"What? You asked our company to take the initiative to screen customers? Niu Xiaobai, did I hear you correctly? You don't have a fever today, right?" In Chen Wanshi's office, after listening to Niu Xiaobai's advice that Fuma Company should take the initiative to screen customers
Suggestion, in front of Chen Wanshi, Dong Xiaoya couldn't help but stood up emotionally and shouted loudly at Niu Xiaobai.
Everyone in the Fuma office felt it. Dong Xiaoya seemed to be in a bad mood today. When she got to work, she either moved very loudly when putting things away, or spoke in a very rough tone, a bit like a string of firecrackers - a little
Just like that, no one in the office figured out who stepped on her "tail" this early in the morning?
Niu Xiaobai explained: "Wanshi, Xiaoya: Yes, you heard it right. I suggest that the company should conduct necessary screening of all our customers. Do you know? For a famous foreign fast food, they have developed 17
Minutes of optimal in-store dwell time, and then they used the wisdom of experts to develop various strategies to keep unwanted customers out of the store."
After having an in-depth communication with Zhu Lingling, and through thinking last night, Niu Xiaobai increasingly felt that it was imperative to screen customers.
"Niu Xiaobai, are you sick and have forgotten to take your medicine? Can the current competitive situation of your machine processing workshop be compared with that of foreign fast food? They have created a brand effect in our country and are in the minds of the majority of customers.
It has a certain reputation. You see, everyone flocks in to dine every day, and those children are even proud to hold birthday parties in that foreign fast food restaurant... These phenomena can fully illustrate: their market demand
Very big. And what about you? Don’t you have any idea? The manufacturing cost of your products is higher than others, but the quality of your products is not necessarily better than others! In this case, you still talk to me about being picky about your customers? Bullshit
Xiaobai, are you talking nonsense?" Dong Xiaoya faced Niu Xiaobai with another verbal bombardment.
Sitting in the executive chair, Chen Wanshi's attractive face gradually became serious, but she kept calmly watching the quarrel between Niu Xiaobai and Dong Xiaoya without saying a word. Seeing that Dong Xiaoya's emotions were getting out of control.
, Chen Wanshi then waved her hand to signal Dong Xiaoya to sit down, and turned to Niu Xiaobai: "I think Manager Dong is right. Manager Niu, the cost and quality of your machine processing workshop are simply not up to par."
Competitive advantage, why do we need to conduct customer screening?”
Chen Wanshi's voice was not loud, but it had a strong penetrating power in the spacious general manager's office, and it immediately reached the ears of Niu Xiaobai and Dong Xiaoya.
I couldn't help but become quiet.
Niu Xiaobai continued to explain: "My reason is very simple. Everyone has heard of the '28 principle', right? 80% of our company's profits are contributed by the 20% of customers. Last night I was
Thinking about it, why do the remaining 80% of our customers only contribute 20% of the profits? I think the reason is very simple. These customers are all demanders of small batches and multi-variety orders; it is they who are very concerned about product quality.
, the delivery time requirements are more stringent than others; even so, the price of their orders is not necessarily much higher than others. For our machine shop, these customers' orders are a difficult nut to crack. "
Before Niu Xiaobai finished speaking, Dong Xiaoya retorted: "Small batch and multi-variety production are the general trend of future production. You should not
It’s time to complain about the demands of these customers. You should reflect on this: How can you make your manufacturing system more flexible and easier to cope with their special needs! Without these 20% of customers, the production capacity of your machine shop will be completely exhausted.
Not full; without these orders to share your fixed costs, the manufacturing costs of other products will appear higher!"
Niu Xiaobai glanced at Dong Xiaoya and replied calmly: "But Xiaoya, have you ever thought about it? As a result, our machine shop has entered a vicious cycle: we spend great efforts to complete these difficult tasks.
The hard-to-gnaw bones directly led to the reduction of our production capacity, which caused the unit manufacturing cost of a single product to increase. In order to share the fixed costs to reduce the unit manufacturing cost, we had to pick up these hard-to-gnaw bones... I think
, we should enter a virtuous cycle: keep out those customers with poor cost performance, thereby releasing more production capacity to high-quality customers with high cost performance, so that we can concentrate on making their products better.
Increase output to reduce unit manufacturing costs, thereby attracting more high-quality customers..."
"This..." Dong Xiaoya was speechless for a moment. After the several battles with Niu Xiaobai just now, her face turned red. Seeing that she could not speak to Niu Xiaobai, Dong Xiaoya rolled her eyes at him angrily.
. Her eyes were full of grievance and unwillingness, and her teeth were biting her delicate red lips tightly, like a little daughter-in-law who had been angered.
"Manager Niu, what is your suggestion? How do you plan to screen customers?" Chen Wanshi asked, with a slight curve on her sexy lips. Although Niu Xiaobai and Dong Xiaoya each held their own opinions, the debate continued.
The atmosphere was very intense, but Chen Wanshi didn't seem to be affected at all. Her fair face always looked calm.
Niu Xiaobai said: "I want to use the price discrimination method. I want to evaluate all the products currently produced in the machine shop according to the difficulty of their processes and the quantity of the orders, so as to formulate different unit prices with very different differences...
"
"We should have priced our products according to the complexity of the product and the size of the order!" Dong Xiaoya shouted.
"I mean the difference is very large. For those products that are relatively easy to process and have a large order demand, the sales price will be reduced to attract customers to continue ordering; on the contrary, for those products that are difficult to process and require a long time to change tooling,
For products with low order demand, we will increase their sales prices... After establishing this price discrimination mechanism, those customers with poor cost performance will automatically be blocked by us." Niu Xiaobai answered methodically.
Chen Wanshi nodded and agreed with Niu Xiaobai's statement: "Due to various historical reasons, our Fuma company is inextricably linked with these customers, so there are many products that have always been manufactured according to the manufacturing process regardless of their complexity.
The pricing is based on a 'one size fits all' approach. Even if there is a difference, the difference is not big. From a financial point of view, this approach itself is very unreasonable. Manager Niu, later you will talk to Manager Lu of the Engineering Department about the cost of the Finance Department.
Let’s talk with the accountant and submit a plan to me.”
"Niu Xiaobai, don't you think your approach is short-sighted? In this way, those large customers who have huge potential demand may be handed over to your competition just because of this price discrimination mechanism.
The opponent is gone!" Seeing that Chen Wanshi was also on Niu Xiaobai's side, Dong Xiao
Ya hummed and added another sentence.
Niu Xiaobai didn't mind Dong Xiaoya's tone, but said with a smile: "This is why we called you here for the meeting. You need to explain it to those potential big customers and guide their purchases.
Behavior. If those potential big customers cannot bring profits to our company, but cause endless troubles, I would rather lose them..."
…
"Xiaoya, what's wrong with you today? Why do you feel like you've eaten gunpowder?" After walking out of Chen Wanshi's office, Niu Xiaobai couldn't help but ask when he looked at Dong Xiaoya with an angry look on his face.
Dong Xiaoya walked quickly in front of Niu Xiaobai and replied angrily: "Nothing...the weather is not good today, so I am not in a good mood either!" Dong Xiaoya was wearing a dark black suit today.
Wearing a suit and skirt, light makeup on her face, some light red lipstick on her lips, and her ear-length short hair, she looked dashing and very professional.
"Bad weather?" Niu Xiaobai looked at the scenery outside the window: the morning sun was already high in the sky, it was sunny outside, the weather was clear, and the blue sky was cloudless.
Niu Xiaobai quickly chased after him and asked strangely: "This is also called bad weather? Xiaoya, you are not mistaken, are you? Are you sick?" Niu Xiaobai stretched out his right hand and tried to touch Dong.
Xiaoya’s forehead.
Dong Xiaoya forcefully shook off Niu Xiaobai's hand stretched out to her, and said angrily: "I said the weather is bad, but it's not good! Do you care? And... Niu Xiaobai, you ran away last night
Where have you been fooling around? Sister Xiaolan is not at home either, so I am bored at home alone, so bored that I feel so bored... Boredom means no one is chatting with you, do you understand? "
"I met a sales girl last night..."
Before Niu Xiaobai could finish speaking, Dong Xiaoya shouted angrily: "It's really a girl! Okay! Niu Xiaobai, you are a big pervert who likes the new and hates the old, and you don't know where to go when you see a beautiful girl!"
Dong Xiaoya, whose face turned red with anger, stretched out her tender fingers and pinched Niu Xiaobai's arm hard.
Niu Xiaobai touched the pinched arm and hurriedly explained: "Girls, don't do anything... Xiaoya, don't get me wrong, there is nothing between us, we just talk about work and eat by the way.
Just a meal..." Niu Xiaobai found that his explanation seemed to be getting darker and darker.
Just when he was thinking about how to explain, Niu Xiaobai suddenly realized that he had no need to explain to Dong Xiaoya. "No...Xiaoya, I don't have a girlfriend yet. I don't have anyone else."
Isn’t it normal for a girl to go out to eat? Why did I turn into such an unsightly pervert when it came into your mouth?"
After hearing Niu Xiaobai's question, Dong Xiaoya was stunned for a moment, turned around depressedly, raised the corners of her mouth slightly, and showed a sly smile. She pouted and continued to say angrily: "You're not
Are you saying that your goal is the 'Iceberg Beauty'? Why did you start changing your goals before you even got it? You are not a playboy, what are you? I want to condemn you on behalf of the 'Iceberg Beauty', and I want to tell her, you
This person is unreliable!"
"You? Alas!" At this moment, Niu Xiaobai's cell phone rang. He glanced at the name displayed on the screen of his cell phone, became excited, and quickly answered the call: "Hello, Senior Brother Leng...