Countercurrent 1982

Chapter 970 Enterprise Chamber of Commerce
"Now we can earn 90 yuan for one speaker. He only needs to help us sell more than 1000 more speakers, and the rent here will be earned back." Duan Yun paused, and then said: "Cao Dong is a man of work. I still know it in my heart, and his wife is so capable, such a talent will be of great use in the future, so some accounts don't have to be so clear."

What Duan Yun is short of now is talents. Although Cao Dong is his best friend, his ability is average, and his wife Yang Li'e is a rare talent. Although he used his basement to engage in some entertainment projects However, I have to say that the effect is very good, it has gathered a lot of popularity, and it has also carried out a good publicity on the subwoofer audio products in the factory. In the mid-80s, it was possible to think of opening a video hall, dance hall and arcade game hall. The people with advanced business acumen almost made perfect use of Duan Yun's resources in Shanghai.

"Just now I heard from Cao Dong that he hired more than 10 salesmen, which gave me an inspiration..." Cheng Qingyan said suddenly.

"What inspiration?"

"Our factory's subwoofers are now selling well in China, but now the ex-factory prices of the products are uniform, and the sales volume varies from place to place. I think we can adjust the pricing according to the order quantity. For example, order from our factory once. For speakers with less than 1000 units, the original ex-factory price will still be used, but if we can order 3000 to 5000 units, our ex-factory price can be lowered, and if we can order more than 1 units at a time, we can give him some discounts.” Cheng Qingyan thought for a while, and then said: "Now we can only rely on setting up offices in big cities to expand the market, and then let Cao Dong and your buddies around you do sales, but the country is so big, how many trustworthy buddies can you have by your side? And how do you supervise them? So I feel that the sales model of our electronics factory must be changed.”

"Huh? Do you have any good ideas?" Duan Yun was taken aback when he heard the words, and asked his wife.

In fact, Duan Yun already understood the meaning of his wife's words.

The sales work of Duan Yun Electronics Factory has actually entered a bottleneck period. If there is a big breakthrough, reforms must be carried out.

Duan Yun used to set up offices in big cities, and then send trusted talents around him to sell in major cities in the south, including Zhao Changfeng, Li Guosheng, Cao Dong, and Gao Lei, these are the backbone of Duan Yun.

These people are very capable, but this sales model itself has many disadvantages. On the one hand, there are not so many trustworthy people around Duan Yun, and there are many big cities in the country. In addition to Beijing, Shanghai, and Guangzhou, the consumption potential of other provincial capitals is also very high. Duan Yun does not have enough financial and manpower to set up offices in those provincial capital cities.

Duan Yun set up offices in big cities in the early stage. This sales model cannot be said to be wrong, because for high-end home appliances such as audio, there are not many people who can have such spending power, and they are mainly concentrated in the domestic market. In the first-tier big cities, he can’t sink sales to the county, city and village level like some cheap daily chemical products. He can only hire salespeople to promote products in these first-tier big cities and provincial capitals. It is also the right choice to set up offices and distribution points in these big cities first.

But if Duan Yun wants to have a higher sales volume across the country, the current sales model must be reformed, which may allow the product to have greater coverage.

On the other hand, the work assessment and supervision of Cao Dong, Zhao Changfeng and others are also a big problem. They occupy the first-tier big cities in China, and their monthly sales are also very high, but in fact they are far from reaching the potential of the local market. Ceiling, Cao Dong and others are still dedicated in sales work, but they have not reached the level of going all out, so Duan Yun wants these key members to exert greater working ability and potential, so he must give them more competitive pressure .

"My idea is very simple, that is to set up our Tianyin Electronics Manufacturers Association. All distributors can become members. Whoever has a large sales volume can become an agent at the city, county or even provincial level. Members with higher levels We can get cheaper ex-factory products. We only need to increase product publicity and comprehensively assist dealers in business development. For dealers whose sales are not qualified, they will be directly disqualified as agents, and the best will survive. We can quickly occupy the national market and greatly increase sales." Cheng Qingyan raised her eyebrows.

"Your idea is really good. Establishing a chamber of commerce and rating members are all your ideas?" Duan Yun asked with a smile.

"I read from the few business books you gave me before that there were chambers of commerce in the United States in the 18th century, and a national merchant was established in 1912. I think our electronics factory can also establish its own small chamber of commerce. Unified management of dealers from all over the country, group management and risk prevention are very important, so that we can also get more distribution talents, and it can also make these dealers have a competitive awareness of survival of the fittest..." When Cheng Qingyan said this , a look flashed in his eyes.

"This is indeed a good idea, and my wife is the best." Duan Yun said approvingly.

Today's Tianyin Electronics Factory is no longer the small factory with only more than 100 people. After more than a year of CCTV advertising and the purchase of domestic advanced production lines from Japan, Duan Yun's Tianyin Electronics Factory has begun to rise in China.

In order to maintain the brand, Duan Yun, in addition to paying high CCTV advertising fees, dispatching his own backbones to set up offices in major first-tier cities, and trying to set up more after-sales maintenance outlets, these investments are very large, and even so , Duan Yun's commercial sales and after-sales network coverage is still very small, only in Guangzhou, Shanghai and Xiamen, there are relatively complete sales and after-sales systems, and other places can only rely on cooperation with state-owned electronics factories in provincial capital cities. Complete, the after-sales system is very imperfect.

However, if these dealers can be used as members, an internal chamber of commerce can be established, and some rules and regulations and reward and punishment systems can be formulated. Sellers who have obtained agency rights in various places can also use radio and television stations in local cities to promote in order to increase sales. , Establish a sound after-sales system, so that the products of Duanyun Electronics Factory can have a wider coverage across the country, and also save a lot of manpower, material resources and funds.

In fact, Duan Yun’s system of establishing an enterprise chamber of commerce is a very common business model in the 90s and after 2000. However, considering the current national conditions, there are many difficulties in establishing such an enterprise chamber of commerce. This is a challenge for Duan Yun. great test...

(End of this chapter)