Chapter 174 Sales Model
Li Nai doubtfully washed his face with the soap. Sure enough, a fragrant smell appeared on him after using it, and when he touched his face with his hands, it seemed that it was much smoother than before washing his face. Washing your face with the soap made from the soap locust can also cleanse your skin, but your skin will feel dry after use, which is very different from the effect of using this soap. This is of course not his illusion, but the work of the soap R&D team - just increase the glycerin or vegetable oil content in the soap ingredients, and your skin will feel smooth and delicate after use.
"Mr. Shi, you will never deceive me!" Li Nai couldn't help but sigh sincerely.
He Qiang came close to Li Nai and sniffed hard, and also praised: "This smells very good!"
Li Nai asked again: "How long can this fragrance last?"
"If you don't sweat profusely, it will be fine for a day or so." Schneider said with a smile: "As long as you use it every day, you can maintain this fragrance for a long time."
Of course Li Nai understood the meaning of Schneider's words, nodded and said: "If you use this thing frequently, it will naturally be consumed quickly, and you will need to buy it again every once in a while. In my opinion, this thing is worth selling It’s most suitable for women with a better family background. It’s just a unique scent, but it will inevitably look monotonous.”
"We have also thought about this problem, so in addition to this scent, we have also developed some other products with different scents." Schneider snapped his fingers, and someone immediately sent new samples.
"Look, you two, we have developed a total of nine different scents, and we can guarantee that no one can copy these flavors." Schneider introduced with eloquent words: "Among them are simple and elegant that are suitable for girls. There are light scents, passionate and strong scents that mature women will like, and calm scents suitable for men, ensuring that every customer can find the one that suits them. ”
Li Nai picked up the samples one by one and smelled them carefully. Sure enough, they all tasted different and had their own characteristics. And as Schneider said, these fragrances are not a simple smell of a certain floral or plant fragrance, but a mixture of multiple fragrances. It is indeed not easy to imitate such a fragrance.
While inspecting the samples, Li Nai calculated in his mind that there were at least five hundred households of wealthy officials, merchants, and gentry in Guangzhou. Including the vast surrounding area, there should be as many as a thousand households. There were several female dependents alone. Thousands of people. If this soap is promoted properly, it can sell 1,800 yuan a month in Guangzhou alone. There should be no problem with sales. After being promoted to Fujian, Jiangsu and Zhejiang, the sales volume may be several times that. Moreover, this fragrance is a unique formula of Haihan people, so there is no fear of being copied and sold at a low price.
There is nothing to say about the good stuff, but as a businessman's habit, Li Nai still wants to try his best to find faults to see if there is any possibility of further lowering the price.
"This soap sells for such a high price and is soft and easily deformed. I wonder how you plan to package it?" Li Nai asked.
Schneider secretly thought that a rich second generation could see the only shortcoming of this product at a glance. Although the chemical industry department has now manufactured soap, the paper boxes used to package the soap are a problem. This is because the papermaking workshop has just started trial operation, and all aspects of technology cannot keep up with the requirements. It cannot make stronger cardboard to make boxes. Secondly, there is no better printing method, so it is impossible to make one. Whiteboard packaging for sale. At present, only ordinary white paper can be used for simple packaging. It will take time to come up with decent high-end packaging.
However, Schneider would definitely not admit this. He coughed and said: "As for the packaging, this is our plan. We believe that the soap product can be packaged in Guangzhou, where there are more workers available. , better materials are available, and you can print the name of 'Furuifeng' on the packaging for sale." Li Nai's eyes lit up, if he could turn the soap into "Furuifeng" himself. Products, even in name only, will be of great benefit to the company's dominance of the soap business along the southeast coast in the future. It's just that Schneider made such a condition, and Li Nai couldn't hide his face anymore and ask for a bargain.
Schneider is not afraid that because of the naming rights, "Furuifeng" will monopolize the soap market on the southeast coast. After all, the production technology is in his own hands. Even if "Furuifeng" sells one million soaps Less technical. When conditions are ripe, Chuan Chuan Group can launch other brands on its own at any time, which is nothing more than a new look, a new fragrance, and new packaging. Like the Procter & Gamble Group in later generations, it has dozens of brands of daily cleaning products. This business model is not difficult to imitate. As far as these business tactics are concerned, Schneider has enough stuff in his head to make "Fu Ruifeng" cry, so he has no scruples when giving these preferential conditions.
Of course, even if there is no conflict with the distribution area of "Furuifeng", Chuanchuan Group can also develop other markets - such as Westerners who have severe body odor and need something like soap. Although soap-making technology similar to this has already appeared in the West, there is an insurmountable gap in output and cost between private workshop-style production and the industrialized production model that the Cross Travel Group will adopt in the future. Entering the Western consumer market is just a matter of course. It's just a matter of time.
As for why Chuan Chuan Group did not promote soap with lower prices and a larger consumer group to "Furuifeng", it is not because the profits of soap are relatively low, but because the current production capacity of Chuan Chuan Group is not enough for large-scale production. Soap products. Chuanchuan Group's soap making method does not use natural saponins to process, but chemical products made from oil and alkali through a series of processes such as refining, saponification, salting out, washing, alkali precipitation, and molding. The output of oil and alkali It has become a bottleneck restricting the actual production of soap products.
It will take at least two or three years for the oil crops grown in the agricultural sector to be harvested on a large scale. At present, the oil sources of the Chuanchuan Group are mainly divided into three parts. One is the finished plant pressed oil purchased from Yazhou and other places, and the other is the oil raised on pastures. The animal fats taken out after animals are slaughtered are coconut oil squeezed from coconuts found all over the coastal areas of Sanya. But no matter what kind of oil source it is, the scale is still quite limited. Apart from the daily consumption of the two or three thousand people under the control of the Cross-Travel Group, the total amount of oil that can be used for industrial production is not too much.
As for the soda ash required for soap making, relevant departments currently do not have the ability to produce it on a large scale. Although the salt used to prepare soda ash has been mass-produced, the preparation of ammonia, another important material, requires a large amount of coal. Regardless of whether Qiao Zhiya and others want to use the ammonia-alkali method invented by the Belgian Solvay, or they want to directly launch the more advanced Hou's combined alkali production method, they must hope that the Black Earth Port will be put into operation as soon as possible to ensure that there is enough coal at the base camp. Only for production.
Because of these reasons, the large-scale promotion of high-quality and affordable soap in Ming society may have to be delayed for a long time, but Schneider believes that this is not a bad thing. Judging from the production capacity of Chuanchuan Group, no matter what kind of foreign trade products it launches, its output will definitely be difficult to meet the market demand. Rather than directly producing mass consumer goods, it is better to sell these industrial products as luxury goods first.
Just like the previous strategy of promoting glass stationery, first launch some high-end products with high quality and high price, and then lead the consumption trend of the elite in society, and then gradually launch some products targeting middle and low-end consumer groups as production capacity expands. . This top-down consumption trend led by the social elite will also save the Cross-Travel Group a lot of time and promotion costs when it launches mid- to low-end products in the future.
This marketing method has also been applied by Schneider to the promotion of soap. In his design, the soap is not sold to ordinary people, but to people with certain spending power and social influence. The consumption habits of this group have always been the envy and imitation of ordinary people. However, due to economic strength, ordinary people cannot afford the elite series of products. When the Cross Group launches the low-priced civilian series to the market one day, it will be favored by consumers. The pursuit of popularity is almost inevitable. Of course, how to differentiate different series in terms of product specifications and prices to ensure that the high-end market will not be impacted by low-end products requires relevant departments to slowly work on research and planning.
After watching the soap, the demonstration of another product, the match, seemed vivid and intuitive. This igniting thing that burned when rubbed did not need any explanation at all. Li Nai and He Qiang could understand its function. This thing is much more convenient than the commonly used fire tools such as flints and twisters. Li Nai and He Qiang were greatly impressed after trying to light a few matches themselves.
Of course, although the goods are good, the price will naturally not be cheap. The wholesale price offered by Schneider for matches is one yuan and fifteen boxes, which is about sixty or seventy yuan per box. Calculated based on fifty matches per box, each time The cost of use is more than a penny. And this is just the wholesale price from the manufacturer. By the time "Furuifeng" is released, the price will at least double.
But Li Nai is not worried that this thing will not sell. As Schneider said, there are cheap ways to sell cheap things, and there are expensive ways to sell expensive things. The cost of manufacturing the item itself is not equal to its actual value. Being able to sell cheap items at a high price is the goal that a business should pursue. Although the matches and soap are not cheap, Li Nai believes that as long as he finds the right method, they can become as popular as glass stationery.
(End of chapter)