Rebirth to 90s: Start from Scratch

Zhang Qianxiu just came out of the workshop and happened to meet Dong Maoxue just back, and asked casually: "How is the performance today?"

Dong Maoxue was full of spring breeze, completely gone from the previous day's decline, and said with a smile: "Boss, today my sales have doubled."

These days, they have meetings every day and summed up their experience. They, the salesmen, are getting better and better. Even if the boss rushes, they will cheekily give each other a cigarette and say a few good things before leaving.

Once you have the first time, you will be able to talk a lot more easily if you go there again.

Even if every time I go, I will be rejected. The salesman learns the skills of smoking. As long as the boss refuses, the salesman will no longer sell the goods at the time, just chat, before the end of a cigarette. , Or leave when the boss has business.

When meeting a boss who does not smoke, he will try his best to speak nicely.

Regardless of whether the goods are sold or not, a good impression is left.

Of course, there are some oil and salt that don't get in. Whether you pass cigarettes or say good things, they are all in cold noodles. This way, you can only stalk you.

These days, advertising bonuses. Almost the entire county streets and alleys are covered with advertising slogans or affixed with advertising papers. The popularity of the factory's four main biscuits has skyrocketed. Coupled with the good impressions left before, the market has gradually opened up.

Zhang Qianxiu was also pleased with the good sales results, and asked: "How much did you actually sell?"

"Fragrant Garden sells 720 catties; Duoqi sold 600 catties, and there are several other models that were not advertised, sold 300 catties, and the total sales were 639 yuan." Dong Maoxue said excitedly. .

According to the percentage of commission given to him by the factory, his contribution today is about sixteen yuan.

Sixteen days a day, one month if there is no rest, there will be 480, plus his own basic salary and group leader allowance, and Zhang Qianxiu's previous promise of rewards for his mission, estimated to be 800 to 900 yuan.

The income of eight or nine hundred a month is about to match the income of others for half a year. How can we not let Dong Maoxue get excited?

Zhang Qianxiu saw that Dong Maoxue was so excited, he smiled softly: "When will your people come back?"

Dong Maoxue took a look at the watch he had just bought two days ago. The sales volume of this watch became more and more stable a few days ago. He gritted his teeth and bought it for fifty yuan.

It is already 4:55 in the afternoon.

Dong Maoxue said: "It is estimated that it will take about half an hour before they will come back. These days it is good to promote sales. Everyone wants to run two more and get some commission."

At the beginning, around 4:30, all the salesmen returned, ready to have a meeting, and then go home. The meeting will take about an hour, and it will be dark when they arrive home.

Now that there is money to be made, it is not too late for everyone. Even if they go back in the dark and flash a torch, no one is tired.

Zhang Qianxiu wanted to see what the fighting spirit of these people is now: "Then I will wait to see your meeting, and by the way, take a look at your sales today."

These days, Zhang Qianxiu has been looking at sales statistics the next day, and he has not had a meeting with them.

Half an hour later, the factory workers started to eat and had to work overtime at night.

The salesmen also came back one after another. Although they were all in the dust, they were full of energy and fighting spirit, and they all spoke a little louder than before.

Everyone reported their own sales data. In the last statistic, a group of sales of 3,180 yuan, selling all kinds of biscuits, was exactly 8,000 catties.

The total sales of the two groups was 2,972 yuan, and the total sales of biscuits was 7,560 kilograms.

Nowadays, biscuits are cheap, and the most expensive kind in the factory is only four cents and fifty-one catty. For such biscuits, you can buy them outside. Basically, they cost about one piece and one catty. Ordinary people can’t bear to eat them. After all, ordinary people’s daily wages It is difficult to exceed five yuan.

The factory’s daily sales of five to six thousand yuan, if counted, are currently only about one thousand in profit.

The annual profit is estimated to be around 360,000 yuan, which is already a large number. Now the house price in Beijing is about 1,200 yuan per square meter. Zhang Qian’s annual income from the factory can go to Beijing to buy a house of 300 square meters. .

After 2019, the average house price in Shangjing will be around 63,000, and a 300-square-foot house will be around 18.9 million.

If this calculation is done, this small factory with more than one hundred people, after several months of rectification and reform by Zhang Qianxiu, has indeed achieved good returns.

But Zhang Qianxiu also has a rice shop, and his rice shops have such high profits.

In contrast, Zhang Qianxiu didn't think much.

These salespersons are all bolder, even if Zhang Qianxiu is present, they are not stage fright at all, and they all speak freely, raising their own problems, and letting everyone find a way to solve them.

Now the team has passed the stage of asking questions, but is studying how to speak, it is easier to get the favor of those wholesale store owners; how can we make those bosses more willing to buy the goods they sell.

Such a change is something Zhang Qianxiu likes to hear.

The meeting lasted more than an hour, and only a few words were said at the beginning and the end.

When they got home, Su Yuwei and Ge Qingshan had already started to eat, and they were still chatting.

When Su Yuwei saw Zhang Qianxiu came back, she was a little surprised: "I thought you wouldn't be back for dinner today!"

Su Yuwei said, she went to get Zhang Qianxiu's tableware.

Zhang Qianxiu went in and washed one hand, and said, "I saw the business department go to a meeting today. The business department is doing well these days."

Su Yuwei said: "Listen to you, your biscuits are selling pretty well?"

Zhang Qianxiu said with a "hmm" and said, "It's not bad. After a few days, I will consider reducing the brand."

Su Yuwei smiled and said: "You have worked so hard to make so many brands, and you want to reduce it again?"

Zhang Qianxiu explained: "The four main models will definitely not be removed. There are still more than a dozen models left. I have made so many brands. I just launched all these brands to fight on my own. The development is relatively good, and I will keep them when the time comes. , No, classify the biscuits under other brands, continue to sell, just change the package."

"As a brand I make, I can't just have one biscuit! It's normal to have three or five types."

"At that time, this model will be the same when using Dongtai cans."

"Others have just one brand. I have four brands that I can play, and a few brands that help me on the side. There are seven or eight brands in total, and most people are not my opponents."

Zhang Qianxiu's method can form a brand matrix. I can't kill you with one brand, and four or even eight of me will do it with you.

Some people don't like my brand A, maybe they like my brand B, you go to the store to pick and choose, nearly half of the brands are produced by my factory.

Of course, the brand matrix also has a certain problem, that is, the competition between two brands, which is related to brand positioning.

Zhang Qianxiu has been wondering how this brand should be positioned. Future generations of P&G include Head & Gamble, Rejoice, Pantene, and Sassoon; Unilever has Dove, Xia Baolian, Lux and Qingyang.

Every brand has shampoos with anti-dandruff, degreasing, hair care and other functions. How do they do it? There will be no competition between the two brands.

Or is it that their company is big, what they want is a brand matrix to compete for the market, and they don't care about their brands competing with each other?

Zhang Qianxiu has never worked as a brand manager in such a job. He has no idea how they operate and manage internally. Now even if they recruit people outside, it is estimated that it is difficult to find such talents. After all, this model has emerged later. Most Chinese people are not very sensitive to brands.

To find someone who will succeed in the future?

It’s useless to find this kind of person. He is bullish after 20 years. It doesn’t mean he is bullish now. Maybe he is still moving bricks on the construction site. If you ask him how the company’s management structure is optimized, he can’t give you the answer. Knowledge and knowledge can only tell you how to move bricks faster and easier.

It's like an ordinary worker can no longer be an ordinary worker, and a team leader can't do well. It doesn't mean that he won't be able to do it in 20 years. Maybe he will be the big boss in 20 years.

These two decades of experience and choices will make him, but his future results will not make him.

Closer to home.

Zhang Qianxiu and Su Yuwei came out of the kitchen, and Ge Qingshan said, "Qianxiu, your furniture is almost finished, right?"

Zhang Qianxiu nodded: "Yeah! Master, it's coming soon."

Ge Qingshan said: "Kong Zhengye, if you have time to arrange a job, he also understands in his heart that he won't need any special treatment just because I introduced you."

"Just pay according to the normal salary."

Zhang Qianxiu asked suspiciously: "Master, Master Kong has done a good job in woodworking. Now that he is doing woodworking, he should make more money than I did?"

Ge Qingshan nodded: "His business is okay, but he has to run around the world as a carpenter. Sometimes he has to live in someone else's house. These ten miles and eight villages, where he can rush back every day, don't live so much. "

"He originally planned to go to work in a furniture factory, but I think he is a good person, and you can also leave it here."

Zhang Qianxiu probably understood: "Is there a patient in his family?"

"Well, as I told you last time, the one taking care of is his father. Now that he is old and lying in bed, it is difficult to take care of himself. I went to see it a few days ago. Now, he can't live without people." Ge Qingshan said.

Zhang Qianxiu thought that Kong Zhengye didn’t look like the kind of person who knew how to behave like a fox and a tiger. He was really disobedient at the time. It’s a big deal to tell the master and let him go: "That's OK, I'll talk to him someday, let him come. I work here, I will arrange a job for him."

"Yeah! There is also, He Lao over there, you have time to go and see, He Lao will not have too many days." Ge Qingshan said, could not help but sigh.

People his age are almost old.

Speaking of He Daoxun, Zhang Qianxiu would go to see him except when he sent Su Yuwei there. At other times, he didn't go too much.

Zhang Qianxiu was silent for a while and asked, "Master, Liu Biao and his wife, how is Sister Liu's illness?"

Ge Qingshan glanced at Zhang Qianxiu suspiciously, and said: "It's not completely good yet, but there is basically no problem. Isn't she cooking for the rice shop? There should be no problem with this."

"I'm thinking about it, let him take care of him for a few days." Zhang Qianxiu said: "From a moral point of view, he is Weiwei's master. It is not good to say it. It is estimated that in a few more years, this tradition of apprenticeship will be fine. It will disappear. Except for a few industries, there will still be a tradition of apprenticeship and art. Most of them will be gone. To be a joke, the last generation of apprentices in our masses will also have a beginning and an end, and we will take care of the master."

"To be realistic, the things He sold to me, the things he gave me, and what he said, he gave me all of his old house a hundred years later, I took so many benefits from his old man, and I can’t look at them. Two old people are struggling in the old house!"

"When I went to class with Weiwei, and when I went to work, even if I picked them up, I didn’t have time to take care of them. I thought about giving Liu sister-in-law a little salary and asking him to come here to help take care of the two elders. Weiwei and I will take care of them another day. The two of them please come over."

Zhang Qianxiu knows very well that in a few years there will be no such friendship between master and apprentice.

In recent years, there have been people who have gone to apprentices to learn wall building, carpentry, suona, and funerals. These are all crafts. If you want to apprentice, you must first obtain the consent of others, and then go to the door to give gifts and set off firecrackers.

Some people have been apprentices, so they call for a lifetime master, and they will give gifts during the holidays.

There is a carpenter in Zhangjiaping. Until 2019, two other apprentices will come to pay New Year's greetings every year. At that time, carpenters were already in their 70s, and the two apprentices were in their 40s and 50s. The business is over, but the mentor-apprenticeship has been passed down.

Of course, some people apprehend the teacher and do not work with the master, the friendship between the master and the apprentice will be broken.

In this era, most of this kind of mentor-apprentice friendship is not long.

The tradition of apprenticeship continued in the local area until around 1998. Around this time, no one would go to apprenticeship anymore.

Even if you learn craftsmanship from others and call the master, you are still shouting for fun. When you learn, you pass a cigarette and call the master. After you finish learning, you will directly shout ‘Lao Li’ and ‘Lao Wang’, not to mention the serious presents.

Mainly, around 1998, no one cares about your bricklaying, carpentry, suona and other crafts. Everyone knows that going out to work to make money.

The master doesn't care, and the apprentice doesn't care. When the apprentice learns, he doesn't have any apprenticeship, so he doesn't care anymore. Gradually, it becomes a skill for life, not a craft.

This may be the helplessness under the tide of the times, and it may also be progress!

After all, no one is complacent, holding a bit of craftsmanship, and is unwilling to teach others. Whoever wants to learn it can teach it as a brother.