Time Cafe, second floor.

Doudou is on weekends and doesn’t write homework, so she devotes herself to computer games.

Song Weiyang closed the doors and windows, dragged the bench to sit next to him... called: "Our production technology upgrade has not been completed, and it also takes money to open up the pure water market. You can't fight with Pepsi, we can't afford it, there is not so much cash!"

"The feedback from dealers is very bad, forcing us to make cash rebates," said Yang Xin. "Pepsi Cola's move is too ruthless. Cash rebates can make the dealers' capital chain more stable, and the choice of purchasing and selling goods is more flexible. Dealers are so happy. If we cannot deal with it correctly, we may be snatched away by Pepsi Cola."

"Has Coca-Cola reacted?" Song Weiyang asked.

Yang Xin said: "There is no movement on Coca-Cola, and I don't know what I'm planning."

Song Weiyang pondered for a moment and said, "Start to speed up the construction of direct sales network. Of course, dealers cannot give up, direct sales and distribution will be done together."

Direct sales are a type of sales method, not a disaster, but later they became famous by some people selling health products.

Factory-Consumer, this is direct sales.

Factory-retailer-consumer, this can also be broadly classified as direct sales.

Historically, Pepsi began to play channel stimulus strategies in the mid-1990s, snatching away many Coca-Cola dealers in China. Dealers in some provinces even collectively invested in Pepsi's arms. This forced Coca-Cola to be unable to resist and was forced to develop a direct sales network frantically, and goods were transported directly from factories to schools, supermarkets, restaurants and other places.

Yang Xin said: "We have been doing direct sales network construction. Currently, Jingcheng and Shenghai are doing the best, but other cities may still have to develop slowly."

"I can't explain it clearly on the phone. I want to start a channel construction plan in advance," said Song Weiyang. "I will convene a meeting between the Planning Department, the Propaganda Department, the Sales Department and the Logistics Department. I will be able to come back tomorrow morning."

"Okay, we'll wait for you." Yang Xin said.

Song Weiyang hung up the phone and pushed the door out. Doudou looked up and asked, "Uncle, are you going on a business trip again?"

"Well, I'll be back in a few years." Song Weiyang said.

Lin Zhuoyun is probably studying in the library at this moment. Song Weiyang went downstairs and said to Lin Wanzi: "Sister, tell Zhuoyun and ask her to ask me for leave."

"Are you asking for leave again?" Lin Wanzi said in surprise.

That afternoon, I took a plane to Rongcheng and then took a bus back to the company headquarters. Song Weiyang had already written the plan on the way.

"Chairman!"

"boss!"

“…”

The heads of the Planning Department, Propaganda Department, Sales Department and Logistics Department, as well as General Manager Yang Xin were all there. When Song Weiyang appeared, everyone stood up to greet him.

"Sit down!"

Song Weiyang smiled and said, "Pepsi Cola's strategy of using cash rebates to stimulate channel dealers is indeed very clever, and it caught us and Coca-Cola off guard. We were unable to deal with it head-on because there was not that much money. However, the sky did not collapse and it would not collapse! Today, I will talk about our new sales strategy, called 'key customers and 101 plan'!"

Everyone listened carefully and refused to miss a word.

Everyone in society knows that Song Weiyang is a marketing master, so he has never failed. Now he wants to listen to the chairman's new channel sales strategy.

Song Weiyang grabbed the small blackboard and quickly wrote a few lines of words in chalk.

"After nearly three years of development, Xifeng has built more than 160 sales branches in various places," Song Weiyang smiled. "These sales branches are laying the foundation for my new plan, and now they can finally show their edge!"

Everyone, including Yang Xin, was inspired. It turned out that the chairman started making arrangements three years ago!

"I divide the new sales channels into three lines," Song Weiyang pointed to the blackboard and said, "The first line is the key customers. There are more and more large supermarkets and large shopping malls now, and they can be listed as key customers. The sales department also needs to form a 'key customer group'. Each sales branch has a dedicated person to be responsible for the key customers. We must take the initiative and contact those key customers directly. Then the sales branch connects key customers and factories, transports the products in the factory directly to supermarkets and shopping malls, cooperates directly with retailers, and omits the distribution link!"

"The second line is regional distribution partners, and underwriting agents must be completely eliminated, and even agents at the municipal and county level are not left. What are regional distribution partners? They are responsible for developing retail customers, contacting us after getting orders, and transporting freight directly from the factory to the retailers. These regional distribution partners are equivalent to our area salesmen, not traditional distributors. I call it the '101 Plan', two 1s representing factories and retailers, one o, representing regional distribution partners, and also representing no traditional distributors."

Song Weiyang said: "These two lines are to eliminate traditional dealers and agents and to achieve channel sinking. As long as we can do it, we can control the market and not be restricted by dealers as we do now. Of course, it is difficult to do it. We also need to establish warehousing centers in various places, which is also a huge investment."

"The third line is to go through the wholesale channel, that is, the traditional distribution channel. This is a channel supplement. If you are willing to continue to cooperate with us, then continue to cooperate. If you are unwilling, please get out!"

"This is what we have to do, including iced tea, pure water and canned food! If there is an underwriting contract, their regional agency rights will be cancelled when the contract expires."

"The sales department has a heavy task, but as long as the performance is done well, your bonus will be the highest. There is also the logistics department, and your task is also heavy. When the warehousing centers in various places are established, you must contact the local transportation companies and carry out long-term cooperation with them."

"I have asked someone to print out the specific execution steps, and external transmissions are prohibited within half a year."

"By the way, there is also. Delay the production and listing plan of juice drinks and instant noodles, concentrate funds to establish a warehousing system, and if you don't have enough money, you will find a bank loan. Lao Yang, I know you are considering listing, but the listing plan will also be postponed. Because establishing a warehousing system will inevitably make Xifeng Company's debt ratio extremely high, and the securities regulatory department will definitely not pass Xifeng's ipo review."

"As for Pepsi's current urge to be a palace, the publicity and planning department should take action and carry out more publicity and promotional activities. Don't lower the price again. Buy three bottles and get one bottle. It will definitely attract customers. If you encounter a festival, you can find a festival yourself. If you don't have a festival, you have to create a festival. Isn't this Double Ninth Festival soon? Just find an excuse to do promotions."

"Also, all the Coke produced in the next three months will be sold with prizes. Another bottle will be added, and the intermediate rate will be set to 60%. The sales volume will increase, and some dealers will make money, and many of them will not take the risk to sell Pepsi."

"Okay, the meeting will be over. I will also rush back to school for class. General Manager Yang will be fully responsible for the specific execution!"

Song Weiyang came and left in a hurry, but the company executives in the conference room were infuriated.

Nowadays, large private enterprises in China use the regional agency system, among which the beverage, food and health products industries are the most typical. This method can quickly spread channels and quickly occupy the market, which is the optimal solution and is deeply loved by private entrepreneurs.

Song Weiyang not only wants to eliminate agents, but also weaken the dealer group. This is too risky and a bit thankless.

But what if it succeeds...

Everyone here is very excited. Although it is difficult now, as long as you succeed, Xifeng Company will stand firm.
Chapter completed!