Li Wenjun: "Yes, in order to develop car engines, it was not easy for us to copy others. We had to make many mistakes before we could make a qualified product. Do you still remember?"
Tao Guangming: "More than a hundred? I forgot, it's quite expensive anyway."
Liu Dongsheng said: "The exact number is one hundred and fourteen. I didn't finish it until I reached one hundred and fifteen."
Li Wenjun said: "That's right. We can earn back the engine research and development costs because the cars sell well in the port city. We have experience in the production of automobile engines for motorcycle engines, so the costs we spend on engine research and development are not much, so we
They only cost 400 yuan to build and sold them at 600 yuan. They started from scratch, but the motorcycles only sold for 450 yuan..."
Tao Guangming frowned: "Yeah, are they all fools? Don't make money? Or do they just succeed in the first try without R&D on the engine?"
Li Wenjun said: "It is also possible that they have found other ways to reduce costs, such as materials..."
Liu Dongsheng said: "Then, we also need to change the materials and make them cheaper?"
Li Wenjun shook his head: "No, this model is already our lowest version. We can no longer delete or use cheaper materials, otherwise it will seriously affect the quality and endanger the lives and safety of customers."
Tao Guangming's face wrinkled: "But you can't tell this to customers. They just see that other people's prices are cheaper and look similar. If you let it go, all the customers will be robbed."
Li Wenjun laughed again: "Actually, you have all fallen into a misunderstanding."
When the other three people heard this, they all stared at Li Wenjun.
Li Wenjun asked: "Who was our customer base at that time?"
Guo Jianguang replied: "Mid-to-low end."
Li Wenjun nodded and said: "Yes, not entirely right. In fact, it should be said that it is small and medium-sized cities and rural areas, as well as ordinary people in big cities. You have not studied the sales data of Hunan Province. The sales volume of small and medium-sized cities and counties is higher than that of provincial capitals."
many."
Tao Guangming said: "That's for sure. There is only one point in the provincial capital, and there are so many points in the small and medium-sized towns combined."
Li Wenjun said: "Then have you summarized how many brands are selling motorcycles? The total sales volume of these brands of motorcycles in Haicheng this week."
Tao Guangming said: "No."
Li Wenjun nodded slightly: "Go and investigate. Once the investigation is completed, we will discuss it again."
----
A few days later, Tao Guangming met with them again.
Li Wenjun specially called Chen Keji, Zhou Liguo, Han Junsheng, Qin Hongling, and Zhong Zhenhua today.
Tao Guangming waited for everyone to sit down before he said: "I checked, twelve brands of motorcycles, a total of thirty-seven motorcycles were sold in the first week."
Li Wenjun smiled: "Twelve counterfeit brands of ours means we have twelve sales points in Haicheng. Do you know how many units were sold at this point in Cha County in the first week? Fifteen units. Right
There are twelve sales points in the county and fourteen sales points in Li County. Three points are more than the twelve sales points in an entire city. Even Zhuzhou City, a mid-level city, has more sales than the provincial capital."
Tao Guangming fell silent.
Li Wenjun added: "I asked you to sell on the third-level sales platform in Hunan Province just to let you compare sales data. You did not compare and were blindly optimistic, so you made the wrong decision. Now let me analyze with you why we are in Hunan Province
The provincial capital can sell so many motorcycles, firstly, because there is no competition, and secondly, it has a customer base."
Guo Jianguang said: "Yes, we made a wrong decision and did not study the sales data carefully. It is still too late to make changes now."
Li Wenjun said: "Well, this time, we will not build an exhibition hall. The cost of the exhibition hall is too high and it is only suitable for high-value products. This time, Comrade Tao Guangming and Comrade Guo Jianguang will go to negotiate with department stores in various counties and prefecture-level cities."
, signed an exclusive sales agreement requiring them to only sell our motorcycles in department stores within six months.”
Tao Guangming said: "The idea is good, but others may not cooperate with you."
Li Wenjun said: "We will make a profit of fifty for each unit."
In other words, as long as you sell one unit, you can earn fifty cents. The department store will definitely be willing. But Li Wenjun himself just said that he would not engage in a price war...
Li Wenjun saw through everyone's doubts: "After reasonably reducing costs, it is okay to adjust prices strategically. Tao Guangming also said that the exhibition hall plus high-end and transportation costs will cost about fifty yuan per unit. I will detail it with you.
One point, the transportation cost actually only accounts for ten yuan. Forty yuan is the cost of the showroom and sales. Therefore, why I choose to sell motorcycles in the county department store is to reduce this cost and let the county department store make profits.
This amount of money is earned by cooperating with us. In fact, we only make ten yuan less. Ten yuan is within the normal price range, which is completely acceptable. We can even do this, instead of giving away a helmet, we will give away a pair produced by our handicraft factory.
Windproof gloves. But when buying a motorcycle, you must buy two helmets. Each helmet costs ten yuan. In this way, we will not lose money."
Several other people couldn't help but feel a slight heat on their faces after hearing this, especially Guo Jianguang, Tao Guangming and the others. Li Wenjun's research on cost and sales data was far more detailed and attentive than them.
Tao Guangming: "But if you do this, others will do the same."
Li Wenjun nodded: "So act quickly, don't make any noise, and sign an exclusive sales agreement. I have prepared the contract template."
He said to Chen Keji, Zhou Liguo and Tao Guangming in turn: "Comrade Chen Keji, please put aside the matters at the automobile factory and hand them over to Han Junsheng. Comrade Zhou Liguo, the matters in your hands will be temporarily handled by Comrade Qin Hongling and Tao Guangming."
Let Comrade Zhong Zhenhua discuss the matter of land acquisition first."
These people nodded in agreement.
Li Wenjun added: "The four of you move at the same time, divide the regions, and go to various department stores with contract templates to sign contracts. From Gan Province at the same latitude of Hunan Province, to Guangdong Province, Yun Province, and Gui Province to the south of Hunan Province.
Starting with counties and prefecture-level cities, we will win as many as we can. If we win a county, I will reward you with fifty yuan. I will call you after you win. In order not to alert others, I will wait until everyone wins a certain number of counties and cities.
, then we arranged to transport the motorcycles there and start selling them.”
After he finished speaking, he paused and glanced at their faces with a calm and majestic gaze.
Everyone was excited and nervous, staring at Li Wenjun like generals staring at their commander-in-chief on the eve of a war.
Li Wenjun looked solemn: "Comrades, the latest and most important sales season is coming soon. The fate of the motorcycle factory is in your hands. It doesn't matter whether you go out to negotiate or stay in the factory.
It’s important. Please, everyone!”
Everyone said almost in unison: "Don't worry. We will do our best."
