After the three people sat down on the leather sofa, Dong Xiaoya introduced to Niu Xiaobai straight to the point: "The purpose of Mr. Guo's visit to our company this time is to purchase a batch of customized parts. Mr. Guo's company is a
Trading companies, they purchase various parts in bulk across the country, and then deliver them to the location designated by the customer on time with guaranteed quality and quantity according to the customer's needs. Just now, Mr. Guo also introduced that due to the needs of one of their large customers
The volume suddenly increased sharply, and the original suppliers had no time to deal with it. After being introduced by a friend, he found our company."
Guo Mingliang pretended to cough twice, cleared his throat, and said slowly in non-standard Mandarin: "Manager Dong is right, our customer's recent orders are very popular. The suppliers I have now have
It’s too late to make the production capacity, and I’m worried! This time, I plan to purchase 5,000 parts from your company. If you have competitive advantages in terms of quality, delivery time, cost, etc., we will
I will send you a steady stream of orders."
Dong Xiaoya patted her chest and assured: "Don't worry, Mr. Guo! Our Fuma company has been established for more than 10 years and has very strong technical strength. Whether it is quality, delivery time, or production cost, we have strong competition in the industry.
Advantages, I promise to satisfy your company." She handed a document on the coffee table to Niu Xiaobai: "Xiaobai, take a look, this is the drawing of the parts that Mr. Guo wants to purchase, take a look at the difficulty of the craftsmanship
Then, in front of Mr. Guo, give him the shortest manufacturing cycle... They are very urgent!"
"Yes, yes! Delivery time is the first priority, and we can easily discuss the price." Guo Mingliang nodded in agreement.
Niu Xiaobai picked up the drawing and took a look. What was drawn on it was a stepped shaft with a total length of 50 mm. It was made of a very rare special material. Why did this drawing look so familiar? Niu Xiaobai was stunned for a moment.
. He carefully looked at every size and geometric tolerance marked on the drawing, and thought seriously for a while. Oh! Niu Xiaobai remembered, this is not the kind of product that FG Company commissioned them to process last time.
?
When making samples for FG Company, due to Tang Cheng's carelessness in writing process documents, 4 samples were scrapped. Later, Lu Minghui modified the process documents, and then the machine shop successfully completed the outsourcing of the 1,000 products.
The order directly created additional income of more than 100,000 yuan for Fuma Company.
After the small episode of making samples, Niu Xiaobai was deeply impressed by every size and geometric tolerance in this drawing. Yes! It must be this kind of product. Could it be that this big customer of Defa Trading Co., Ltd.
Is it FG Company? Since the batch size is as large as 5,000 pieces, and we know that there is a supplier like Fuma Company that can guarantee quality and quantity, why doesn't FG Company directly purchase from Fuma Company?
Thinking of this, Niu Xiaobai put down the drawings, looked at Guo Mingliang and asked in a very casual tone: "Mr. Guo, I have a question, I don't know whether I should ask it or not? I would like to ask which customer these parts are for.
Made?"
Guo Mingliang smiled and shook his head, but stared at his toes: "Manager Niu, please forgive me for telling the truth, your question is not
You should ask.”
Niu Xiaobai immediately asked: "Oh? Why?" Guo Mingliang's answer further aggravated his doubts.
"Haha! Manager Niu, let me tell you a short story: Two days ago, the young couple next door to us had a quarrel and got divorced. The husband said: 'It's okay to divorce, and I will take care of the children!' The wife said: 'The children will be taken care of by me!
I raise it! Do you think the child is yours? 'Now, we really have to get divorced! So, there are some secrets that cannot be told. Which customer the parts are made for is the trade secret of our trading company.
If you find out, who can guarantee that your company will not bypass us and do business directly with them?"
Seeing Niu Xiaobai's eagerness to know, Dong Xiaoya quickly continued the topic and said: "Mr. Guo, what you said makes sense, and we can understand it. In fact, our manager Niu didn't deliberately want to inquire about you.
Trade secrets, he was just curious. A few days ago, our neighbor's sister across the door picked up a very precious purebred pet dog. She wrote a notice and planned to post it in the community's 'lost and found' column. That night I
I saw what she wrote: purebred pet dog, male, nearly 6 months old, no collar, very friendly, found at the gate of Shilu Community."
"I was worried that she would reveal too many details, which would give an opportunity to those who want a dog without conscience, so at my insistence, the neighbor's sister re-wrote the notice. Later she wrote this: Guess
Guess what I picked up? Haha! So, properly communicating some key information to us will be conducive to good cooperation between the two parties in the future. If you feel uneasy, Mr. Guo, we can sign a confidentiality agreement and promise not to
We will trade with their company independently for these parts."
Guo Mingliang still shook his head: "I will never tell you the name of this customer. Anyway, I have provided you with the drawings, payment terms, and target price. Just take a look. If you can do it, do it. If you can't, do it.
I'll look for someone else."
…
After sending Guo Mingliang away, Dong Xiaoya shouted to Niu Xiaobai very dissatisfied: "Niu Xiaobai! I really don't understand what you think? This customer has come to visit you, and you still doubt this?"
Those who doubted that, asked others a lot of random questions! Are you deliberately trying to undermine me as a sales manager?"
Niu Xiaobai quickly waved his hands and explained: "Xiaoya, don't get me wrong! That's not what I meant. I just think it's a bit strange, with such a large batch of 5,000 pieces, and knowing that our company has the ability to make such parts, why?
FG Company didn’t find us directly, but repurchased it through a trading company? Obviously, didn’t this directly increase their procurement costs? After all, the trading company is not a fool, they must make a little difference in price.”
"Oh! Niu Xiaobai, you stupid head! Mr. Guo has explained it very clearly. Customers don't want to spend too much energy developing their own suppliers, so they entrust them to do these things. Besides,
How do you know this customer is FG Company?"
"I remember this drawing clearly. It must be the kind of parts that FG Company commissioned us to process last time."
"Even if it is really FG Company, so what? Sell it to Trade
Does it make any difference to our company whether we sell it to Yi Company or to FG Company? Look, Mr. Guo ordered 5,000 sticks as soon as he opened his mouth. The price is also good, 350 yuan per stick, which is 1.75 million at once.
Yuan! Where can you find such a generous customer? A big order of 1.75 million yuan! Oh my God! I will get a lot of sales commission right away, and now I have paid it! Yeah!
"
Niu Xiaobai covered his chin, lowered his head and said to himself: "But... I always feel that something is wrong with this matter. Our company has done nothing, so why did such a big mouthful of fat meat come to our door? This
Isn’t this thing going too smoothly? Well, there must be a monster when something goes wrong..."
Dong Xiaoya gently poked Niu Xiaobai's forehead with a finger like a green onion: "I said Niu Xiaobai, what do you mean 'did nothing'? I, Dong Xiaoya, the sales manager, did not receive this Guo Xiaobai?"
Has it taken half a day? Oops! Are you too suspicious? People are willing to pay 30% of the payment in advance, and pay another 60% before delivery, and promise to settle the remaining balance within one month after the goods arrive. It’s so generous.
Where can you find the payment terms? Even if there is any problem, with so much advance payment and payment before shipment, the initiative is in our hands, what are you afraid of? "
Niu Xiaobai picked up the cost data listed by Dong Xiaoya again: the unit raw material cost is about 185 yuan, and the total processing cost of labor cost, equipment depreciation, water and electricity amortization, etc. is about 90 yuan; calculated comprehensively
, the gross profit of each product is 75 yuan, and the gross profit rate reaches 21.4%, which is indeed very high for the machining industry.
This piece of data was indeed very attractive, and the other party was willing to provide such generous payment terms. Niu Xiaobai was convinced by Dong Xiaoya. He put down the information, crossed his arms and said, "Okay. Xiaoya, maybe you are
Yes, maybe I was too cautious. What did Wanshi say?"
"I haven't had time to tell her yet! Aren't I afraid that you won't be sure, so I communicated with you in advance? This is the first big order with Defa Trading Co., Ltd., you must be careful and manage it well
Your unreliable subordinates, ensure the quality and delivery time of your products, and don’t do anything like the batch of products you made for MKL this time.”
"Well, okay! I understand." Niu Xiaobai nodded and agreed.
Seeing Niu Xiaobai's solemn expression, Dong Xiaoya said with a smile: "Xiaobai, don't worry too much. This world is meant to starve the brave to death and starve the timid to death. As long as you are lucky enough, good
Cheap prices will still come to you. For example, two days ago, I went to Hangzhong Commercial Building with Sister Xiaolan. She fell in love with a gray coat and asked the price. It cost more than 500 yuan. She talked to the boss for a long time.
The boss just refused to lower the price. Sister Xiaolan felt it was not worth it and left. After we got home, she thought about it and she still liked it a little bit, so she searched for the same style on a certain website. She actually found it.
, the price was 208 yuan, so I placed an order. After she paid, the seller said that we are in the same city and asked her to get it directly from the counter on the third floor of Hangzhong Commercial Building! When I accompanied Miss Xiaolan to get the things, I found that
That counter! When the proprietress saw us, she was stunned on the spot and expressed her embarrassment, haha!”