Niu Xiaobai slapped his thigh and said happily: "Yes, why didn't I think of that? Xiaolan, you are better!"
Dong Xiaoya pouted and said: "Do you think those external customers are easy to deal with? Don't forget, they are all uncles and gods! We only have to listen to them, when will it be their turn to listen to us? Want to influence
Their delivery time? Do you think I’m a fairy?”
Niu Xiaobai, who was looking excited just now, was suddenly poured cold water on him. He said in frustration: "This? This won't work, that won't work either. So what should I do?"
Dong Xiaoya chuckled: "Actually, I have a feasible method. It can help you balance the demand for sales orders to the greatest extent. However, this answer requires a big meal."
"Well...this eating and drinking is very harmful to a girl's body. You see, we have been eating the good food cooked by Xiaolan every day these days, and your chin has become round. For your future happiness
In our daily life, we don’t have to eat big meals, right? Can we change other ways of reward? You know, money is so cheap now, you can buy a lot of money for just about anything, haha.” Niu Xiaobai’s face showed
Difficult color.
Dong Xiaoya has a well-proportioned figure and would not worry about obesity at all. She glared at Niu Xiaobai and said, "Niu Xiaobai, you stingy guy! I'm afraid that I lack sleep, money, love, and heart..."
…The only thing I’m not afraid of is my lack of figure, because I’m a person who can’t get fat! Just forget it if you don’t want to treat me to a big dinner. What excuse are you making? I’ll ignore you!”
"It's over, it's over! Even Xiaoya, you ignored me. Now I've become a 'goubuli'." Niu Xiaobai said pitifully.
"You are the puppy, you are still a Pekingese! I don't care, wherever there is a feast, there is sister's laughter. Either you treat me to a feast, or I will never tell you the answer to your question." Dong
Xiaoya twisted her neck and said.
Seeing Dong Xiaoya's demeanor, Niu Xiaobai had no choice but to compromise: "Okay, okay! I really admire you. How come you are so greedy from a girl's family? But this meal
I owe it first, right? I haven't paid my salary yet, and I don't have enough money in my pocket to pay for the big meal. Alas! Making money is a kind of ability, and spending money is a kind of skill. Only now do I realize that my ability is limited, but my skills are very limited.
Gao Xiaolan, you come here to testify, and after your salary is paid, I will invite you two to have a big dinner together. Xiaoya, are you satisfied with this? Stop being so pretentious, just tell me!"
Dong Xiaoya nodded with satisfaction: "That's about right! These days, everything requires paid study, how can there be so many free lunches? In fact, my method is very simple, let your planner make plans at the beginning of each month that may not be available.
Mark out the days when the work is done, and I will help you get some outsourcing orders for processing with supplied materials. In this way, on the one hand, your employees will have work to do, and on the other hand, the machine shop can also earn extra income from processing with supplied materials.
Fei, isn’t this the best of both worlds?”
After hearing this, Niu Xiaobai suddenly realized, and he gave a thumbs up to Dong Xiaoya: "Xiaoya, yes, your method is good! Anyway, I am idle, so I might as well help some enterprises that are too busy to do something.
For outsourced work in material processing, we charge OEM fees to dilute labor costs, water and electricity costs, machine depreciation and other costs.”
Dong Xiaoya hit Niu Xiaobai
Snapped his fingers: "Look, what is an elite? They are as sharp as an eagle! But Xiaobai, don't get too happy too early. I will tell you the ugly story first. That company that needs outsourcing in this area,
It is a wholly foreign-owned enterprise. They have very strict requirements on product quality, and the special materials they use are relatively expensive. Once the products you make do not meet their quality requirements, not only will they ruthlessly return them, but they will also ask you to
Undertake the materials needed for redoing. Can you agree to these requirements?"
Before Niu Xiaobai could speak, Zhang Rulan shook her head and said, "Xiaobai, based on my understanding of the employees in the machine shop, they don't have a high awareness of quality. The semi-finished products and finished products are often reworked; many of them are reworked.
The product may be scrapped after a few times of tossing, so the scrap rate is also very high. If the quality requirements are really as stringent as Xiaoya said, you might just lose money and make a fuss, and end up working in vain."
Niu Xiaobai covered his chin with his right hand, lowered his head and pondered for a moment, then said categorically to Dong Xiaoya: "I want to place an order like this! I have been thinking about how to improve the quality awareness of our production line employees.
?I have never been able to find a breakthrough point. Since there is such a customer with strict quality requirements in front of us, this is a good opportunity for us to train. Let everyone see for yourself: How is the quality of our products? So
With such a high rework rate and such a high scrap rate, can we still make money? Also, these quality data are included in their performance appraisal. In other words, whether they can get their own performance bonuses no longer depends on the company
It’s up to them.”
Dong Xiaoya patted Niu Xiaobai's shoulder hard, and said with a smile: "Haha! Xiaobai, you kid, this move is quite damaging! However, you are right, these old fritters are used to it.
They are living a good life without any sense of crisis. They need a little external stimulation to make them move. They have been comfortable for so many years, and today they finally have this embarrassing and conspicuous opportunity, haha!"
Dong Xiaoya stopped laughing and said with a serious face: "Xiaobai, one more thing, in order to help you get these outsourcing orders smoothly, I have decided to give you a 20% discount on the OEM fee for machining."
"Twenty percent off? Why? They have such high requirements for the quality of their products. We have to bear a huge risk of losing money. It would be good if we don't increase the price. You still want to give us a 20% discount on the OEM fee? You said, they
Do you want to do everything except good deeds, and want everything except face?" Niu Xiaobai said dissatisfied.
"Xiaobai, don't worry. In fact, the reason is very simple. Your current machining operating costs are too high, 10% to 15% higher than the general market outside. Even if your OEM fee is 20% off, in fact,
The price is not much lower than other companies.”
"This?" Niu Xiaobai was speechless for a moment. Chen Wanshi had also mentioned this data to him.
Niu Xiaobai thought in his heart: "The high operating cost is the current flaw of the machine shop. We must find a way to reduce it! Only in this way can we be competitive, otherwise we will be defeated by our competitors sooner or later!"
Seeing Niu Xiaobai's angry look, Dong Xiaoya smiled and consoled him: "Haha! Xiaobai, don't be unhappy. A person must know how to be satisfied. Do you know?
?Nowadays, major domestic factories are almost like this. They usually hand over 80% of their production capacity to large customers. These orders are small profits but quick turnover, which is only enough to cover costs; the remaining 20% of production capacity can be used for small orders with high profits. This part
That's the profit. Besides, these outsourcing orders for processing with supplied materials can make full use of your idle production capacity and dilute your fixed costs and labor costs. To you, this is equivalent to picking up money. You are not satisfied yet.
ah?"
Niu Xiaobai also knew that Dong Xiaoya had tried his best, so he could only sigh and said: "Oh, that's the only way it can be. But the risks in product quality are quite big, and everyone needs to work hard. By the way, Xiao
Ah, can you help us find some domestic orders in the future? Their quality risk may be slightly lower."
"Do you think it's easy to do domestic orders? You're totally wrong! If a sales manager is doing orders for domestic customers, basically one-third of his time is in dealing with business, and more than two-thirds of the time
Time is chasing receivables. Domestic orders are difficult to make, and it is too difficult to collect payment. Not only is it difficult to collect payment, but another problem with domestic orders is that they require a lot of working capital. The working capital for domestic orders is heavily burdened with raw material procurement; procurement
The incoming raw materials have to be pressed in production; the inventory of finished products has to be reduced; and finally, receivables have to be reduced. In the end, working capital needs to be three times the monthly production and sales to maintain normal operations.
How many companies can handle the liquidity requirements?”
"Is there such a thing? Isn't it easier to do overseas orders?"
"Of course. Unlike domestic customers, foreign orders are produced for orders. When the order is confirmed, the letter of credit comes, and the company's financial staff takes the letter of credit to the bank to exchange for a loan. There is almost no need to provide working capital. Therefore, foreign orders are
Everyone must grab the hot cakes. Smart sales managers choose their orders in this order: foreign orders, domestic and foreign-invested orders, domestic Sino-foreign joint venture orders, then domestic large enterprises, and finally domestic small and medium-sized enterprises."
"Haha! Is this a chain of contempt?" Niu Xiaobai asked.
"You can say so. Although it seems disgraceful to say it and lose the face of our countrymen, this is the fact. Several of my seniors have told me that when making foreign orders, we basically only talk about the products and the relationship with them.
Product-related price, quality, delivery time, etc. But once you make a domestic order, in addition to talking about these, you also need to talk about friendship, relationships, and corresponding gifts, holiday greetings, meals, singing, dancing... it’s all annoying
So annoying!"
"No wonder many domestic sales managers say that they often pretend to be grandsons and don't know the art of war. If they are accidentally exposed to some sunshine, they will rot."
"So! I finally won the outsourcing order, Xiaobai, your brothers have to live up to their expectations, don't mess up! This face was given by others, but the face was lost by yourself."
"No, no! Xiaoya, you can rest assured. I haven't known what I should be good at since I was a child. I had no choice but to fully develop my moral, intellectual, physical, artistic and physical skills. I can control this small scene!
"
"Tch! Xiaobai, are you bragging again? Why do I think you are unreliable the more I listen to you? Don't wait until everyone says you are ugly to find out that you are really ugly."