Sun Yaoliang's answer made Song Yuanchao extremely pleased, and it made it even more determined that Song Yuanchao's decision to hand over the sales to him was an extremely correct decision.

"What are you going to do?" Song Yuanchao asked directly.

What can tell the problem is the level, but what can solve the problem is the ability.

"Because time is tight, I plan to go to the three major companies to see, but the three major companies are all big companies. They must have soda factories that they are already working with. It may not be easy to open up the situation and gain channels."

Sun Yaoliang said with a serious expression: "I am not familiar with Jinling. It is probably not easy to talk to them about cooperation. It is very likely that I will be rejected directly. The best solution is to find relationships and find the right person through relationships. I am very clear about the supply and marketing. Even if the big leader above knows it, he must connect to the person in charge of the supply and marketing directly responsible for the product. His words are more effective than the big leader's direct arrangement from top to bottom. But the key problem is that we don't know people now. Even if we look for the situation and find channels, then ask for people to introduce them, I'm afraid it won't be able to handle it in a short time. Even if it goes smoothly, it will take at least ten days and half a month to complete."

"This time is too long and it is unrealistic. As for the relationship between Jinling, I am the same as you. I can only rely on you to find a relationship." Song Yuanchao said.

Sun Yaoliang nodded: "Yes, that's why even if you can run away, it's really too long. Next week will be July. It will take at least one week to sell the product to the other party's warehouse and put it on the shelves and sell it. After doing this, it may be over in July."

"The peak season for this beverage is the best in summer. July and August are the top priority in sales. We can't afford it after wasting nearly a month. So I think that although the three major companies have to run and open their channels, they cannot be limited to these three major companies. Their vision must be relaxed."

Song Yuanchao noticed the smell and asked with interest: "Tell me specifically, what do you think?"

"It's very simple. While we are traveling to the three major companies, we cannot put all our hopes on them. Other channels must also be run, including the supply and marketing cooperatives we currently cooperate with. As I said just now, most of the sales channels in Jinling are in the hands of the three major companies, and the main channels of the supply and marketing cooperatives are in the urban-rural fringe areas. Apart from these, they are all large and small cigarette paper shops in the city."

"Invincible starts with sacrifice to the ancestor"

"Do you want to start from this?"

"Yes!" Sun Yaoliang nodded: "The tobacco paper shops look inconspicuous, but after all, they are huge in number, and they are directly facing the people at the last window of sales. In fact, whether it is the three major companies or the supply and marketing cooperatives, they have few real sales channels, most of which are just wholesale. To be honest, their retail is only a few stores under their name. Since they are wholesale, who are wholesale to whom? Aren't they these large and small tobacco paper shops? From this point of view, the tobacco paper shops are the final sales channel. We can completely open the three major companies and the supply and marketing cooperatives to cooperate with these tobacco paper shops for comprehensive cooperation."

"Do you think you're sure to do this?"

"Of course I'm sure!" Sun Yaoliang insisted on the railway track: "Let me give the simplest example. There are two types of products now, one is orange soda and the other is salt soda. If you don't talk about salt soda for the time being, just talk about orange soda. I asked Li Jiafu. The ex-factory price of a bottle of orange soda in our factory is 6 cents, the wholesale price is 7 cents, and the retail price is 8 cents. The price we give to the supply and marketing cooperative is the ex-factory price. The wholesale price of the supply and marketing cooperative gives channels, and the retail price of the channel is the final sales price."

"If we cooperate directly with these stores, we can give the other party a price of 6 cents, so that the other party's original profit from getting goods to retail will double. I don't believe that people are not tempted by such a large proportion."

"Besides, we are the first branch of Nandu. The golden signboard of Nandu is still a bit famous in Jinling. We are also relieved to cooperate with them directly on behalf of the manufacturer. Do you think this is the reason?"

Song Yuanchao nodded in agreement. Sun Yaoliang's idea was correct. He directly jumped out of the intermediate channel dealers to master terminal sales channels. This idea has to be said to be very bold, but it also has very feasible operationality.

"However, this kind of sales method also has some disadvantages. I have three problems that are really difficult to solve. I also ask the leader to help." Sun Yaoliang said with a smile.

"You kid is still doing this with me. If you have any questions, just mention them and I'll listen first." Song Yuanchao didn't say whether it was OK or not, and said with a smile that he would listen to his conditions first.

"The first question!" Sun Yaoliang raised a finger: "This sales model is a model of accumulation of small amounts, because the sales channels are different from before. Previously, the sales in the factory were directly facing large channels such as supply and marketing cooperatives, so the quantity of goods each time the other party purchased was large, at least the quantity of one truck. But now it is not possible. Think about it, how much soda should be loaded in a truck? According to the loading capacity of Dajiefang, at least 300 pieces should be calculated? But those cigarette paper shops can get so much goods? Even if they can ask them, they have no place to put them on. So according to my experience, the number of goods purchased by cooperation with cigarette paper shops is only a few pieces at most, and at best it will not exceed 20 pieces."

Sun Yaoliang is right. The sales amount is also different from the sales targets. The supply and marketing cooperatives and the three major companies have their own warehouses and networks, and most of them are mainly wholesale, so their purchase volume is relatively large. It is normal to purchase three or five hundred pieces at a time, and there are even thousands of pieces.

But small shops such as cigarette paper shops are different. For example, convenience stores in later generations are not even as good as convenience stores. The stores are so big, some are so small that they only have one sales window. In this case, it is impossible to stock up in large quantities.

This creates the problem of ordering volume every time when cooperating directly with these channels, an ordinary tobacco and paper store will at best require two or three pieces each time, and about ten pieces is already considered a big problem. In this way, transportation, distribution, is a big problem.

Song Yuanchao thought about it and said nothing for the time being. He raised his hand and signaled Sun Yaoliang to continue talking.

"The second is the personnel issue. I don't know how many tobacco and paper shops there are in the city, because there is no right to speak without investigation. But I think this number will definitely not be small. Jinling is a big city. In terms of the area of ​​Jinling's urban area, maybe thousands or even more are there. Now, Li Jiafu is responsible for purchasing and I am responsible for sales. I am only a single commander and half of the soldiers. Do you think it is appropriate to let me go to each house? Even if I have no problem here, how many can I go to a day? Take 1,000 tobacco and paper shops in the city as an example. I am 24 hours a day, and it is not a small number to travel to a half hour? I don't eat, drink, or rest a day, at most 48, but this is impossible. It's 24, and 240 in ten days. These 1,000 can be run by myself for a long time?"

"What about the third point?" Song Yuanchao understood Sun Yaoliang's meaning and continued to ask.

"The third point is the issue of account settlement. Selling things is not a skill, but taking back the money is the ability." Sun Yaoliang said with a serious expression: "How to settle accounts with these cigarette paper shops is a problem. Paying money with one hand and delivering the goods in the other hand. This model is not impossible, but if you do this, why should people get the goods from you? But if you sell on the same behalf, it is a trouble if you default on the payment, so you must find a way to get the best of both worlds and take this problem into consideration first, otherwise you will be in vain in the end."

"Also, account settlement also involves personnel issues. No matter which settlement model is in the subsequent way, it needs to be handled by people. If no one works, who will deal with it? Me? Or you? Right?"

When he lit a cigarette, Song Yuanchao nodded slightly. Sun Yaoliang was not an outsider. What he said was the actual situation. He not only proposed changes in the sales model, but also came up with feasible plans. At the same time, he also told Song Yuanchao some of the problems existing.

The three problems raised by Sun Yaoliang are objectively existing. The first is the transportation and distribution problem. Although this problem is a little more troublesome, it is easy to solve. It is impossible to change the current delivery model and change it from whole-vehicle shipping to small-batch delivery.

This model was called "city distribution" in later generations, and it was not a rare thing, but it was not easy to do it well. This required a stable and timely delivery platform to the terminal. This platform was very simple in later generations and could be solved by directly outsourcing to third-party logistics, but it is difficult to do now.

As for the second question raised by Sun Yaoliang, it is the personnel issue. So many terminals Sun Yaoliang is just to make a person into two pieces and can’t escape. People’s energy is limited, and letting Sun Yaoliang be responsible for sales is to let him control the overall situation, not to be a simple salesperson to use. If this happens, it is not only a waste of talents, but also inefficient.

Part of the third point is the same as the second point, and it is also a human factor. In addition to the issue of sales account settlement, Song Yuanchao has some ideas about the latter. If the issue of sales account settlement can be performed, it will no longer be a problem, but the personnel issue is a big trouble, and Song Yuanchao couldn't help but think deeply.

"I'll think about these questions first, and you'll think about them carefully. Let's talk about them later?"

"Okay!" Sun Yaoliang snuffed out the cigarette butt in the ashtray without saying a word and stood up: "The key is that people are there. If there is no one, there is no way to work. This will be solved no matter what. I have to think about the others, and we will communicate after we see it?"

After saying that, Sun Yaoliang greeted Song Yuanchao and left first. He had just taken over the sales department and had a lot of things in hand. He must clarify some of the context as soon as possible so as to continue the following work arrangements.

After Sun Yaoliang left, Song Yuanchao sat in a chair and thought quietly about what he said just now. After a while, he picked up the phone on the table and dialed the extension on the workshop directly. The phone rings twice and then connects. Song Yuanchao told the other side who he was, then explained a few words and hung up the phone.


Chapter completed!