Confessions of a Salesman

Chapter 503 Price Advantage
The next day, I received a call from Li Bin, asking me to go to the construction site, and I readily agreed.When we got to the construction site, Wang Ping was waiting for me at the door. When he saw my car arrived, he hurriedly asked the guard to open the door for me.

This face was completely different from the first time I met him. When I got out of the car, he handed me a Zhonghua and said politely, "Mr. Chen, we are waiting for you!"

I hurriedly asked, "Who else is there?"

Wang Ping said with a smile: "Party A's, Party B's, and the person in charge of the construction unit are all here."

I was a little surprised and asked, "Why are you here?"

Wang Ping said meaningfully: "You have a lot of face!"

When I entered the meeting room, a group of people were waiting for me. Li Bin first pulled me enthusiastically and introduced them one by one: "This is Mr. Jia from China Construction Seventh Engineering Bureau. This is Mr. Liu, the chief technical engineer of our company. Mr. He, the manager of the cost department, this is Minister Zhang of the Central Procurement Department of our company headquarters..."

I nodded one by one, but I still didn't understand why so many people came here at once. It seems that Li Bin is really energetic.

After everyone was seated one by one, Li Bin said directly: "I'm looking for you this time. I believe you all know what's going on. I'll take the lead and be responsible for this matter. It's mainly about the selection of profiles for our project. This Mr. Chen , I believe that many of you here already know each other, so I won’t introduce it, and Mr. Chen will introduce the situation of Tongde next.”

I was stunned for a while, and then I calmed down and introduced: "Our Tongde profile company was established in 1995, and currently has 5 production bases across the country, of which the headquarters is in Dalian, and there are 14 bases in Dalian Port. The production line has 2300 workers, more than 500 technicians, 200 sales staff, and an annual output of about 10 tons. There are various profiles and specifications, all raw materials are imported, advanced formula, advanced technology, and strict quality control Control..." Just after the introduction, someone raised a question.

It was a technician from Party B who asked: "Mr. Chen, I want to know, is it true that all the raw materials you said are imported? As far as I know, the steel in the plastic steel profiles is all from Angang, right? And you Are you sure the PVC used is imported? Where is it imported?"

I replied confidently: "Aren't Anshan Iron and Steel's steel exported? We directly buy the steel exported by Anshan Iron and Steel, so it is not imported steel? PVC raw materials are imported from a San Diego chemical company in the United States. If there is If you have any questions, I can provide relevant production certificates and import documents. I say these not to emphasize whether our raw materials are imported, but to tell you that Tongde is very strict in raw material control, and all the materials used are domestic Best out there."

Another staff member of the procurement department asked: "Mr. Chen, Tongde is not yet in our centralized procurement warehouse. Your company did not participate in the two centralized procurement bidding meetings of our company. Does it mean that you don't pay much attention to our company? Now that you haven't even entered the collection warehouse, and now that the project is ready to order materials, isn't it unrealistic for you to come? Is it a bit late?"

I smiled and said, "I'm not afraid of being late for a good meal, but I'm afraid that it can be cooked better, but because of the convenience and trouble, I made a hasty decision. Do you think this is the truth?"

Wang Ping also came to question: "Mr. Chen, the quality and service of the Zhongjing profiles we used before can keep up with the price, and the price is also very cheap. I don't know what advantages you Tongde have, allowing us to replace their products and use them instead. and yours?"

I said calmly: "First of all, Zhongjing is not a local company. The transportation alone is not convenient for us. You also know that the materials used on the construction site cannot be so accurate. What if there are more or less? Because you have one or two meals, we specially sent a car to deliver it to you, right? We can do it, and we will be there on call. It takes less than an hour from the base to the project, even if it is ordered and made now.

Furthermore, Zhongjing itself does not have a chemical company, unlike our company which itself is a chemical company. In terms of raw materials, our imported prices must be cheaper than theirs. If this is the case, their prices are lower than ours. For you, for you.Or they cut corners, or their cost must be higher than ours, why are they cheaper than us?
Finally, I would like to say, is your selection of materials mainly based on price?In the case of the same price, do you choose one of the best professional profile companies in China?Or choose a miscellaneous but not sophisticated central enterprise? "

Wang Ping asked: "What we are most concerned about now is the price. We have to be responsible for the cost. Their quality may not be inferior to yours. We are still very satisfied when we use up the first phase!"

I agreed and said: "Of course, the quality cannot be ignored, and the price is the fundamental. I strive to give you the lowest price, but we must guarantee our cost."

Wang Ping let out a sigh and said, "In this case, please quote us a price first."

I looked at Li Bin with a smile, and Li Bin shook his head and said, "Don't worry, wait until everyone approves of Tongde's products, and then you can join our collection library."

At this time, Mr. Jia of Party B said slowly: "The second phase is different from the first phase. The materials for the second phase are determined by us. The first phase should have been ordered by us, but there are too many things, so forget it. Now the second phase Shouldn’t we be the ones to decide for ourselves?”

Several representatives of Party A turned ugly at the same time. Li Bin smiled and said: "Mr. Jia is right. According to the contract agreement, the selection of the door and window brand is up to you. We can still limit a few brands and choose among them, right?"

As soon as I said this, I knew I was out of the game. Originally, Tongde was not in the collection library of Lvshuiyuan, let alone in the brand library of China Construction Seventh Bureau. No matter how limited it was, it would not be my turn.

Mr. Jia from Party B nodded his head and said: "Well, that's the case. I agree. In this case, let's see if there is a unified brand in our brand library and your collection library. If there is, it would be the best."

I lowered my head helplessly, and I didn’t know what to do for a while. After all, this is their choice, and I can only promote my own brand. Now I can only blame them for not doing enough work before, and I’m just trying to make ends meet. , the gods have no choice.

After some checking, it turned out that the two companies did not have a unified brand. At this time, Mr. Jia said helplessly: "Then there is no other way, we can only find another one. Everyone is satisfied. Mr. Li has a look, why don't we just inspect the same brand?" De, how about it? Tongde is not only one of the top ten national plastic steel brands, but also a local enterprise, so I think it can still be considered.”

Li Bin laughed when he heard this, and hurriedly said, "Of course, of course. I think so too."

Then he said to me: "Mr. Chen, do you think this is okay? Tomorrow I will take a few leaders to visit your company and have a look. If possible, we will study the price issue in the next step."

I hurriedly said: "You are very welcome. Leaders are welcome to visit and investigate at any time."

The time was set at 08:30 in the morning. Two minibuses went directly to Tongde's production base to visit. Xu Yue still attached great importance to this inspection and received it in person.She and Li Bin walked in the front, and Mr. Jia and I followed closely behind. I asked Mr. Jia in a low voice: "Mr. Jia and Mr. Yu from Guangdong?"

Mr. Jia said with a low smile: "We entered the company together at the same time, and the relationship has always been very good. Lao Yu seldom asks for help. I must be busy with this job. I can make it in the first place. But I know what's going on here. Quite a lot, to put it bluntly, there will be a lot of trouble."

I said gratefully: "Then I would like to thank you in advance. I will definitely not cause you any trouble, and follow the normal procedures."

The inspection went smoothly and received unanimous praise. In fact, Li Bin praised a few words, and Mr. Jia also fanned the flames. The rest of the people didn't dare to raise any different opinions.

Soon, Tongde was included in the brand library and centralized procurement library of Lvshuiyuan and China Construction Seventh Bureau.

Afterwards, after the samples are sent for inspection and a series of work is basically completed, it is the negotiation stage.

During this bargaining stage, this Wang Ping made things difficult for me again, and I also approached him, intending to handle our relationship with a gentle attitude.

But Wang Ping didn't care about it, as if he was determined to embarrass me.

After the initial quotation, it was said that our price was too far from the others, and there was no chance to enter the project.In fact, the price I quoted was much lower than the market price, but I didn’t know what Zhongjing’s price was, so I had no choice but to lower the price in the second quotation.I have been in sales for so many years, this is the first time I have lowered the price so low, I could have found Mr. Jia and Li Bin again, but I just feel that they have already helped me so much, so it is not good to bother them. Now, I just want to keep a low profile, and don't bother them if I can achieve success.

But the answer I got was still too high, so I politely said to Wang Ping: "Hello, Manager Wang, this price is nearly 2% lower than the market price, and if it is any lower, we will have no profit at all."

Wang Ping respected me very much, but he said coldly: "Then don't ask for profits, as long as you can enter our project, there will be opportunities to make money in the future."

I laughed and said: "There is no reason why you don't make money in business. You just earn more and earn less. Now that we have set the price of this project, other projects will be subject to this project in the future. What will I do with you in the future?" project?"

Wang Ping still said very politely: "Then I can't help it. Other manufacturers' prices can be lowered, why not yours? I think you are still not sincere enough!"

I shook my head helplessly and said: "Then I really have no choice. This is our final reserve price. We can only wait for the next project and have the opportunity to cooperate again."

Wang Ping seemed to say regretfully: "That's really a pity. You have done so much work in the early stage, and the last step fell short."

I sighed and said, "I can understand who asked others to lower the price than us."

Two days later, Li Bin called me and asked: "Mr. Chen, we have done so much work in the early stage, why are we not willing to compromise on the price?"

I replied helplessly: "Mr. Li, it's not that I want to lower the price, but this price is really our final bottom line. You can ask if Tongde has a lower price than this. I have shown the greatest sincerity." gone."

Li Bin thought for a while and said, "Really? But I think the price is not low. Is your Tongde price higher than other manufacturers?"

I denied it: "It's impossible. Our price is in the middle range. It's about the same as that of Zhongjing. I also deliberately lowered it to the cost price. I think this price is very reasonable. Did you see a quotation? My second This time, the quotation has dropped a lot.”

Li Bin said: "I saw that this is a second quotation. There is nothing wrong with it. It's just that your company didn't stamp or sign it!"

As soon as I heard something was wrong, I said: "I have always been very cautious in quoting. Without our company's seal, I would not quote. Shall we check the price and see if the price in your hand is the same as the price I quoted? no the same?"

The result was a pair, which was not the price I quoted at all. I understood, and said, "Mr. Li's quotation was given to you by Manager Wang Pingwang, right? I am not our final quotation!"

Li Bin is also a smart person, and he understood it as soon as he heard it. After thinking about it, he said to me: "Mr. Chen, don't worry about this. Come here first. I'll call Mr. Jia too. Let's have a three-stage trial and see What the hell is going on?"

When I arrived at the project, I was going to find Li Bin. Wang Ping happened to be there too. Seeing me coming, he hurriedly said, "Didn't you tell me? Your price is too high. I won't use it this time. I've already talked to Mr. Li. Didn't he notify you after the report? You'd better go back, it's useless to come!"

I smiled and said: "It's not the end, but I still want to fight for it. I don't know how low Zhongjing's price can be. I don't really believe that they can lower our price unless they lose money."

Wang Ping said disdainfully: "Then don't bother you to worry about it. I can't tell you the price. You can go first!"

I didn't stop, and went to Li Bin's office. Wang Ping seemed a little anxious, and his tone became arrogant: "Didn't I tell you what happened to this person? Go quickly, you will do this project." No matter who says it won’t work, it won’t work with me!”

Just after finishing speaking, his phone rang, and he hurriedly picked it up and said to the phone: "What's the matter with you, didn't you tell you to come here on time? Why haven't you arrived yet? At the door, okay, wait, I'll come over now I'll pick you up!" After hanging up the phone, seeing that I still hadn't left, he was about to drag me out the door.

I wanted to see if the person on the phone was from Zhongjing, so I followed him to the door. An old man who was almost 60 years old was looking around at the door. When he saw Wang Ping coming, he hurriedly said to the guard who stopped him: "Look at the door. , The person who picked me up is here, I really know you Mr. Wang, he sent me here." After finishing speaking, he walked towards Wang Ping.

(End of this chapter)