Chapter 463 Tactical Strategy of Channel
The whole afternoon, designer Xiao Yingxue took Xu Chen and Fang Jun to visit several furniture and building materials markets.
Xiao Yingxue was recommended by Fang Jun, so she can naturally trust her completely.
Xu Chen also knew that Xiao Yingxue, as a person in the home decoration industry, would never be deceived when she came to buy furniture and decoration.
Furniture and furniture decoration are also "very deep" industries. It is highly likely that ordinary people will be cheated when purchasing directly.
And at this moment, Xiao Yingxue was carrying her, so I felt much more at ease.
First of all, Xiao Yingxue would not take some stores that were cheating and had poor quality.
Secondly, which company has inflated prices, Xiao Yingxue can basically tell at a glance.
The store owner found that the person who came was "knowing", and the price was much more reliable.
This invisibly will definitely save Mr. Xiao Xu a lot of invisible capital.
It has to be said that Sister Fang Jun is really a comprehensive "God of Wealth".
It's been going until it's almost dark in the evening, and the purchases are getting too many.
The large furniture is basically set, including sofas, beds, dining tables, desks, etc.
There are a few items that are not available in Tiancheng, and you need to order them in the provincial capital, but you can basically arrange delivery to your door before the New Year.
All the furniture selected are based on the design style chosen by Brother Bing, mainly in simple and high-end black, white and gray.
Xiao Xu invited him to dinner to express his gratitude, and Xiao Yingxue felt a little embarrassed, but he was still pulled by Fang Jun.
Xu Chen had a happy meal at a restaurant in his hometown that Fang Jun chose.
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At night, at home.
Xu Zhiquan was driven back by the fourth uncle Xu Zhilin.
We were having dinner with customers in the evening, so Xu Zhiquan still drank some wine.
Old Xu's face was flushed but he was not drunk. He drank a pot of hot tea with Xu Zhilin in the living room and smoked a few cigarettes.
Xu Chen was about to rest after taking a shower. When he heard that his fourth uncle had come, he went downstairs to say hello.
Xu Zhiquan was also a little surprised: "I thought you were staying in the city tonight."
When the fourth uncle saw Xu Chen, he was very enthusiastic and asked him about his study and life in Shanghai.
Xu Chen chatted with her for a while and brought tea to her father and uncle.
The two brothers talked about some engineering matters, and Xu Chen learned that Chenxin Seedlings' business was also very good in surrounding counties and cities.
First, the seedling planting base was expanded, and a lot of land was collected and many farmers and workers were hired in the counties and cities.
Secondly, I got a lot of new seedling projects through bidding and social relations.
In addition to the original high-speed seedling project, there are also urban greening factories in surrounding counties and cities.
In fact, the ability of Chenxin seedlings to reach the current scale and level still surprised Xu Chen and was surprised.
"Zhao Mr. Xiao Xu" stopped his father and jumped into the trap of Guangming Factory and pointed out the seedling business, but he did not expect to reach this scale in just one year.
The right time, place and people are harmonious.
The combination of Xu Zhiquan, Xu Zhilin and Zhang Yongqing is also perfect, one is engaged in relationships and funds, one is engaged in operations and management, and the other is engaged in technology and production.
As the boss, Xu Zhiquan is not stingy with Xu Zhilin and Zhang Yongqing, let alone Xu Zhilin is still a brother.
…
After seeing off my fourth uncle in the evening, Xu Chen asked about Guo Liang's affairs again.
Xu Zhiquan smoked a cigarette and said, "Guo Liang will come back from a business trip tomorrow, and we will make up for it together.
There are solutions when soldiers come to block the water and soil. ”
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In the evening of the next day, Chenfeng Park Comprehensive Building.
The large conference room was filled with smoke.
Guo Liang has returned from a business trip and is holding four or five core members of the marketing and distribution teams at a meeting with Xu Zhiquan.
Xu Chen and Fang Jun were also there, sitting in the outer seats listening.
Guo Liang was smoking a cigarette and was synchronizing with everyone.
He looked a little thinner, and it was obvious that he had a lot of physical and mental stress during this period.
"The situation of the two direct-operated stores in Tiancheng and the provincial capital has been controlled.
Anyway, Zhao Feng's people are still in the store, but we also solved it through normal channels.
There will be no trouble in the future. "
Fang Jun asked: "Who is behind it? Can you find it? ”
Guo Liang: “It’s not certain, but it’s quite different.
Currently, two major electric vehicle manufacturers in the north, "Aibang" and "Shenbiao", are the dealers "Changxing" and "Dafeng" that are closely bound to them.
These four companies are all possible. ”
Xu Zhiquan: "It is better to figure it out and be more prepared. "
Guo Liang nodded: "I'm already thinking of a solution.
The person behind him is still hidden, but he will eventually reveal his fox's tail. ”
Seeing Mr. Xu present, Guo Liang synchronized more details.
At present, the entire northern electric vehicle market includes Wen Province, which is mainly monopolized by two electric vehicle companies in Tianjin, namely "Aibang" and "Shenbiao".
Among, "Aibang" has stronger strength and has been distributed to the south, and is considered a national electric vehicle company.
"Shenbiao" focuses more on the northern market, especially in terms of battery life, and has a competitive advantage in the cold north in winter.
There are three to five other electric vehicle brands on the market, all of which are from the Tianjin Industrial Belt.
But it is basically produced in small workshops, and it is not competitive in the future purely by low prices.
The potential strength of "big manufacturers" is "Chenfeng Technology", which is naturally targeted by its main competitors.
In the provincial capital and Tiancheng, "Chenfeng Ice Power" has begun to eat up the sales share of "Aibang" and "Shenbiao"...
The electric vehicle brands in Suzhou and Zhejiang Provinces have not yet fully covered the north at the beginning of 2007.
This is related to many factors, and one of them is the expansion of the "distribution system".
Currently, there are four major electric vehicle dealers in the north.
Among them, "Changxing Car Store" is mainly bound to "Aibang Electric Vehicle", and Aibang also holds a stake in Changxing Company.
The "Big Windmill Store" is mainly bound to "Shenbiao Electric Vehicles"...
The other two are comprehensive electric vehicle dealership companies, with their own comprehensive stores in northern provinces.
There are "Datuo Car Store" and "Ai Train".
At present, the ones who may be causing trouble for "Chenfeng Electric Vehicles" behind their backs may be Aibang, Dafeng, Changxing Car Store, and Shendraft Car Store...
Guo Liang roughly synchronized the market layout and talked about the issue of "Chenfeng Electric Vehicles" sales development.
Under the current circumstances, "Morning Wind Electric Vehicles" also need to rely on dealers.
Building a self-operated store entirely requires huge investment in capital, time and manpower, and the difficulty is no less than recreating a "Morning Wind Technology".
Combining with large electric vehicle dealers and dealers is the most cost-effective market expansion method at present.
Only with the help of big car dealers and dealers can "Morning Wind Electric Vehicles" be quickly distributed to the entire northern market, including first-, second-, third- and fourth-tier cities, as well as counties, towns and villages below.
Guo Liang knocked out the cigarette butt in his hand and continued: "The two companies, "Changxing Car Store" and "Dafengmill Store", are deeply bound to "Aibang" and "Shenbiao", and we can't get into it.
So what we are focusing on now is "Datuo Car Store" and "Aidatuo Car Store". "
"The "Datuo Car Store" covers three-quarters of the provinces and cities in the north.
The ‘Aichangches’ bag cover covers one-half of the provinces and cities, but it contains some sinking markets that are not covered by ‘Datu’… So if we want to distribute goods throughout the north, both of these companies must be acquired. "
"The biggest problem at present is that both companies are still waiting and watching.
In my team, there are people who came out of the ‘Ai Train Store’. I have heard some internal feedback and the Cheshang has received pressure from "Aibang" and "Shenbiao" to prevent the Cheshang from cooperating with "Chenfeng Technology". ”
Fang Jun frowned: "Electric vehicle manufacturers can't sell other brands on the car market, right?" Guo Liang: "Theoretical yes, after all, they have not signed exclusive and exclusive agreements.
But big manufacturers like Aibang and Shenbiao can still put some pressure on the channel car market."
Fang Jun: "What pressure?"
Guo Liang: "For example, if you don't supply you, or you will set up some obstacles in some after-sales warranty policies."
Fang Jun stopped talking, his face became a little gloomy.
Xu Zhiquan exhaled the white smoke and said, "Cars are all open to business. If Chenfeng Ice Power sells well, of course we are welcome to settle in.
Even if Aibang and Shenbiao have cut off the car, if Chenfeng Ice Power can fill the hole, they will still be willing to cooperate with us."
Guo Liang nodded:
The newest ⊥小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小小"That's what it means." Xu Chen, who listened quietly, said: "So the key to the problem is to let Datuo and Aixing car companies. I believe that "Chenfeng Ice Power" will definitely sell well.
And for this expectation, they are willing to bear the pressure of cargo from two electric vehicle manufacturers, Aibang and Shenbiao. ”
Guo Liang: “Yes! That's the reason!
So 'Datuo' and 'Aixing' are still waiting and watching...
They have made money by selling 'Aipang' and 'Shenbiao' now, so there is no need to introduce 'Chenfeng' cars.
Unless they have enough confidence, selling "Morning Wind Ice Power" will surely make money. ”
Several of Guo Liang's subordinates were also engaged in electric vehicle sales before and were familiar with the internal situation of these dealership car dealers, so Guo Liang asked them to give some introductions respectively.
Xu Zhiquan smoked and added: "I haven't talked about these big dealers yet.
The most important thing is that I don't want to be too rash...
It's best to find some relationships and link up first, so that people will pay more attention to it and will have a greater grasp of it."
Xu Chen: "Is there a way?"
Xu Zhiquan: "Guo Liang and I are still thinking of solutions.
The route we have found is not high, so I haven't pushed it yet.
It's best to talk to the other boss directly.
Discussing business, we still have to meet the 'real person'.
I only talk to the cat and dog below, but I can't talk about any key resources. "
It was already dark.
The door of the conference room was knocked, and Sister Wu Yue from the administrative department pushed the door and came in.
"The bosses have worked hard for the meeting, so they asked the cafeteria to make dinner and brought it to you! "
Xu Zhiquan smiled and said, "I forgot about the busy dinner.
It’s still good to be happy! "
The two colleagues in the cafeteria carried a large tray and brought a meal into the conference room.
Guo Liang and his few young men rushed forward to help with it.
"Thank you, Sister Yue! It's so considerate! ”
…
The master of the canteen cooks authentic northern hot dishes, and some braised cold dishes, and the staple food is also steamed buns.
The meeting was held for most of the day, and I was hungry now.
Talk while eating.
Sister Fang Jun pinched a chopstick and wanted to speak, but stopped, probably because she was a little hungry for wine.
Maybe because I thought this occasion was not suitable, I didn't speak out after all.
Xu Chen chewed a steamed bun and approached Fang Jun and whispered: "Tomorrow night, I'll go with you to drink." Fang Jun was stunned for a moment, then nodded like pounding garlic.
…
After the meal, a circle of people smoked cigarettes and drank tea again, and chatted until after nine o'clock in the evening.
Usually Xu Zhiquan doesn’t encourage the company to work overtime, but today’s discussion is too important, so he finished talking in one go.
When the show was about to end, everyone breathed a sigh of relief.
With the collective efforts, there is a complete set of playing strategies.
In terms of channel dealers, we must abandon the two companies "Changxing Car Store" and "Dafengmill Store" and focus on tackling and developing the "Datuo Car Store" and "Aichuan Car Store".
In these two companies, "Datuo" is relatively strong and has relatively strong negotiations. In the early stage, "Chenfeng Technology" will be at a disadvantage in communicating.
"Ai Xingxing" has a slightly weaker strength, but it is actually relatively better to negotiate.
In fact, "Aixingchexing" often cannot get a good source of goods in "Aibon" and "Shenbiao".
Whether it is "Aibang" or "Shenbiao", it is given priority to supply more powerful "Datuo Cars".
So in choosing a channel car dealer, we will first break through "Aichuan Car dealer dealer".
Wait until the sales of "Chenfeng Ice Power" on Aichuan will increase, and then use the real sales situation to open the gap in "Datuo Car Store"...
In terms of city selection, Shimen City and Lang City will be used as the two "tough cities".
Shimen City is the capital of Hebei Province and is an important base for radiating the entire northern electric vehicle market.
Although Lang City is a small place, it just happened to be sandwiched between the capital and Tianjin.
Being able to take down Langshi will also hit the key point of the electric vehicle industry belt in Tianjin.
At the same time, the headquarters of "Datuo Car Store" is in Shimen City, and the headquarters of "Ai Train" is in Lang City, which is just right...
In terms of market strategy, there will be some tricks of being pleasing and "thief".
Xie Bingran's endorsement advertisements will be completed immediately, and will be released in local media in Shimen City and Lang City to attract the user awareness and needs of local consumers.
Then guide or "arrange" a group of consumers to the local car dealership and ask about buying "Morning Wind Ice Power".
After that, Guo Liang's channel development team will follow up and try to negotiate with local dealership stores...
At the same time, in Shimen City, we are considering opening a direct-operated store of "Chenfeng Electric Vehicle" after the New Year, preferably opposite the "Datuo Car Store".
The purpose is to show the popularity of "Morning Wind Ice Power" to give the other party the intention to cooperate...
These are the operation paths of the downstream Guo Liang team.
And in the upper reaches, Xu Zhiquan and Guo Liang tried to find the upper-level relationship between "Datuo" and "Aixing", especially the direct person in charge of various provinces and regions, and targeted business negotiations.
In addition, there are some official relationship development and maintenance, and Xu Zhiquan will also take advantage of the opportunity of the New Year to try to establish and maintain it.
In this regard, the leader Wu Yongming is also very willing to help...
The overall conversation was very detailed. In addition to the large operation path, there were also some details, which required Guo Liang's team to coordinate in the future.
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After the talk, Xu Zhiquan urged him to get off work quickly.
Mr. Xu, Mr. Xiao, and Fang Jun went downstairs first, but Guo Liang's team left a plan.
In addition to the specific operation reasons, several young subordinates couldn't help but talk about gossip and nothing else: "Mr. Xiao Xu, he is really amazing!" "The analysis at the meeting just now made sense, and the deployment arrangements were very reliable." "No wonder he was called 'Mr. Xiao Xu'. I thought he was just a polite call!" "How old is he?" "
"How old is he?"
"Aren't you just a freshman..."
"Ah?!"
(The end of this chapter)