Small experience, big wealth

Chapter 9 (3)
Although the business was not doing well in the first few years, they could still earn 10,000 or 2003+ per year, which was not bad. In a few years, they also had houses and cars. Around [-], their The business suddenly exploded, and the annual turnover has reached more than [-] million yuan, and the variety has also changed a lot from the initial stage. In the past, they were like us, they had everything, and they were a small but comprehensive The store now has a single variety, specializing in all kinds of glue, glass glue, sealant, weather-resistant glue...

When we were drinking together, I asked him: "How did the business become popular in the past few years?" He took a glass of beer and told me the secret of success:

In 2003, I went to Guangzhou to participate in the aluminum alloy order meeting. At the meeting, I met several customers in Harbin, Changchun, and Shenyang. We reached a bundled purchase agreement while drinking beer in a beer hall. In fact, it was group purchase. .Later, when our friends were together, we also called our agreement the beer hall agreement.We all agreed that this trade fair will meet with glass glue manufacturers together, and we will conduct price negotiations with them collectively, and strive for the lowest price in the country, so that we will be competitive when we go back to the local market, and our glass glue can also be sold in the market. If the local price is the lowest, the sales volume will definitely increase. Once the sales volume increases, we will have to ask them to lower the price next year.

At that time, the sales of each of our companies were around 400 million yuan, and the combined total sales were close to 2000 million yuan. This kind of sales is not a small amount for any company. For a small company, this sales volume Can decide its life or death.As a result, we won. All the companies that produce glass glue, sealant, and weather-resistant glue have promised us that the price will be 10% lower than other customers.

what is this?This is the customer bullying the shop.From 2003 to the present, we have been bundled together, and our sales have approached a level of [-] million. No one dares to offend our few customers. Whoever offends us will surely die. Once we withdraw, the company will immediately lose nearly [-] million. Who dares to take this risk?

In the second year, the sales of our companies rose sharply, basically approaching or reaching the level of 1000 million yuan. We are bundled together and have reached a level that can determine the life and death of a company. Basically, what conditions are negotiated with each other? There is no parry at all, so we have obtained more favorable terms than any other customer who is fighting alone, and our products have an absolute sales advantage in the local area.

When we held the annual meeting in Guangdong in 2006, countless Northeast glass glue distributors wanted to join our beer hall agreement, so we reached a second beer hall agreement in that year's beer hall. Call it a non-aligned agreement: we no longer accept any groups and individuals into our agreement, and we have to ensure that our profit methods will not be cloned by others.Didn't the five permanent members of the United Nations also reach a treaty on the non-proliferation of nuclear weapons in order to ensure their own advantages?We have to learn that we don't proliferate, we don't form alliances, we don't expand our covenant membership.

Look at it, it’s not good if you don’t study, don’t look at it, it’s selling glass glue, everyone has learned from the United Nations, can the business not be popular?

Business experience:
Any company has price discrimination between big customers and small customers. If you want a lower price, you have to make your company large enough, or you have to join a large enough organization. middle.

17. The unspoken rule in the market economy is that 100 meters of seamless steel pipes with an inner diameter of 50 mm are delivered to companies on that day.The unloading of the goods was about to be finished, and a dog-like leader came from a long distance, with a red nose from wine lees, and it was annoying to see. Later I found out that he was Chen Fei, the director of the third workshop.With a caliper in his hand, he squatted down and used the caliper to accurately measure the thickness of the steel pipe. After spot-checking a few, he frowned and said, "No, your steel pipe is not thick enough. Is it the national standard? The thickness is only 3.4mm." , the difference is 1 millimeter, it looks like the things of those small factories, don’t unload it, load it quickly, we will get off work in a while, come early tomorrow, don’t come when we are about to get off work.” Before I could reply, Chen Fei took Walked away with a caliper behind his back.I stood there in a daze for a long time before I recovered.

At this time, the warehouse keeper came over and said: "Then you can take it away. The director said that the thickness is not enough, so I asked you to change it." This seamless steel pipe was pulled from a steel company in Dalian. There is no such thing in the development zone. One trip, now go back and pull people to get off work early.I said: "Why don't you put it here first, and I will pull it away tomorrow morning?" The warehouse keeper said: "That won't work, it will be troublesome to pull it out tomorrow. I have to fill out the delivery form and ask the director for approval. You can’t pull it away either.” I had no choice but to reload the car.The truck was hired, and the driver asked me after leaving the gate of the company: "Where to pull it?" Yes, where to pull it?I am also worried, the longest steel pipe is 10 meters long.

I thought for a long time and said: "Take your family home. I will call you tomorrow morning, and we have to send it to Dalian." Maybe I can do a job when I come in the morning?" I said, "Okay, how about adding 200 yuan to you?" The next day, the driver drove me around Dalian, and the wall thickness was 3.5 mm. I ran all morning and couldn’t find any seamless steel pipes, so I said angrily: “Go to hell, just pull back those few steel pipes from yesterday. Fade Chen, who had a square face, was waiting at the door for nearly an hour, and Director Fade Chen finally appeared belatedly.This time he really didn't have a caliper in his hand, and my hanging heart finally fell to the ground.He jumped on the car and squatted down to look at it for a long time, and said seriously: "It still doesn't work, your seamless steel pipe is too rusty, is there any without rust?" Isn't this obviously nonsense, where is the seamless steel pipe Is there a stainless one?
I said: "Mr. Chen, the seamless steel pipes are stored outside in the open air. The air humidity in Dalian is high. The seamless steel pipes must be oxidized. How can there be no rust?" "It's impossible for us to buy these pipes specially for us, where can we find new ones?" "Anyway, we can't use your goods, or you can take them back to get rid of the rust Let’s pull it back after removing the rust.” Before I could reply, he jumped out of the car and left again.

My lungs are going to explode, so there is no way, just pull it back to remove the rust.

When I got back, I found two migrant workers in the labor market. I used that electric wire wheel to remove the rust. After working for two hours, I spent another 100 yuan in labor fees.

This time, Director Chen didn't say anything, and finally sent out these steel pipes.After two days of busy work, more than 1000 yuan was gone, and I lost money after settling accounts.

Obviously this is picking on me, there is no way to make money doing this all the time, let's find a way to solve it.There is nothing impossible or easy to do in China.

We pushed and changed glasses on the wine table a few times, and offered various gifts during the Chinese New Year and holidays, and we gradually became friends.Director Chen didn't even bother to look at it when delivering the goods again: "You just leave it to the custodian, I don't need to read it." After doing this for more than two years, Director Chen was transferred, and Director Wang came. After another half a year, Section Chief Ma of the Purchasing Section was also transferred away, and Section Chief Qin came.So I drank with Director Wang and ate with Section Chief Qin.We worked for another two years or so. During this period, Director Chen and Section Chief Ma never contacted us again, and the phone number was deleted from the mobile phone long ago.

When Director Wang leaves and Section Chief Qin leaves, it will be the same. We will worship whoever is in that position, and the tea will be cold if whoever leaves.

It can't be blamed that we are emotionless and cold-blooded. The leaders of the company are better than the leaders of the organization. The company is headquartered in Shenyang.In the early days, this storefront house had been rented out, but after changing hands frequently, the management was not good, and then it became silent. The house had been idle for several years, and the door was covered with wormwood.Although an advertisement for sale was pasted on the gate and a phone number was left, it was never sold.

Why didn't it sell?The main reason is that the communication between the buyer and the seller is too difficult.The house is in Dalian Development Zone, and the owner of the house is in Shenyang, which is nearly 400 kilometers away. Who wouldn’t want to take a look at such a big house before buying it?Therefore, very dramatic scenes often occurred. Shenyang ran over with great effort. The buyer opened the door and watched for a few minutes. One sentence:

"No." It's over.After running around like this a few times, who doesn't get bored?Later, people in Shenyang didn't bother to come. No matter how you called, the other party would just say: "This is the house, don't look at it, I want to buy you to come to Shenyang to talk." It's not my own anyway.

Do you think this house can be sold?

This time, once the retail houses in the whole street are remodeled, his house will be even more difficult to sell, because this street mainly deals in decoration materials. The decoration materials are too messy, affecting the appearance of the city.Besides, since they were going to sell the house, they didn't bother to renovate it. A retail house less than 350 square meters was nothing to a huge import and export company, and no one paid any attention to it.So his house has been poked there and no one cares about it.

After the renovation of the entire street was completed, there were suddenly more people who wanted to buy his house.

At that time, mobile phones were not popular yet, and there was a public phone just in front of our house. People who wanted to buy a house used our public phone to contact Shenyang, and our shop assistants reported to me their conversations about buying and selling houses every day. content.

"Today the asking price in Shenyang is 80." "Today it's lowered again, and it's 76." "The asking price in Shenyang is only 60." , 350 yuan is too cheap, less than 60 yuan per square meter, I hurriedly asked:
"Sell it for 60 yuan?" "It seems that the negotiation has been concluded. The people who bought the house said that they will pay in 3 days and go back to get the money." I immediately called Shenyang according to the phone number left on the gate, and the other party The answer is very simple: "60, it has been sold." I asked: "Have you paid?" The other party: "Not yet, the other party said that the payment will be made within 3 days." I said: "I want to buy it too, I am now Just pay." The other party said: "I don't care who buys it, just this price, and whoever pays first will sell it." I asked: "How to pay?" The other party: "It happens that our general manager is in Dalian Fulihua today. There is a meeting, if you want to buy, go to Dalian and talk to the general manager, and I will give you his phone number.” In this way, I went to the Furama Hotel and talked with their general manager to finalize the matter, and then signed the contract Once the writing was completed and the deposit was paid, the work was done within an hour. I easily settled for 350 yuan for a 60-square-meter storefront house, which was only 1700 yuan per square meter.

When the previous guys who wanted to buy a house came back, I started to go through the transfer procedures here.He took the microphone and yelled at Shenyang: "Isn't it agreed? I paid the payment within 3 days. Why did I sell it in two days? The words are too insignificant. Aren't you lying... "I can't say who is lying to whom. There are many people who want to buy this house, and you haven't paid the deposit. Who will wait for you?" I was standing next to them when they called. I took it down.

Business experience:
Information is wealth.In the past, it was said: If you know what happened in three days, you will be rich and honored for 1000 years.Now that we have entered the digital age, in fact, we can be rich for 3 years if we know 1000 minutes earlier.

You must make a clear plan for the business you want to do, and make a move at the right time. Whoever makes the move quickly will win the business opportunity.

(End of this chapter)