Rebirth 2008: I Can Make Money Reading

Relying on the strong sales channels of Xinghai Group in the past two years, the Xinghai brand second-guarantee welding machine quickly spread in the market. Relying on its three characteristics of low spatter rate, good weld formation and easy use, it quickly spread in the welding industry. Open, every welding machine sold is like a spark, and every customer's praise, evaluation and recommendation are like an accelerant that burns oil on a fire, gathering into a big fireball, the more it rolls, the bigger it gets. Burned all over the welding industry.

The boss who has used it is very satisfied with Xinghai Group's second-guarantee welding machine, and hopes that the equipment can be stabilized.

Some customers have used it for more than ten days and have not found any faults in Xinghai Group's second protection welding machine. They place an order and want to sell the second protection welding machine in their hands quickly.

The original price of more than 30,000 Panasonic 500 welding machine, 90% of the new sold more than 20,000.

Why don't you sell it? The welding machine is not as easy to use as Xinghai's. If you don't sell it now, you won't be able to sell it in the future.

If you know that Xinghai Group's 500 standard two-guarantee welding machine is only 16,000, so the shrewd boss wants to get rid of the old welding machine as soon as possible.

It is also a high-end performance second-guarantee welding machine 500us3, and the price is only one-third of Lincoln's;

Selling and buying is equivalent to making a profit.

This account is a good one.

In the next few days, Muyang received a report from the salesman that the company's second-guarantee welding machine was on fire, and the production capacity could not keep up with the sales speed.

Yang Hai was abroad, and Muyang held a sales meeting to directly cancel the strategy of trying first and then paying, and whoever paid first would get the equipment first.

This made Mu Yang a little confused: We haven't advertised yet, and we haven't made any efforts yet!

This is so boring.

On the afternoon of the 5th, Muyang received a call from Nanche Feng Younan, thinking that it was a technical problem with hand-held laser welding and wanted to consult him.

"Mr. Mu, your company's business is really good!"

As soon as Mu Yang answered the phone, Feng Younan's strong voice came from the other end of the phone, his tone was a little playful.

"Mr. Feng, it's okay, it's the same, your company is not bad, I saw the news, your orders have increased a lot recently, and the top leaders are inspecting."

The annual output value of Nanche Group is tens of billions of yuan. Every year, leaders at all levels conduct inspections. Other companies may not have the highest-level leaders visit once in the past 20 to 30 years.

Muyang admires Nanche Group. It can revitalize the national equipment manufacturing industry, and more importantly, directly benefit ordinary people. If the country adopts imported high-speed trains, the fare will be much higher.

"Mr. Mu, if you have good things, don't recommend them to me, but forget about old customers."

Hearing this, Mu Yang probably knew what Feng Younan meant by calling him, and he deliberately joked: "We have a lot of good things in our company. Are you going to buy more handheld laser welding equipment?"

"Handheld laser welding equipment is enough for now. I heard that your second-guarantee welding machine is very popular. Many colleagues say that it is very easy to use, and the price is much cheaper than that of foreign brand second-guarantee welding machines. We recommended a second-guarantee welding machine to our Sifang Vehicle Factory for trial use. The workshop director's feedback was very useful. I wanted to purchase a few more in the past two days. As a result, your salesman said that it was out of stock, and we had to wait at least half a month. Really Is it so out of stock?" Feng Younan called Mu Yang, firstly, he wanted to talk to him to deepen his personal relationship, and secondly, he really wanted to get the equipment directly through personal relationship.

It is very rare to encounter customers asking for equipment. This is not in the 1980s and 1990s, but a buyer's market.

"Our second-guarantee welding machine has just been put into production, and the production capacity can't keep up with the sales. It is indeed out of stock, and there are still thousands of orders that have to be delayed." Mu Yang said helplessly, "Mr. Feng, why is the workshop? Did you buy equipment and found you? You don't need to worry about that."

"Tsk tsk, amazing, congratulations to Mr. Mu, the second-guarantee welding machine has sold well." Feng Younan congratulated, "The workshop director knows that I have a good relationship with you, so let me ask.

I went to the workshop to see your second-protection welding machine. It is really powerful. I can't see any welding spatter. In the past, we welded aluminum and stainless steel, and the welding wire used was solid core welding wire. Grinding is difficult.

You also know that our car body can't have a little splash, it must be polished.

However, the surface of the workpiece is ugly after grinding, and even accidentally hurts the surface of the workpiece. We have been looking for a welding machine with ultra-low spatter. Although the Fronius cmt cold welding machine can achieve low spatter, it is too expensive to sell. We The demand is not a few, but hundreds of thousands.

Moreover, we have also tried their welding machine. The low spatter achieved the expected effect, but the molding is not much better than the general welding machine, and there are functional limitations, which are not applicable in our industry. Later, we held a meeting to analyze and felt that cmt It's not very practical. If you have that money, you might as well use manual polishing. "

"Thank you Mr. Feng for your compliment. If you want a few units, I'll let someone pass by. However, if the purchase volume is large, the delivery is really difficult at present, and it will take some time.

However, if you purchase in large quantities, place the order early, and more orders will be placed after a period of time, and the delivery will be delayed for sure. "Without hesitation, Mu Yang agreed to his request, and all the phone calls hit him, and it was just a few welding machines.

At the same time, he is proud of his second-guarantee welding machine.

It's a really cool feeling that customers are asking for their own products.

In the past, the salesman bowed his head and went to the door to sell a lot of face to the customer, but he may not be able to sell successfully, and he might even be insulted by the other party.

"Six units for now, just your 500us2 model. If the use is stable and the feedback is good, then it will be purchased in large quantities, but the purchase is not under my control, I can only recommend it."

"Okay, I'll make arrangements with the people below so that they can ship as soon as possible."

Mu Yang recorded the matter on the note paper, chatted with Feng Younan for a while and hung up the phone.

He shouted to the secretary's office opposite, "Zhi Ze, please come over."

In less than ten seconds, Luo Zhize, who was in his twenties in a suit and leather shoes, stood in front of him respectfully, waiting for Mu Yang to explain the matter.

Mu Yang tore off the note paper and handed it to Luo Zhize, and instructed: "Nanche's Quartet vehicle needs 6 500us2 welding machines, you can tell Manager Zeng to arrange for delivery as soon as possible. The paper is from President Feng. Phone, if anything is unclear, call and ask the other party for specific information."

Luo Zhize took the small note with both hands and looked at it carefully. After checking it was all right, he wrote it down at the same time: "Okay, Chairman, I'll arrange it right away, are there other things?"

"That's it."

Luo Zhize nodded and exited the chairman's office.

Seeing the secretary leave, Mu Yang felt that this was the benefit of having a secretary. Even if he called him, it would only take a minute or two to deal with it. If he really wants to deal with it, it is estimated that it will take a lot of time. Maybe sometimes he is busy and misses it quickly.

At the same time, he is considering the positioning of the second-guaranteed welding machine.

Now that the second-guarantee welding machine equipment is on fire, let's increase the price.

In the past, the price was indeed a bit low. I thought that my products were not well-known and would not sell well, but I did not expect that the market feedback was excellent and fast.

He called Yang Hai, and the two communicated. They both felt that while there were not many welding machines sold, the customer would not say anything if the price was increased. The price increase has no effect and is more reasonable.

. . . . . .

Kunshan City, Southeast Province, is a county-level city with a local population of only 1.64 million.

However, it is located between Shencheng and Sucheng, with an excellent geographical location and flat terrain. The industry is very developed, and it has ranked first in the list of strong counties for several consecutive years.

There are many local metal welding factories, and the demand for secondary welding machines is very large.

Mr. Zheng, the welding agent of Kunshan Panasonic, has been in a bad mood in recent days. A few days ago, he negotiated with an old customer about 10 second-guaranteed welding machines, and he was about to sign the contract. When he came to sign the contract again, the old customer Mr. Ma I told him not to buy their Panasonic equipment, and said that they had already bought the welding machine.

After listening to Mr. Ma's words, Mr. Zheng's heart suddenly became cold.

10 500gl model welding machines!

An order of 300,000 yuan is not a small order. If it is completed, he can make a profit of tens of thousands of yuan.

He was suddenly upset by another brand of welding machine salesman. Of course, Mr. Zheng was in a bad mood.

Mr. Zheng came to Mr. Ma's company, saw Mr. Ma, took out a cigarette and handed it to him: "Mr. Ma, isn't this a good talk, why did the tale suddenly change? We are both old partners, and we should cooperate for five years. Got it."

Mr. Ma took the cigarette and lit it, sighed and said, "I can't either, your Panasonic welding machines are too expensive."

Mr. Zheng smiled charmingly: "Mr. Ma, the price can be negotiated, and we can reduce the price."

Mr. Ma complained: Shit, the price has only been reduced until now, then you can return the money for the old welding machine to me and then talk about new cooperation.

However, Mr. Ma knew it was impossible. Seeing Mr. Zheng's low profile to please him, he was still trying to persuade him. He smiled and said, "How much can Panasonic reduce the price? Can it be reduced by 20,000 yuan?"

Hearing this, Mr. Zheng thought that Ma was always joking: "Mr. Ma, that's impossible, the price is only more than ten thousand for a reduction of 20,000 yuan, and I don't buy more than that low. It's easy to negotiate with a thousand yuan reduction. The next time I don’t want to make money.” The market price of the Panasonic 500gl is 35,000, and he buys it from the manufacturer at about 29,000, and each unit has a profit margin of 6,000 yuan.

Mr. Ma took a breath: "I knew you would say that. The problem is that other people's equipment is much cheaper. Of course I'm willing to buy cheaper ones. Now let me use yours, so forget it."

Mr. Zheng seemed to have discovered the problem and said: "Mr. Ma, you are using it on a special welding machine. Don't buy a domestic welding machine cheaply. It's not that I despise domestic welding machines, but it is really prone to problems. It's really unstable."

"It's not as mysterious as you said. I tried one, and it worked very well, so I decided to buy more, and the salesperson of the other manufacturer also said that it was not easy to use. You can return it for a refund within seven days. Now their equipment is out of stock. Now, I can’t buy it if I want to, if I don’t need it, my colleagues will buy mine immediately.”

"Which manufacturer did you buy the second-guarantee welding machine, Mr. Ma? Hugong or Aotai? They didn't sell so well." Mr. Zheng asked. One of the two manufacturers is in Dongshan Province, the other is in Shencheng, and they are far away from each other. Kunshan is not far away, occupying a lot of market share of secondary welding machines in Kunshan.

"Xinghai brand, I guess you don't necessarily know, as long as 16,000 units, their equipment is really good, their handheld laser welding equipment is very good, we bought one and used it."

"Xinghai? I seem to have heard of it somewhere, but I have an impression. Is there a second-guarantee welding machine of this brand in China?" Mr. Zheng suddenly couldn't remember where he had heard of Xinghai, and he didn't sell laser welding equipment. It’s still so expensive, can you take me to see the welding effect of their equipment, my colleagues are bragging about it for the sake of sales, but the thing is really so good, I really don’t believe it.”

"Okay, let's take you to see it, it's a domestic brand." Mr. Ma saw that he was not giving up. It happened that he was going to patrol the workshop. If it was not an old partner, or he would not have time to accompany him to witness.

A few minutes later, Mr. Ma took him to the area where the welding products were placed, pointed to the barrel body that had not been sandblasted and derusted not long after welding, and said, "Look, some of them were welded with your old welding machine. Yes, some were welded with a Xinghai welder."

Mr. Zheng was not afraid of getting his hands dirty. He turned over a few barrels, took out a few with poor welding quality, and then found a few with better welding. He felt very satisfied: "Mr. Ma, look, our old welder The machine welding is still as stable as before, the welds are beautiful, and there is no spatter. Let’s take a look at these, Xinghai’s welding machine is welding, the welds are passable, but there are more spatters.”

Mr. Ma chuckled: "Hehe, Mr. Zheng, you have made a mistake. If the welding is good, it is not your old welding machine, but Xinghai's; if it is a little worse, it is your Panasonic welding machine."

Seeing Mr. Zheng's instantly embarrassed face, Mr. Ma patted him on the shoulder, "I know you're not convinced, so let's take you to the welding workshop. We are using Xinghai's welding machines to weld products."

After a while, after seeing the products welded by Xinghai Erbao Welding Machine, Mr. Zheng's face muscles were a little stiff and he didn't want to speak.

Mr. Ma looked at Mr. Zheng and asked with a smile: "How is it, the welding machine is good, right? The appearance quality of the equipment is excellent, the internal quality, and the welded products are all very good, and they sell for 16,000, and grab it now. It’s not in stock, my boss next door, he makes sandblasting machines for automobiles, and wants to transfer a few of them to me to try out, I don’t have any extra for his welding products.”

"We really can't say about the quality of welding. It sells for 16,000. It is estimated that it is a price war. The products that have just come out are not well-known for promotion, so I can't say anything." Mr. Zheng sighed, knowing that nothing could be changed, "Mr. Ma , Excuse me, I have to leave beforehand."

"Well, okay, then I won't send you." President Ma waved his hand and didn't intend to send him. As a past person, I understand his mood at the moment.

Isn't it because the order is gone, I'm in a bad mood, just get used to it.

The Panasonic second-guarantee welding machine is the second echelon, and the situation of Mr. Zheng also appears in the Lincoln welding machine in the first echelon.

A Lincoln dealer in a city talked about equipment with an old customer boss: "Our positioning is high-end welding machines, not comparable to domestic welding machines. There is a reason why things are expensive."

Customer: "I'd better try Xinghai's welding machine. After all, they have a free trial for one month. If the things are not good, they will buy yours. After all, they are cheap. 500us3 sells for more than 20,000 yuan, while yours costs more than 70,000 yuan."

The dealer really couldn't sell it, so he had to give up, hoping that Xinghai's welding machine would not have such good luck, and at the same time scolding Xinghai's marketing method: It's too shameless to start paying for it for free.

Xinghai Group's marketing method is similar to T Bao's seven-day no-reason return.

In the manual welding market, the castrated version of Xinghai Group's second-guarantee welding machine is selling very well. Many factory owners are reluctant to spend more than 20,000 yuan on mid-to-high-end brand welding machines, mainly because they don't feel much change.

However, if there is a welding machine with good welding quality, low spatter rate, and a price of more than 10,000 yuan, they will also consider it.

As a result, I tried Xinghai Group's second-guarantee welding machine, and it felt really good, so I increased the order.

Xinghai Group's second-guarantee welding machine sold tepidly in the first ten days, only a few hundred units were sold.

However, as word of mouth fermented, in the next ten days, most of the bosses who tried it decided to buy it, and they had to increase the order. Coupled with the efforts of sales channels, the order volume reached more than 5,000 units in the next ten days, but it was impossible to The supply was demanded by the customer, so the salesman had to temporarily sign the order, which soon became popular.

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There is a very important reason for the fire, mainly because the Xinghai Group is out of stock!

The customer couldn't buy the goods, and then called the dealer and asked, "Do you have Xinghai Group's second-guarantee welding machine? Oh, no, then I will ask other welding machine dealers."

These welding machine dealers receive many customers asking about Xinghai's second-guaranteed welding machine all day long.

Then, these dealers felt that it was profitable to sell Xinghai second-guaranteed welding machines, and then consulted the manufacturer Xinghai Group. The customer service of Xinghai Group said that the agency is not open for the time being, and only direct sales are currently available.

The dealers had to ask their peers. These manufacturer bosses are all looking for Xinghai Group's second-guaranteed welding machines. It is still possible to be a middleman to transfer goods, or to sell them at a price increase to earn two thousand yuan.

Xinghai Group is really out of stock, not hunger marketing, but the publicity effect is the same.

Customers and dealers consulted and found products in their peers, but they were unintentional, but it became a good thing for Xinghai Group, which was unexpected by Muyang.

Domestic and foreign brand manufacturers and distributors of secondary protection welding machines have seen Xinghai Group's secondary protection welding machines become popular.

When a brand of welding machine became popular, they went to research and found that Xinghai Group's second-guaranteed welding machine is really very good, not a false name.

What's even more terrifying is that the price is really low compared to the second protection welding machine with the same function!

They know: the wolf is coming!