoyang is a businessman and also has a business mind. In the past few years, he has done whatever he can to make money.He also made a lot of money in the early stage, mainly because he can grasp people's hearts and understand people's consumption concepts.But in recent years, he has been a little powerless, and he can't find the problem himself, which has troubled him for a long time.

After listening to his narration, I wondered: "Brother Yaoyang, it is difficult for me to make a judgment when you say that. First, I have never been in contact with the entertainment and catering industry. Second, I understand marketing, but I don’t know anything about management companies, and third, it’s hard for me to tell what the problem is without knowing the specific operation of your company.”

Yaoyang nodded and said: "Well, I really didn't misunderstand you. I didn't just deal with me casually. Then, let me tell you everything you want to know, and then, from the perspective of you, an outsider, help me analyze it. .”

I thought about it, I want to come to the annual financial statement, and I studied it carefully.Then, in specific classification, except for the profit of the clubhouse and the basic break-even of catering, the others are in a mess, and his modeling agency has not made any money since its establishment.

After reading the report, I said: "Let's analyze the model agency with the biggest losses first. You have been losing money since your establishment. Why do you continue to do it? You don't want to look at beautiful women every day, do you? Brother Yaoyang, you are a model agency." Businessman, I know, is there something I shouldn't know?"

Yaoyang smiled and said: "No, no, when it was first established, it was indeed selfish. Everyone has a love of beauty. Who knew that once it was established, it would be really famous in BJ city. What kind of company Ribbon-cutting, trade fairs, auto shows, etc., they all ask for people from me. It’s just that there is no standard for market charges. At the beginning, the price was set too low. Once going out, it was not enough for the car fare, let alone salary. Later, I raised the price, and when people weighed it, it would be better to hire a few college students and beauties on the street. It’s a good deal, so they won’t look for us anymore. I was in a dilemma, and I planned to disband, but I couldn’t hold on to the fact that I had many friends , there must be someone to accompany the drinking party every three days, so I'm not willing."

I thought to myself, isn't your model just as simple as accompanying drinks?Mostly there is a love affair, right?

I said: "Fellowships are favors, business is business, if you treat favors as business, then you are ruthless, but if you treat business as favors, then you are a fool, no one will think you It’s human favors, but you think you’re making money, and it’s justified. Therefore, human favors must be separated from buying and selling. It’s okay to accompany the wine, clearly mark the price, and tell your friends that this is the company’s policy, unless they have a good relationship in private and voluntarily, But that's after get off work.

In addition, as for the price, you can completely refer to the standards of your peers. Whatever they charge, you can just be more expensive than them.I think big modeling agencies should do more catwalks and participate in some fashion weeks. Don’t cut color all day long, go to every opening. If you can give some money, the models will lose their value and become worthless. "

Yaoyang thought about what I said, and asked: "I don't have to do favors. I told my friends that I can chase after myself, but I can't order models to go to their bureau in the name of the company. But relying on catwalks or something, It is also difficult to maintain, after all, BJ is not Paris, so how come there are so many shows?"

I replied: "I don't know how many fashion shows there are in the whole country in a year. It's not that there is no market, but you have to fight for the market. Your company sponsors several model competitions, pays some money, and brings some shady scenes to make your company's models do a lot of work." One entered the top 10, and later publicized that the number of the first National Model Contest, just this title scared a lot of people. Then, don’t you have print advertisements? Let your company’s people be print models, do Find a few big posters and post them in a popular place. People who pass by have seen them too much. When they see a real person, they will definitely think they are celebrities. With fame, I’m afraid no one will look for it. When the time comes, the value will be different, so I will Believe it or not, you won't make money!"

Yaoyang chuckled and said: "Gao, Gao, your trick is too good!"

I went on to say: "Let's talk about your bar, KTV. The bar is a very magical place. It can release the primitive nature of human beings, and can turn people from angels into devils. In the final analysis, it is because of alcohol. I think your bar, KTV is the best place. It must be the bar that makes the money? If you want people to drink, you have to take the flow of customers and find a way to attract people to come in and consume.”

Yaoyang said: "Isn't what you said all nonsense? Of course, bars rely on wine to make money, otherwise what? Fruit plates? I also know that the greater the customer flow, the more profitable it is. Isn't it difficult to attract people?"

I curled my lips and said: "Listen to me, how do you make money from wine? It's nothing more than selling some fake wine. Chivas Regal in 12 sold for 200 or 300, and they were purchased for tens of dollars, or else Some unknown beers cost at least 12 yuan a bottle, even if they are brand-name beers, I guess you have to adulterate them, don’t say you don’t have them, you definitely have them.”

Yaoyang retorted: "They all come to have a drink, and some of them come to taste wine. If you can get drunk, it's enough? If you can drink beautiful women, you can take them away, and you can achieve your goal. What kind of real wine and fake wine are you looking for?" , maybe they want to drink fake wine."

I gave him a blank look and said: "So, do you think you can attract customers like this? Where do you get the competitiveness? It's just that whoever's wine is cheap, you go to that house. The customer flow increases, but the profit is low. Let me tell you, when a bar is built, it has to be emotional and high-end. You are not a fool, so don't go in.

Find a few beauties who sell wine, dress cooler, stand at the door, the customers who come in will chat first, then sell wine, so that men feel that they have a chance, the bar advocates free love, as long as you sell out during working hours, you Today's task, you can do whatever you want.

Tell your stubborn owners of Forty-Nine City to praise you, saying that your bar is full of lonely and cold beauties, there are too many opportunities, and if you don’t fail every night, I don’t believe that business is not booming.

Then on weekends, we hold a theme party, such as campus night, uniform night, one theme a week.Freshness, there must be freshness, that's the sentence, word-of-mouth has been built, and the passenger flow will naturally increase. "

Yaoyang nodded and said: "Well, that's the reason, I'll ask them to try it later, you really have a lot of ideas."

I said humbly: "This is not my idea. I saw the most popular bars in Zhuhai, and they all did this. I just copied it."

Yaoyang said: "No matter what, it's a good idea, a good idea, then tell me how KTV can increase customer flow?"

I thought for a while and said: "KTV is different from bars. Most of them are confidantes, and few of them are looking for prey, of course, the exception is looking for girls. The room fee can be reduced, but it must be charged. I am It is not in favor of no room fee, and setting a minimum consumption. Because once you set a minimum consumption, they will sing endlessly all night long after the consumption is full. That is to say, you only have a group of guests in one room per night.

It depends on the vacancy rate of your room. If the vacancy rate of your KTV reaches 50%, then you can use the minimum consumption, because it is empty anyway. When the vacancy rate exceeds 50%, I suggest you still It is more cost-effective to charge a private room fee, and a room may be consumed at least twice a night.

The second is the issue of alcoholic beverages. Bars basically drink alcohol, and KTV, many of them drink alcoholic beverages, or have already drunk too much.In this case, you have to consider which one sells more alcohol or beverages, which one is more expensive, and the other one is cheaper.

In addition, vouchers and membership cards are the best means to attract customers. "

After Yaoyang listened, he nodded his head frequently like a primary school student being taught. Mao Sai suddenly realized, and said with a haha ​​smile: "I have been taught, I have been taught. To be honest, I just thought you were a slippery salesman. She didn't take you too seriously, and she didn't have much contact with men. She couldn't stand your smooth talk, so she fell for it. I wanted to test for Brother Dahua, to test you, Brother Dahua said, he looks pretty good You're right, you can't be wrong, you're not those incompetent little bastards, now it seems that I was really wrong."

(End of this chapter)