Confessions of a Salesman

Chapter 575 Joseph's Dinner

Joseph's team went back to the hotel to rest. I arranged for A Liao to call a few people, and after they rested, they would find some random places to let them experience the earth-shattering changes and beautiful scenery in China.Pull them directly to our restaurant at night, go there for dinner, and bring his assistant's list, and tell the restaurant's Master Yin, be careful when cooking, and don't cook what they don't eat!

In the afternoon, Mr. Dong had something to do and didn’t attend our meeting. I called all the people who had the meeting in the morning and asked them to express their opinions. Yun Manni was the one who had the biggest opinion on Joseph’s team. She said: “This Joseph is not as good as Smith before. Such a group of people mobilized a lot of people, but there was no substantial progress. If we let us do OEM, we have misunderstood their intentions! You didn’t see their arrogant attitude. The eyes grow to the top of the head and talk."

Yu Hong had a different opinion, and said: "That's not to say, he brought such a large group of people here, and the mountains and rivers are far away, so he came to China for tourism? It's just that they have always had a sense of superiority, and they always think that we Chinese People are easy to bully. Doing business with them has to be low-key. If you touch the steel plate at once, you must be angry! I read their terms, and some of them are guaranteed for our products. For example, the products that enter their supermarkets are sold in the central area of ​​the supermarket, and the size of the area is clearly written. Considering the Chinese products and the word-of-mouth problems of foreign consumers, they require our product labels It’s all in English, it’s for our sake.”

Yun Manni immediately retorted: "This is considered for our sake? If we don't use our own trademark, who knows that it is our Wanzhong product, then what is it to enter the European market? It is to start our Wanzhong brand, and it is You must tell the foreign devils that this is a product made in my country! You must show off the prestige of our country!"

I smiled and said: "Okay, let's go to politics class! Wanzhong's trademark must be posted, and it must be written in China. This is beyond doubt. What about other clauses? Do you think there are other clauses? What's the problem, see if there are some compromises?"

The American George, the deputy director of the Overseas Business Department, is the first time to participate in a high-level meeting. I really don't understand why an American would be willing to serve as Ivan's deputy, and he is also a China hand.In his own words, he explained that Americans are not so eager for power, and they are more pursuing career satisfaction and money.

But with his qualifications, he can find a job with a good salary and a high position in the United States or China. My guess is that he has fallen in love with Aiwen.

The American man said in a sip of plastic Mandarin: "Joseph's FANCO company is still very famous in Europe. Their products are famous for their honesty and credibility, and there is no reason to return them. As long as you feel bad, you can return them within a week You can return at any time, and as long as you buy more than 100 US dollars, they are free shipping. When I was in Europe, I always sold things in their supermarkets.

It is a very good choice to be able to enter their supermarket. The terms he offers are the same as those of all the manufacturers stationed in their supermarkets.We are not treated differently. "

I asked: "Are you sure his conditions are the same? All products are printed with their company logo?"

George shook his head and said: "You may have misunderstood what they meant. They meant to put their labels on the outer packaging, instead of requiring our packaging to be changed to their trademark. Please read their terms carefully. !"

I looked at Ai Wen suspiciously, Ai Wen hurriedly opened the terms and conditions document, read it again carefully, and then said to me: "There is no detailed explanation here, it just says that we need to replace all Chinese labels and paste Put their FANCO logo on it!"

George explained: "Chinese labels are not popular in Europe. This is a fact, so they must be replaced. Putting on their FANCO labels is a guarantee of quality and reputation. All the products that come out of their FANCO are like this. They There will be a layer of outer packaging, and the cost of this packaging is paid by themselves, and the products inside are still their own trademarks. They just asked us to change our Chinese labels, and did not ask us to change our own trademark names to theirs. .They wouldn't ask for that, believe me, it's impossible!"

I hummed and said: "That's because we misunderstood them. I think we can make a concession for the time being about the Chinese label. As long as there is our Wanzhong logo, whether it is in Chinese or English, as long as there is one, we will wait for you." Now that the heel of the company is firmly established, it’s not too late to change it, so what about the others?”

George continued: "There is one item that conflicts greatly with our agency terms. They require us to cooperate with their annual product promotions. We also have to make corresponding price cuts, because the sales volume has increased, and naturally the price has to be compromised. Like their Christmas Eve, there must be a large-scale event. Such an event may offer 8% off or more on all products. Low, buy more than how much, and then ask for a lower price. It is indeed much cheaper than usual, and many people buy some gifts as Christmas gifts at that time."

I hesitated for a moment and said: "This is negotiable. Isn't there a price reduction in disguise in our own promotional activities? It's just that it shouldn't be too obvious. However, we must refine the terms in it, how much, how much? a drop method."

Yun Manni had some doubts and said, "As for the quality issue, the return issue is more serious. Once a quality complaint is received, the product must be returned unconditionally and replenished in time. What is said here is that the product will be returned upon receipt of the complaint. Wouldn’t it be too arbitrary? What if it’s caused by improper operation by consumers? The freight is not domestic, it’s so simple to use a truck to pull it back, and it’s very troublesome, including the customs clearance procedures.”

George explained: "I don't mean to belittle the Chinese in any way. I just say that European consumers seldom make trouble for themselves. Unless there is really a problem with the product, they will ask for a return. They will be unreasonable, not because of their high quality, but once they are found to be fraudulent, malicious retaliation and other illegal behaviors, your credit rating will drop to a very low level, and they will hardly be able to move, even driving a car Yes, so, I think we don’t need to worry about this, but pay attention to the quality control of our own products.”

I said appreciatively: "That's very good. We have to rely on ourselves to forge iron. It is our problem and we must bear it ourselves. I still believe that most consumers will complain maliciously and retaliate. I am not worried about this. "

George didn't really care about my praise, but continued to ask: "I would also like to ask, how do we set the price? Considering that the cost of our products is relatively high, plus transportation costs and customs duties, There is also the outer packaging, FANCO also wants to make money, I am afraid that our price will be very high, our profit point will be very low, and we may not even make money!"

Before I could answer, Ai Wen had already answered impatiently: "This is not the question you should ask!"

George immediately shrank his shoulders and stopped talking.

I raised my head and stared at Aiwen. After Aiwen and my eyes met, I immediately realized that there was something wrong with my words, blushed, and lowered my head.

I looked away and answered George's question: "I've considered this issue too. I should consider the profit point first. If you don't make money, what other issues are there?"

George nodded, took out a piece of paper and said: "This is one I made in the European market, the sales price list of other manufacturers, we can refer to it first to see how much our cost is different from their sales price , so we know whether we are making money or not?"

I took it over and took a look, and handed it to An An, who immediately understood and took it to make a copy.

I said to the people present at the meeting: "Estimate our cost immediately, and at the same time take into account the transportation cost, outer packaging and tariffs. I want to know the cost price of our export, and do it right away. Before leaving get off work, calculate the cost Send it to my office, let's adjourn the meeting first!"

I went back to my office, and Ai Wen followed me into the office like a schoolboy who had done something wrong.

I sat down, lit a cigarette, and said nothing.

After Ai Wen entered the crowd, the haughty temperament when I first met her has disappeared.

Ai Wen wanted to sit down, but he didn't dare to sit down, so he finally plucked up the courage and whispered to me: "Mr. Chen, I know I was wrong!"

I hummed, but didn't answer.

Ai Wen thought for a while and said: "Mr. Chen, I've made up my mind. I'm going to just be your business assistant. I'm definitely not going to be the head of the overseas business department. I'll give it up to George and forget it!"

I raised my head, looked at her, and said, "Give it up if you say so? Why are you so unconfident? That's not what you told me when you first came!"

Aiwen said in a low voice: "I've done it before I know that I'm really not competent. I also saw George's performance just now. He thinks about the problem much more comprehensively than me, and he is more detailed than me. He is much more familiar with overseas markets than I am. Although I have worked in foreign companies, they are all in the domestic market, and I know nothing about the European market. I know my own business.”

I groaned and said, "You know what annoys me the most is people who are jealous of the virtuous and capable. What George said just now is on the point. If he is right, he should agree with him. If you are good, he should just say one thing. He shouldn't ask." You can hold a meeting, what can’t you ask? You, don’t be so unconfident in yourself, you have your strengths, work hard, learn more, let George follow this project first, and focus on talking to others first Overseas market. In addition, neither you nor George can be the head of the overseas business department. I guess Mr. Dong will parachute someone over. I don’t know who it is. You have to be prepared for this. With that ability, I will naturally let you sit where you want to sit."

Ai Wen nodded a little disappointed, and said, "Okay, I see!"

Before I got off work, the cost price was sent over. I looked at it, compared it with the prices of other manufacturers in Europe, and nodded with satisfaction.

Then, he called Alio and asked about the situation at Joseph's side in the afternoon.

A Liao said: "They went back at noon, and they have been in the meeting all the time. They have never come out at all, and I don't know how they will arrange it at night?"

After listening to it, I felt like a primary school student who did something wrong. I felt that my attitude in the morning was too reckless, and I might really have missed this opportunity to enter the European market.

Fortunately, Joseph's assistant called and agreed to our dinner invitation.

I told everyone in the meeting today to go to dinner.

I arrived at the restaurant before Joseph and the others. Master Yin was directing the chef to prepare the dishes in the kitchen. I smiled and said hello: "Busy?"

Master Yin and I complained: "You said you invited a group of foreign devils to eat, we serve Chinese food here, we don't know how to eat Western food at all, and there is such a big list, don't eat this, don't eat that, you say How should I cook?"

I smiled and said: "You are always the heir of intangible cultural heritage, so you must show your hands and do it according to our own method. If you come to eat Western food, why do you come to our house? However, you must pay attention to the list, and you must not use it. what!"

Master Yin sighed and nodded.

Joseph and the others are here, one after another with President Dong.

Joseph visited a circle of restaurants curiously. He was full of novelties and was curious about everything. I asked Aiwen to follow and explain to him one by one.

When the meal was ready, Master Yin was very careful. He not only placed chopsticks on the table, but also added knives and forks, in case they would not know how to use chopsticks.

Joseph was very cautious about every dish he served, asking first what it was and how it was made.Take small bites of everything first, eat something that suits your appetite, and don’t move at all if you don’t like it.

President Dong suggested a few drinks and asked Joseph what kind of wine he would like to drink. Joseph asked back, "What kind of wine should I drink when I eat these dishes?"

I asked the waiter to bring all kinds of wine, and let Joseph choose by himself. When Joseph saw Wuliangye, which looked like a vase, he fell in love with it, so he chose Wuliangye. It's fine wine, and you don't know the pungentness of this wine until you drink it.

Others also think that we are drinking alcohol, which is not alcohol at all.

After barely drinking a few cups, I felt that I was getting better, and I talked a lot more than before.

Alcohol is really the best and fastest catalyst for communication.

Originally, I didn't intend to talk about business matters at the wine table. I know that ghosts can separate leisure and work, and generally don't like to talk about work outside of work.

(End of this chapter)