1993 Glamour at a Glance

Chapter 28
"5000 units?"

Hearing this number, both Bai Yongsheng and Dong Liming were shocked.

The selling price of this machine is close to 2000.

Even if we only talk about the ex-factory price, 5000 units must have a total value of several million.

Song Yang said it was 5000 units, which was too frightening for Dong Liming, and Bai Yongsheng was not much better.

"...Mr. Song, are you sure you have so many orders?" Bai Yongsheng became uneasy, and wanted to go to the boss of the marketing department, but felt that he had to confirm first.

"Yes, 5000 units." Song Yang nodded calmly, "I'm afraid that after selling it, the product will be returned due to quality problems."

He said it while staring at Bai Yongsheng, because after all, this is the first batch of wave channel products.In Song Yang's impression, the first batch of Bodao's products had a high return rate. Later, in order to solve this problem, a Xiangdao company accounted for more than 80% of the shares.

Of course, these products of his are going to be given away as gifts, so it will be easier to talk about them then.

However, this can be a bargaining chip.

Bai Yongsheng only felt that this young man's eyes were too sharp, and he was indeed a little guilty.

Now only the first batch of finished products have been released to the market for sale, because there are indeed a lot of returns due to quality problems.

The factory has indeed received a lot of orders. Although the advance payment is not as much as mentioned, it is more than 400 million.Now come to place an order, every day.However, the factory's production line is fully powered, and it is estimated that it will be able to produce just over 1 units this year.

Now there are 5000 orders in one go, Bai Yongsheng looked at his serious face, and couldn't help saying: "Mr. Song wants a lot, please wait for a while, I will ask Mr. Xu to come over."

Song Yang nodded, and Bai Yongsheng hurried out.

Dong Liming immediately whispered: "Are you crazy? 5000 units? How do you have so much money?"

Before he helped to ask, he purchased from the factory, and the unified price was 530 a set. 5000 units, Dong Liming panicked after doing math.

Song Yang glanced at him: "It's coming again, and I can't keep it steady, just watch and listen."

After finishing speaking, he continued to play with the BP machine in his hand, thinking about how to talk about it later.

Bodou has just started to launch products into the market for sale, but the current production capacity can't keep up with it. The vice president in charge of marketing doesn't have to be busy promoting the brand across the country.

Bai Yongsheng quickly brought over another man in a shirt, who was only about 30 years old.

"Mr. Song, hello! My name is Xu Guang. I heard that Mr. Song wants to order 5000 BP machines?" Xu Guang warmly shook hands with him when he came over, and then confirmed again.

Bai Yongsheng is right, it smells like soldiers, is it because they have independent property rights?

This is a big deal!

But if it was purchased by that system, why didn't they go through the government's channel introduction, and said they would sell it?

Xu Guang thought about it for a while and didn't think too much about it. Now there are many tertiary industries.

After Song Yang sat down again, he put down the BP machine, and said slowly: "I do plan to order 5000 sets. The first is the purchase price of 5000 sets. The second is what to do if the product is returned due to quality problems. The third is when will the delivery be delivered, and what about the billing period.”

Going straight to the point, Xu Guang couldn't be more polite and friendly first.

Hearing Song Yang's words, he thought for a while and said: "The current order has been scheduled until October. If Mr. Song wants 10 units at one go, we may not be able to deliver until the end of December. I don't know if Mr. Song can wait." ?”

"At the end of December?" Song Yang thought for a while and said, "That's okay."

Xu Guang cheered up: "As for the price, if Mr. Song really wants 5000 units, we can give Mr. Song 530 units on the basis of 460 units."

Song Yang did the calculations and suddenly realized: "Your fixed rate is only a little over 3 times?"

These words made Xu Guang and Bai Yongsheng's hearts tremble, and they paid more attention to this young man again.

Dong Liming had never heard of this word.

For a product, the difference between the price that consumers buy from the retail terminal and the price that the manufacturer sells directly is the fixed ratio.

Before the advent of the Internet era, with layer after layer of distribution channels, plus the cost of transportation and brand promotion, the fixed ratio of products has always been very high.

For example, in the shoes and clothing industry, the fixed ratio is generally 5 to 10 times, and the fixed ratio is 10 to 20 times for cosmetics.It is precisely because a piece of clothing with an ex-factory price of only about 100 yuan is sold to consumers that it costs hundreds of dollars more, and later e-commerce platforms have a broad soil: the cost and profit margins of intermediate distribution channels have been robbed.

How to formulate the fixed ratio of one's own products is itself a very important strategy in marketing.

It was precisely with this background in his heart that Song Yang felt that this routine could be played well.

But now hearing the price, Song Yang still frowned.

The time may be a bit early, and the competition pattern of BP machines is not so fierce, and the cost has not come down.

That marketing routine only appeared in the late 90s. At that time, the price of a large number of BP machines from the factory had dropped to below 200.

But now, Song Yang found out in Shimenzhuang that the network access fee is 100 yuan, and the annual fee for Hanxian's pager is 456 yuan, 38 yuan a month.

As a result, although this routine can be played well now, it doesn't make much money.

Xu Guang didn't know what he was thinking, so he explained: "We are a new brand. In order to open up the market, we set the fixed rate lower. 460 is a price we have never given, and we are also trying to open up the market as soon as possible. .”

Song Yang went on to say: "I am also helping you to open up the market. If I operate properly, I will sell all 5000 units within one month before the Chinese New Year, and create a sensation in the entire Yanjing. At least, Yanjing TV, newspapers, radio and other media will definitely report widely. Mr. Xu, can the price be lowered by 50 yuan for one set. In addition, there is still a quality issue.”

Before he could speak, Song Yang said again: "When I was at the Shimenzhuang Army Academy, I saw your products. I asked again before I came here, and some people did return the products. If a large number of 5000 units suddenly appear If you want to return the goods, then we will not be able to continue to cooperate in the future."

When Dong Liming heard the mention of the military academy, he lowered his head.

Xu Guang was very embarrassed: "The price of 410 is 120 yuan lower than what we gave to others. The price of 460 to Mr. Song is purely because of an order of 5000 units at a time. As for the quality problem..."

This is a problem.

This young man is very shrewd and understanding. If it is such a large amount, it will definitely be bound in the terms of the contract.

It is true that there have been returns now. Although the quantity is not much, the technical department has figured out the reason.

This is a matter of the precision of the production line equipment and the proficiency of the workers in the early days of the factory.

If there is no large sum of money to upgrade production equipment and use a large number of products to feed skilled workers, this problem will be difficult to solve for a while.

Song Yang then said: "Mr. Xu, let's be honest, you are a new product from a new factory, and the good product rate must not be high. Now at the initial stage, what is needed is volume. You might as well give me some profits and treat it as a brand The cost of promotion. Once the popularity goes out, it is easy to find funds, and it is also easy to expand production capacity and improve the yield rate.”

"The price of 410 is true..." Xu Guang shook his head, "As for the return... We can guarantee it for repair."

"Consumers don't care about this. When the time comes to connect to the network, the paging fee is paid, and the machine can't be used, they will all come to me and ask for a refund." Song Yang also shook his head, "If it's the price of 410, I'm willing to bear it Risk. Otherwise, I'd be better off going straight to Motorola."

In fact, Song Yang asked, but Motorola's current production capacity is very tight, and there is no way to deliver goods to Song Yang as soon as possible.

But Bodao is a new factory, so not many people know about it.Later, it was able to grow bigger, with technical strength and foresight.

Xu Guang refused to accept the price for a while, and Song Yang asked them that they had not yet adopted the method of regional agency, so he added this point into the discussion with them.

"If this cooperation goes well, I can sign with you as the general agent in North China. Within three years, I guarantee that the annual sales volume will reach more than 10 units."

Dong Liming listened to the bigger and bigger numbers and felt that he was going numb.

No wonder he wasn't paying much attention to the tape thing. 10 units... how much does one earn a few hundred dollars?
(End of this chapter)