Life 1984

Chapter 187 I make the rules! 【Request for order】

In the next few days, as soon as the Canton Fair opened, Lin Zhi and Shen Xiulan ran to the door to hand out leaflets.

Two young and beautiful beauties, who looked like little fairies, stood on each side, handing flyers to foreigners when they saw them, making them unable to refuse.

A foreigner came here for several days in a row and received flyers every day. He couldn't help but remind them: "I don't need it. We are in the agricultural product trade and your products are of no use to us."

The people behind also smiled and said: "We are in the clothing trade. If you have any leaflets about clothing, you can give us a look."

Another person laughed and said: "We are in the mechanical and electrical business, do you sell mechanical and electrical products?"

Shen Xiulan had no choice but to politely take back the hand that handed the leaflet.

Lin Zhi said in English: "Sir, you can tell your friends in need about our good products. We make toner for copiers. We produce the world's most high-end charge regulators. Our products are far ahead!"

At this time, several foreigners walked in and happened to hear Lin Zhi's words and said, "Can you Chinese also produce CCA?"

When Lin Zhi saw that this man was an expert, he chatted with him and said that mass production had been achieved in our country.Our CCA is an environmentally friendly and epoch-making new product. It does not contain heavy metal ions and does no harm to the environment. Its various indicators and parameters are far ahead of similar products.

One of the foreigners took the leaflet in her hand, took a look at it, and asked if he could take them to the booth to have a look.

Lin Zhi smiled and said of course.

She asked Shen Xiulan to continue distributing flyers and brought the foreign businessmen to the booth.

Li Yunhai was promoting products with several foreign businessmen when he saw Lin Zhi bringing customers in and allowed her to explain on her own.

After these days of study, Lin Zhi also learned how to sell. Not only did she learn the rhetoric that Li Yunhai taught her, she could also draw inferences from one example and use it freely.

The few foreign businessmen Li Yunhai entertained only came in to inquire, and left after asking questions.

Anyone who has a little knowledge of the global CCA market will be surprised once they see a new type of CCA on the market.

Because since the birth of CCA, the entire world market has been dominated by Japanese people.

Only those who are deeply involved in this industry can understand what the emergence of a new type of CCA means.

Just like Chisato Akino, Ishida and others, how violent were their reactions?
A few days passed, and the purchase money from Ishida and Akino had been transferred to Li Yunhai's account.

Li Yunhai also talked to Lin Xiaofeng on the phone and arranged for the factory to ship the goods to Dongyang. The goods would be shipped by sea.

Generally speaking, shipping from my country's major ports such as Shanghai and Huacheng to ports such as Tokyo and Osaka takes about 7 to 14 days, depending on the shipping schedule and ship.

Compared with other modes of transportation, sea transportation has a large transportation volume and low cost, and is suitable for enterprises' logistics and other needs.In addition, shipping by sea is relatively energy-saving and has better control over environmental pollution.

Li Yunhai was able to receive two orders. Although the quantity was not large, it also boosted the morale of the factory.

Lin Xiaofeng praised him non-stop.

Inside the booth, several people would come in every day to learn about the situation, but they had not yet received the third purchase order.

Li Yunhai sent the foreign businessmen to the door, took some promotional brochures, handed them to them along with business cards, and said they could contact us if they needed anything.

Many foreign businessmen will not place orders at the Canton Fair, but only come to inspect and collect relevant product information and quotations. They will continue to participate in trade fairs held in various countries and regions, conduct horizontal comparisons, and finally decide which company to purchase. Businesses place purchase orders.

Therefore, you must learn to persevere when attending the Canton Fair. As long as your products are good enough, you might get a big order one day.

For every foreign businessman who comes in for consultation, Li Yunhai will carefully record their information and make an address book.

Unless some people come and go in a hurry and refuse to leave anything for you, then there is nothing you can do. Such foreign businessmen are afraid that you will disturb them by calling them every day.

But more foreign businessmen are still willing to leave their contact information.

Li Yunhai turned around and saw that Lin Zhi had been promoting to foreign businessmen, so he did not interrupt and turned on the computer and copier.

Because the next part of the promotion is on-site printing.

After seeing the printing results, the foreigners were very surprised and said that they did not expect that the Chinese could produce such good CCA.

Li Yunhai thought that these people must have come in to take a look and would not make any purchases.

But he still had to leave their contact information.

The leader of the foreigners is a middle-aged man in his 40s. He is not tall, not as tall as Lin Zhi, with sunken eye sockets, light brown skin, long and straight hair, a round head, a high and straight nose, and thick lips.

These are typical features of the Malay race.

When Li Yunhai asked, they were indeed from Kuala Lumpur, Malaysia.

During the conversation, we learned that this person’s name is Najib, a well-known local trader in Kuala Lumpur. His business scope is very wide, and he recently intends to enter the copier consumables industry.

Malaysia was known as the Four Asian Tigers, and the country developed very rapidly.The penetration rate of office equipment in their country is much higher than that in our country.

Najib saw huge profit margins in consumables.

They now purchase products from Toyo and do not have their own consumables factory in China.

The Japanese are notorious for sucking blood, and monopoly products are sold very expensively.

Najib was very happy to see CCA and toner produced by Chinese at the Canton Fair.

Li Yunhai chatted with him.

Malays also eat chili peppers, which are even more spicy than in Hunan, Sichuan and other places in my country.

The two of them had a starting point for chatting.

Li Yunhai started the topic from chili dishes and talked about chili dishes with Najib.

To the Malays, a sprinkling of pepper is not spicy at all.To be really spicy, you have to have sambal belacan, small chili peppers, and chili padi.They like to add chili pepper to their food, and their love of spiciness is by no means limited to local food.Even if you eat fried chicken, pizza, etc., you must add chili sauce or chili powder.

After chatting, Li Yunhai and Najib became good friends.

Najib felt that Li Yunhai was a sincere person and a worthy partner.

He said to get a container of toner first.

A container of goods in foreign trade is a container of goods.

A container can usually hold about 20 tons, but the requirements vary depending on the shipping company.

20 tons of toner costs US$11, and at an exchange rate of 2.8, it costs RMB 30.8.

Li Yunhai encouraged him to build his own consumables factory in Kuala Lumpur.

"Mr. Najib, I can provide you with a complete set of equipment and production raw materials, including CCA, so you can earn more."

"Oh? My friend, I will seriously consider your suggestion, but now I will sell your toner and see how the market responds, OK?"

"OK!"

The two happily negotiated a purchase and supply agreement.

Li Yunhai does foreign trade. To be on the safe side, he only uses two settlement methods, one is money first and then goods are delivered, and the other is bank letter of credit.

A bank letter of credit refers to a written certificate issued by a bank to the exporter at the request of the importer to guarantee the payment of the goods.

Letters of credit provide guarantees in international trade.When a buyer and seller in international trade sign a contract for the sale of goods, both parties will choose to use a letter of credit as a means of payment in the terms of the contract.Usually the buyer applies to his or her own bank for a letter of credit.

In international trade, since the seller in one country does not know the creditworthiness and payment ability of the buyer in another country, he will only ship the goods if he pays the goods in advance or has a bank letter of credit.

A letter of credit is equivalent to a guarantee provided by the buyer's bank.

If the buyer cannot deliver as scheduled, Li Yunhai can use the letter of credit to withdraw money, or he can mortgage the letter of credit to the bank in advance to obtain payment.

Li Yunhai is now in a seller's market. If others want to purchase cheap CCA and toner, they can only cooperate with him.

Therefore, he is fully confident in deciding the settlement method.

Najib said that he could trade in cash and paid a 30% deposit first. After returning to the hotel, he would notify the company in Kuala Lumpur and transfer the remaining funds to Li Yunhai.

Shen Xiulan was still handing out leaflets at the door.

This deposit was counted by Li Yunhai and Lin Zhi.

They count money much more slowly.

After signing the agreement, Li Yunhai shook hands with Najib and said they would have dinner together if they had time. We would eat a lot of chili dishes!
Najib made an OK gesture and left the booth.

Although he only sold 30 yuan of goods, Li Yunhai was also very happy.

Every customer can be developed. As long as the product quality is excellent, they will continue to purchase from him in the future.

"Ling Zhi, you are so awesome! You can actually get orders from the door!" Li Yunhai squeezed his girlfriend's hand with joy and said, "Thank you for your hard work!"

Lin Zhi smiled sweetly and said, "I'm not a vase anymore, am I?"

Li Yunhai smiled and said, you are not.

At this time, Shen Xiulan brought several foreign businessmen over.

Upon seeing this, Lin Zhi got up and went to the door to continue handing out leaflets.

Strictly speaking, this order from Najib is the first order Li Yunhai has received.

The two orders placed by Ishida and Akino were actions taken by peers to study competing products.

The businessman brought by Shen Xiulan learned about Guangcai CCA and toner, left his contact information and left.

Shen Xiulan couldn't help but bite her lip lightly when she heard that the customer brought by Lin Zhi had placed an order.

She always thought that Li Yunhai chose Lin Zhi because of her family background.

In her heart, she felt that she was not inferior to Lin Zhi.

But this time Lin Zhi placed an order, but she didn't, which inevitably made her a little upset.

She took a sip of water and continued handing out flyers.

How could Li Yunhai know about the little turmoil in her heart?

After all, the chances of picking up customers like this are slim.

At the end of the day, no other foreign businessmen were attracted.

In the evening, Li Yunhai invited Najib to have a meal, took the opportunity to connect with him, and once again proposed to him to build a consumables factory.

Li Yunhai not only sells toner, but also CCA.

The value of CCA is much higher than that of toner.

That’s why Li Yunhai encouraged Najib to build the factory.

Of course Najib was also very moved, but said he would think about it again.

During this meal, Li Yunhai truly saw the horror of Malays eating chili.

Just like people from Lingnan seeing people from Hunan and Sichuan eating chili peppers for the first time, they will feel terrible!I especially can’t understand why they add chili peppers when they stir-fry vegetables?Another week passed in the blink of an eye.

More than half of the trip to the Canton Fair has passed.

Li Yunhai still only made these three orders.

But I finally placed an order, and there was no duck egg.

He has been staying at his booth and has no time to hang out. He is not very clear about the transactions of the provincial delegation.

There are only a few days left before the end of the Canton Fair. Li Yunhai estimates that the transaction volume of his first trip to the Canton Fair will stop here.

That afternoon, Li Yunhai and Lin Zhi were sitting in the store chatting.

Three familiar foreign businessmen walked into the booth.

Li Yunhai suddenly remembered that these three people had come to consult before, and he still remembered that they were buyers from Eastman Chemical Company in North America.

"Hey, hello." Li Yunhai came forward to greet them and asked them to sit down and talk.

"Hello!" The other party smiled at Li Yunhai and said, "We have asked the company's BOSS to purchase a batch of CCA from you. Can the price be lower?"

Li Yunhai was ecstatic and said: "What we offer is already the lowest price. Our country has extremely strict requirements on the quality of exported goods, which are different from the products we sell domestically. For example, we provide the same toner for export The fineness and purity of our products are higher than similar products sold domestically.”

He sells it for $11 a ton.

Compared with the US$33 of the Japanese, it is already considered extremely cheap.

Li Yunhai took the trouble to explain to the other party that what he produces is the world's top CCA, which is environmentally friendly, does not contain metal ions, and is not comparable to other similar products.

If the other party can turn around, it means that they already have the intention to purchase.

However, foreigners also have the ability to bargain.

A buyer who cannot counter-offer is not a qualified buyer.

Li Yunhai put aside the business discussion for the time being and started talking about family matters with the other party.

This man's name is Logan and he is a very talkative person.

After a while, Li Yunhai found out exactly how many people and children there were in Logan's family.

After chatting for a while, the topic of both parties turned to business again.

Logan said that the company wanted to purchase 10 tons of CCA and asked Li Yunhai for a discount.

Li Yunhai saw that the other party was so obsessed with discounts, so he said that since we are friends, I will give you a 9.8% discount!

Logan laughed and said [-]% off?Doesn’t that mean there’s no discount?

He pondered for a moment and said: "Is this good? It costs 10 US dollars per ton. If we purchase 10 tons, it will be 100 million US dollars. Are you OK? If you are OK, I will be OK!"

For Li Yunhai, the cost of CCA is very low. Even if it only sells for US$1, he will still make a profit!

But he could not readily agree to the other party, but continued to work hard, saying that our production costs are very high. In order to develop this new type of product, we have invested a huge amount of money, and we have not recovered the cost yet.

After these words came out, Li Yunhai suddenly felt that they sounded familiar.

Didn't Akino say the same thing to him back then?

Logan said, we are not only cooperating with you this time, but we will often come to you to get goods in the future.

Li Yunhai reluctantly said, "Okay, I'll sell it to you."Mainly, I think you are very easy to talk to, and I want to make friends with you.This is the lowest price I have ever sold for, and you must not reveal it to anyone.

Logan said I understand, this is a trade secret!
Next comes the payment methods.

Li Yunhai adheres to the principle of only doing payment first and delivery later, or bank letters of credit.

Only with these two, he doesn't have to worry about losing money.

In overseas trade, business opportunities and risks coexist.

If you make an improper operation, you will not make any money, and you may even lose your capital.

There is also a special term in foreign trade for payment first and delivery later, which is called document against payment, abbreviated as D/P.

Logan said can O/A delivery be adopted?

O/A accounting payment is also called pure trust payment method.The main feature of this payment method is that the buyer receives the goods first and then pays the seller without any guarantee.

Of course, Li Yunhai couldn't be taken advantage of.

First of all, this is the Canton Fair. The participating companies have already been guaranteed by the country. It can be said that they have a certain degree of credibility. The other parties are not willing to D/P, but want O/A?

Secondly, I know nothing about the buyer and have no trust at all, so how can I deliver the goods first?
Sanlai's domestic CCA is still a seller's market and its production capacity is limited. There is no need for him to take such a big risk.

Li Yunhai refused directly and said, Mr. Logan, we are a state-owned enterprise and a highly reputable unit in the country. If you cannot receive the goods, you can go to my factory directly or seek solutions from the organizing committee.

When the information between the two parties is not equal, it is best for both parties if you make the payment and I deliver the goods.

If the other party insisted on O/A, Li Yunhai would rather give up the deal.

The current production capacity of Sihai Consumables Factory can only produce 600 tons of CCA per year.

Before the market was opened, Li Yunhai could not blindly invest in building factories.

Moreover, the production process and equipment are constantly improved.

Maybe after he expands the market, the process equipment will need to be updated.

Therefore, he will not invest too much in the early stage.

600 tons of CCA should be enough for current domestic demand.

If we can open up the international market, we will naturally need to expand.

Logan touched his chin with his hand, his big, deep eyes unblinking, wondering what he was thinking about?
Li Yunhai has made it very clear, what is he still worried about?

Is the other party really a liar?
There will also be foreign scammers at the Canton Fair, and they appear often.

Scammers take advantage of the eagerness of Chinese exhibitors to place orders and ask them to send samples or use O/A transactions to defraud large amounts of money.

Then they disappear, leaving you without anyone.

Even if you can find the liar, what can you do?
Every country’s laws are different. Do you want to file an international lawsuit?That's so hard!Do you have so much time, energy, and money?Are you going to fight this cross-border lawsuit?
If the order amount is very huge, you cannot pay for the goods first.

It can be said that if you can agree to pay for the goods first, it means that the amount of the order is not large, and in the end it can only be ignored.Instead of fighting a lawsuit, it is better to concentrate on making money in addition.

Li Yunhai emphasized again: "Mr. Logan, I hope to cooperate with you, but the transaction method must be as I said."

Logan took a long breath and said: "Mr. Li, you are really amazing! But I am still willing to cooperate sincerely with you."

Li Yunhai's brows relaxed, he shook hands with Logan and said, "We will definitely become the best partners!"

Logan proposed that since you have to pay first before shipping, then you no longer need to pay a deposit, right?
Li Yunhai said that's not possible. After we sign the contract today, I will arrange for the factory to purchase raw materials, produce, and prepare goods. I will also need to contact the shipping company and book flights. All of this requires me to advance funds.

Logan said, we only brought $5 in cash, and the most I can give you is $5 as a deposit.

Li Yunhai said yes, then you will pay US$5 as a deposit first.After your balance is paid, we will arrange delivery.

Logan asked again, does your factory have such a large production capacity?Can you guarantee on-time delivery?
Li Yunhai said, please don't worry, our factory has a production capacity of 600 tons.

Logan was shocked and said that you can produce 600 tons per month?Then your factory is very big, and your business is also very big!
Li Yunhai knew that the other party had misunderstood. He was talking about annual production capacity, but the other party thought it was monthly production capacity.

He didn’t want to explain, so he smiled slightly and said, “Don’t worry, we will deliver the 10 tons of CCA to you as soon as possible.”

The two parties talked for more than two hours before finalizing every detail of the procurement and supply contract.

After confirming that it is correct, both parties signed and sealed it.

Li Yunhai held Logan's hand and said it was a pleasure to cooperate!
Logan suddenly said: "Your CCA is sold so cheaply, can the Japanese agree to it?"

Li Yunhai laughed and said: "How much money we sell has nothing to do with the Japanese people. We are not afraid of the Japanese people either."

After seeing off Logan and others, Li Yunhai felt comfortable.

A large order of US$100 million is the biggest gain at the Canton Fair.

Li Yunhai spent a lot of money to develop CCA, and of course he wants to sell more CCA.

Lin Zhi and Shen Xiulan were extremely happy to receive such a large order, and both said they wanted Li Yunhai to treat them tonight.

Li Yunhai said OK, OK, you decide the place and I will pay for it.

Shen Xiulan said that the buffet was too expensive and there were no particularly delicious dishes, so she shouldn't eat it.It’s not as delicious as the Panxi Restaurant we had last time!

Lin Zhi also said that the food at Panxi Restaurant is delicious and the environment is very quiet, which is very suitable for chatting with close friends.

Since both beauties said that Panxi was good, Li Yunhai certainly had no objection.

While chatting, Li Yunhai glanced and saw Ishida walking over with a few people.

"Mr. Li!" Ishida walked up to Li Yunhai, bent down, and said in a deep voice with an incredible expression on his face, "It's hard to imagine that you actually developed a brand new CCA!"

Li Yunhai knew that the other party had received the goods and immediately analyzed the chemical composition of Guangcai CCA.

Ishida pushed up his glasses and sighed: "Mr. Li, you are really amazing! Please accept my admiration!"

Li Yunhai's expression was cold.

He doesn't care about the other party researching his own CCA because he has patent protection.

If the other party really dares to produce and sell it, Li Yunhai can sue them and ask them to pay compensation. This will make money faster than selling CCA directly.

Ishida himself sells CCA and knows that it is impossible to do such a thing.

If they really dare to do this, their patent-protected CCA can also be infringed by others indefinitely.

If the world economy loses its order, it will be in chaos.

This time Ishida came not just to get Li Yunhai to accept his knee.

He came with the mission of Baotugu Club.

"Mr. Li, I am here to negotiate with you on behalf of the company. We want to acquire your factory, your brand, and your patented technology! You can package everything related to consumables in your name and sell it to us. You can set a price. !”

The attitude shown by Ishida was many times more generous than that of the fussy Akino!
"Shall I make a price?" Li Yunhai couldn't help laughing, and then asked Lin Zhi, "How about you make a price?"

Lin Zhi blinked her beautiful eyes and said with a smile: "21000 tons of gold!"

　The third update, more than 2 words are updated every day, please give me a monthly vote.

　　
　
(End of this chapter)