Rebirth declares war on the honest

Chapter 448.

In the Dexin Food Director's Office in the East Lake High-tech Zone, Qiao Yantong was leaning on the sofa, crossing his legs and reporting to the leader.

From drinking a cup of milk tea after a meal to ordering a cup of coffee in spare time after work, many urban white-collar workers love new-style tea and coffee, and directly drink new-style tea and freshly ground coffee and other ready-made drinks into a big industry .

Relevant suppliers of raw and auxiliary ingredients have also benefited from the rain and dew, and Dexin Foods is no exception.

Established in 2012, Dexin Foods is mainly engaged in the R&D, production and sales of ready-made beverage ingredients. The main products include beverage concentrates, flavored syrups, and beverage ingredients.

The company's products are mainly supplied to major customers such as Starbucks, Coffee Justice, Michelle Ice City, Shuyishao Xiancao, and Nayuki's Tea.

Beverage concentrates and flavored syrups are the main sources of income for Dexin Foods, and the combined income of the two accounts for more than 80%.

Starbucks is the largest customer of Dexin Foods. Since the beginning of the year, the sales amount has been 1.28 million yuan and 0.79 million yuan respectively, accounting for 32.62% and 22.25% of the current sales revenue. The contribution to Dexin Foods' revenue can be seen.

Qiao Yantong is slightly fat. He just turned 35 this year. It is the time when a person is middle-aged and has the most energy.

He lit a soft jade creek, touched the green stubble that had just grown on his head, and complained to his leader, Zou Xianbao, "The coffee controversy has also taken action."

"One of their people came to chat with me today. It's fine if they didn't express much. The most outrageous thing is that they brought a little girl over to ask questions. I found an excuse to sneak back after dinner."

Qiao Yantong spat at the trash can with a look of disdain.

"Really? In my impression, people who are righteous in coffee are not ignorant, and this attitude doesn't look like doing business. They don't know how to deal with the world?"

Zou Xianbao looked at the stock interface on the computer screen and asked in doubt.

"In the past, everyone was fine when they were happy and harmonious, but now the two families are torn apart. It is understandable that they don't want to waste public relations costs on traitors like us."

Qiao Yantong pressed out the cigarette butt in the ashtray. As a front-line salesman, he naturally had a different understanding of human nature.

The open and secret struggle between Starbucks and coffee justice has never stopped since the beginning.

Coffee Justice started from entrepreneurship, not only trying to get Starbucks customers, but also poaching people from Starbucks.

Qiao Yantong, as an industry insider who is close to both Coffee Justice and Starbucks, knows very well that Coffee Justice has made great efforts to poach people from Starbucks since it raised funds.

The main recruiters are middle and high-level managers, and the salary offered by Coffee Justice for some positions is more than 1.5 times higher than that of Starbucks for the same position.

As far as Jiangcheng is concerned, about 1/7 of the employees in Starbucks Jiangcheng market have been poached by Coffee Justice, and nearly 1/4 of the high-end hand-brew coffee employees in some important stores have been poached.

Taking a well-known recruitment website as an example, Coffee Justice released a total of 207 recruitment information in Jiangcheng, including 93 recruitment information for part-time workers and baristas.

Followed by various technical personnel and functional operation personnel, respectively reached 34 cases and 26 cases, and some of the executives recruited salaries reached 1-1.5 yuan/month.

This is definitely an exaggerated income in 2013.

Coffee Justice is expanding offline, so it can quickly build a mature employee team through poaching, and quickly open up the situation.

Starbucks has been cultivating in China for many years, and its talent reserve mechanism and welfare system are more complete. In fact, poaching has limited impact on Starbucks.

However, Starbucks did not sit still. After unannounced visits to coffee stores in Jiangcheng and Shanghai, global executives immediately deployed two powerful countermeasures:

The first way to counterattack: Launch the takeaway business, reach a strategic cooperation with the takeaway software on the market, and counterattack the characteristic direction of coffee justice. This is also the first time for Starbucks in the world.

The second counterattack: Starbucks forced suppliers to "stand in line" and cut off supply upstream.

Including Dexin Foods, Starbucks has issued a notice to upstream food, packaging materials, machinery and equipment suppliers, asking them to "choose one of the two" and no longer supply to competitors including Ruixing Coffee.

In fact, coffee justice includes many partners such as coffee machines, paper cups, light food, etc., all of which are the same suppliers as Starbucks.

Starbucks has more than 51 retail stores in 16700 countries around the world, and about 500 million customers come to shop every week.

From a handful of raw coffee beans to a cup of coffee, it takes a long supply chain.

In the end, Starbucks implemented a complete evaluation system and database for suppliers in order to establish a global and single supply chain.

It can accurately evaluate the performance of each supplier, thereby increasing the bargaining chip for contract negotiations with suppliers, allowing cooperative suppliers to have greater delivery volume, and ultimately reducing logistics costs.

This trick is called breaking out of stock from the source and attacking from the upstream.

Coffee Justice also deeply understands the importance of suppliers.

At the media communication meeting announcing the lawsuit, it not only announced that it would take legal action against Starbucks’ suspected monopolistic behavior, including filing a lawsuit with the relevant court and filing a complaint with the national anti-monopoly administrative law enforcement agency.

The "Blue Partner Program" was also released, inviting the world's top six suppliers to come to the platform.

In fact, choosing one of the two is actually a difficult problem for suppliers.

In the raw material supply service transaction to Starbucks, the largest supplier, Dexin Foods has less say, which also leads to high accounts receivable.

Anyone with common sense in economics knows that if a company's accounts receivable account for a large proportion of its total assets, it is extremely detrimental to the development of the company.

The reality of accounts receivable is that when the customer takes something, the money is still in the customer's hands.

In this way, although the operating income is counted in, the cash is not in my hands.

These operating incomes are purely IOU income and there is no cash inflow.

If there is only a pitiful amount of monetary funds left on the books, I really don't know whether the company can continue to operate. This is the so-called poor quality of income and profit.

This cash flow will be directly related to the company's operation and management level.

An increase in accounts receivable of an enterprise will inevitably lead to a decrease in cash flow, and a corresponding decrease in accounts receivable will inevitably lead to an increase in cash flow. The two are negatively correlated.

Although accounts receivable can increase revenue and profits, it cannot improve cash flow. In the end, companies make money instead of profits.

Regarding the high level of accounts receivable, Dexin Foods has long wanted to change the status quo, but there is no way to do it, and it has been difficult to implement.

Because Starbucks, the No.1 customer of accounts receivable, has always been a well-known leading company in the industry, with relatively strong financial strength, the recovery of accounts receivable seems to be guaranteed.

However, the long-term reliance on the sales contribution of large customers such as Starbucks has also led to high accounts receivable of Dexin Foods, and there is a greater risk of bad debts.

In the cooperation with major customers, Dexin Food's right to speak is obviously in a passive position.

As the gross profit margin of the main business has declined year after year, the company's profits have been further compressed, and the requirements of major customers have become more important.

Therefore, in choosing one of the two, Dexin Foods still decisively leaned on Starbucks, its long-term No. [-] major customer.

The two big tricks Starbucks resorted to are bloody.

The coffee industry is large but the circle is small, and there are only a few suppliers, especially the key suppliers. With the strength of Starbucks and the advantages of scale to make partners, these suppliers will still be carefully considered.

This time, Starbucks' "choose one" and "delivery" are all brilliant moves, which can be said to directly hit the key points of coffee justice.

"Actually, if coffee justice is really sincere, it's not impossible to sit down and talk. It's a pity to hear you say that."

Zou Xianbao is a typical pioneer. When he was in office, he relied on the research and development of the new product of Dexin Foods' plant-based beverage thickener, which directly promoted the explosion of the upstream and downstream industries. He is a person with great vision.

After all, businessmen are still talking about business after all. If new customers can bring more incremental income and benefits to suppliers, it is often difficult to succeed in hasty "choosing one or the other".

Prior to this, there have been many "choices between the two" in the Chinese market, such as Tmall and JD.com, Penguin and 360, but each time failed to stop the rise of latecomers.

"Brother Zou, I have been with you for so long, what kind of attitude can be discussed, what kind of price can be turned back, then I know the truth in my heart, the other party doesn't want to have a good chat at all."

Qiao Yantong lit another cigarette, flicked the white ash, and shook his head.

Coffee justice doesn't understand the world, how can it be possible to negotiate things, how can there be such a good thing in the world.

After the two chatted for a while, Zou Xianbao left the company ahead of schedule.

"Dong dong dong."

Qiao Yantong was about to leave work when there was a knock on the office door.

"Please come in."

He thought it was a subordinate who came in to report to him, but when he opened it, he found it was not.

A young man stood at the door, wearing a T-shirt that looked very casual, with a familiar smile on his face, he nodded and said hello: "Is this Manager Qiao?"

"who are you?"

As a big salesman, Qiao Yantong knew many people from all walks of life in Jiangcheng. After thinking about it, he was sure that he didn't know each other.

"I'm Gu Yun of Coffee Justice. I heard that some employees had a chat with Manager Qiao before, but the conversation didn't go well."

The young man stretched out his hand with a smile: "Thinking about another way to chat again."

Qiao Yantong thought about who Gu Yun was. He always thought the name was familiar, but he couldn't remember who it was.

After all, in Coffee Justice, he only dealt with Ren Hongwen, the supervisor in charge of raw material procurement, and he was far from being familiar with other executives, even Gu Yun's name.

But as an old fritter, he quickly caught the key word "employee" from Gu Yun's tone.

This time, it seems that it is not ordinary people who come to coffee justice.

He immediately stretched out his hand and shook Gu Yun: "Hello, Mr. Gu, it's a pleasure to meet you."

Although Gu Yun looks very young, no matter what position the other party is in Coffee Justice, it is correct to call him a respectful title.

"Manager Qiao, where's your boss?"

"The boss left beforehand. I will represent him fully. If you have anything to say, you can talk to me."

Gu Yun sat down and chatted with Qiao Yantong for a while. Only then did the latter know that Gu Yun was the big boss of Coffee Justice, and his attitude changed a lot.

He hadn't thought about the possibility that Gu Yun was self-made. He couldn't be as casual as a young female lawyer like this rich second generation who came out to start a business at a young age.

After the basic information was exchanged, Gu Yun raised the green water ghost on his wrist, looked at the time, and asked.

"It's past seven o'clock. I ordered a table at R&F Wanda Realm. Manager Qiao will save me and sit down together?"

When it comes to five-star hotels in Jiangcheng, we have to mention R&F Wanda Realm, which is the royal hotel for the leaders of the head office to Jiangcheng.

Hearing that it was R&F Wanda Realm, Qiao Yantong's throat moved.

Among the seven emotions and six desires, appetite is the most ferocious.

"Let's forget it, Mr. Gu, I'm on a diet, so I usually don't eat at night."

Compared with Zhong Leyi and Ren Hongwen, who have been wronged, Qiao Yantong is an old man, and he still has scruples about the top leaders of a large company. He knows that this meal is not so easy to eat, so he can't eat it easily.

"It's just a meal. Manager Qiao is not fat. Do you need to think about it for so long?"

Gu Yun smiled: "There is no righteousness in business, so go to me personally, even if you don't eat, it's okay to chat, right?"

"It's nothing to talk about."

Qiao Yantong thought for a while, his eyes wandered around Gu Yun's young face, and finally nodded.

"Then thank you, Mr. Gu, for your hospitality."

······
After leaving the company door and going downstairs, Gu Yun drove his Tesla over and signaled Qiao Yantong to get in the car.

"Brother Zou, what kind of car is this?"

After Qiao Yantong got into the car, he took out his mobile phone and sent a message to Zou Xianbao: "Coffee justice has not given up, Gu Yun came to talk to me."

Zou Xianbao's reply was quick: "This is a Tesla Model S, a million-dollar luxury car, why is he looking for you?"

Qiao Yantong replied: "It's probably about Starbucks again. How can I say that, he is the boss and should have the final say. Do we want to talk?"

Zou Xianbao: "Make up your mind, anyway, if we can't reach a deal, go with the price offered by Starbucks, we will not lose no matter what, if coffee justice can give us more benefits, for the development and future of the company, you must know which is more important What is the weight?"

Qiao Yantong: "Needless to say Brother Zou, okay, I understand."

After Qiao Yantong put down the phone, he chatted casually with Gu Yun for a while.

The speed of the electric car was very fast, and the two came to the R&F Wanda Realm Hotel located in the core area of ​​Chuhe Han Street in Jiangcheng, adjacent to the shore of East Lake.

The five-star hotel overlooks the Chu River and has a panoramic view of the bustling city. The well-known Pinzhen Chinese Restaurant is Gu Yun's pre-booked dining place today. It specializes in exquisite Cantonese and local dishes.

In the resplendent private rooms, the dining environment is quiet and comfortable, and the music is also very comfortable.

During the meal, Qiao Yantong had been waiting for Gu Yun to talk about the topic, but he didn't seem to intend to chat at all, just chatting about which restaurant in Jiangcheng is delicious and where the scenery is good.

"Mr. Gu, I've finished eating, I'm going back first."

There is no banquet without wine, Qiao Yantong ate this meal very easily, Gu Yun neither drank him alcohol, nor made some scene conversations, the two of them were like old friends for many years, neither talking about work nor pressure, just casually Had a light meal in a nice setting.

It's just that the wine and cuisine are all top-notch configurations.

"Manager Qiao, it's still early, let's go for a walk and get a massage to sweat."

It was not ten o'clock after dinner, Gu Yun called Qiao Yantong who was about to leave the table, and invited him to take a rest together.

"Don't, don't, it's not suitable, Mr. Gu, I usually don't like this."

Qiao Yantong was a little embarrassed this time. Gu Yun didn't ask for anything, and he was really sorry to accept the one-stop service arranged by the big boss himself.

"Are you married?"

"No."

Qiao Yantong scratched his head and replied.

"Then how much do you refuse? A group of beautiful girls, in the best years of her life, don't ask you for a house, don't ask you for a car, and don't ask you to have too much savings. The key is that they still have money. It will make you happy, such a good girl only costs 1288 for massage, don't you really want to try it?"

Gu Yun pointed to the nearby Grand Hyatt International Club, and took Qiao Yantong for two steps.

The latter took a few small steps at first, and after a few seconds, he stopped pretending and changed to a striding stride.

(End of this chapter)