The days when I sold coal in the coal mine

Chapter 676

Of course, if you only use prices to move the market, it is not a problem. The key problem is that the market is fundamentally bad.

Many downstream enterprises were unable to operate and closed their doors automatically.So price is not a fundamental issue.

Therefore, the overall customer resource base is getting smaller and smaller, but the coal production capacity is getting bigger and bigger. One can imagine the fierce competition among them.

Because of this, in addition to taking price reduction measures, Zhang Xiaobei also emphasized a few points at the meeting, that price protection measures and sales promotion measures should be taken at the same time.

In terms of price protection measures, Zhang Xiaobei said that we must do three things:
First of all, it is necessary to adjust prices in an orderly and effective manner without messing things up.

On the issue of price adjustment, you can't lower the price if you can't sell it, so what's the point?

You have to make a decision based on the surrounding price changes and the inventory of surrounding units, combined with your own situation.

It must be remembered that Jinsheng will never be the initiator of price reduction sales, but it will not be the passive player in the final price reduction.

We have to tell customers through actual behavior that we adjust the price once a month.

In this way, customers will purchase smoothly.

Someone else's customer just sent out the coal, and you lowered the price before it reached the destination.

Didn't this customer lose money while the coal was still on the way?Who dares to buy your coal!

Of course, if it really fails in the middle of the month, don't worry, we will pay you at the new price for the coal you pulled at the beginning.

Guaranteed not to let you suffer, so that the price adjustment is orderly, and the customer's delivery will be orderly.

The second point is to pay attention to the critical relationship between inventory and sales price.

Inventory is used as a reference for the company to adjust prices, and the process of inventory growth is the company's expectation process for price formation and decision-making.

Pay attention to the growth rhythm of inventory, is it fast or slow, is it relatively concentrated, or is it high at the beginning and end of the month?

Specifically, to do:
While researching surrounding prices and surrounding inventory, at the same time actively communicating with bulk planning units to touch customers' psychological expectations for the month.

In the process of sales and pay close attention to the exploration of the concentration of inventory increase, through specific management and scientific methods, to effectively formulate prices.

In addition, it is necessary to find out how much goods we can stockpile through the bottom of the inventory. Is it 25 tons, 30 tons, or 50 tons?

In this way, we can have the expectation of competing with the market.

If we can release one month's output, we may usher in a slight rise in coal prices in the next month, and then we will earn ten yuan more.

Although the market is weak, there are still small-paced rises. This is experience.

Maybe the price difference between the previous month and the next month, or the previous week and the next week, may be more than ten or twenty yuan.

The third point is to pay attention to the balance between production, sales and inventory.

Faced with the special international and domestic economic situation in 2012, the expectations of various industries on coal prices are also different.

The price drop must be dropped, should it fall halfway up the mountain, or fall into the basement?There are still several floors in the basement!
Regarding the sales price of anthracite coal in 2012, it is impossible for the surrounding coal mining units, including Jinsheng Group, to have a definite and extremely accurate price expectation.

Although some provinces, cities and localities have restricted coal production, it does not help the downward trend of coal prices.

Jinsheng's price operation strategy is to keep part of the inventory on the basis of protecting the price as much as possible, but must maintain the normal operation of safe production.

What I mentioned above is the job that Zhang Xiaobei thought of in terms of protecting prices. After all, the children are still young, and they all came from the coal economy upswing period. They really have no impression of the scene full of coal.

At that time in 2008, the children hadn't grown up yet, so Zhang Xiaobei straddled a small bag and played with his clients outside.

This diabetes is directly related to drinking to death for more than a year.

Three drinks a day, not to mention, singing and dancing with others in the clubhouse in the middle of the night...

Moreover, the wine in that place is basically fake wine. It is said that the empty bottle is opposite the full bottle, and a bottle costs 2 cents, but there are dozens of bottles in those places.

Thinking about it, Zhang Xiaobei felt that it was really not easy at that time.Of course, it is also quite sandy.

In addition, Zhang Xiaobei also put forward several requirements for promoting sales:

The first is to effectively coordinate the railway transport sector and strive for a capacity allocation plan.

According to the estimated output of coal mines in 2012, it is necessary to communicate with the Guanzhou Railway Bureau immediately and repeatedly.

At the same time, communicate the source of goods and request for capacity allocation to Taihang Station, the train depot and strategic loading point cooperation units.

The good thing about our unit is that the railway transportation plan is listed separately, which has this advantage, and the railway is a bulk material transportation, with a large volume of goods, and it is our main mode of transportation. This must be well coordinated.

In addition, it is necessary to actively coordinate with the Railway Bureau, participate in the "Hundred Thousands Strategy" of the Ministry of Railways, and open the work of direct railway trains to freight trains to further occupy the allocation of transport capacity.

Right, if you have a client who has no plan and no capacity, what are you talking about? They come to ask for goods, and you ask me to come to you with plans, capacity, or wagons?

What's the matter, wait, let's talk about it next month?Isn't this not worth asking for?

So this has to be done in advance, so that customers don't have to worry about it in the future, and the railway bureau doesn't talk about joint venture fees, planning fees, and installation fees.

If the coal market is not good, they can't complete their own transportation tasks, and they can't earn freight, so how can they have the heart to play such tricks with you!

By the way, let me add that the Ministry of Railways is currently implementing a series of reform measures, which of course are still in the early stage of research and trial implementation. In the beginning of 2012, a "Hundred Thousand Strategy" plan was implemented:
That is to say, 100 express trains for passenger cars and 1000 direct trains for bulk cargo will be launched.

This is a new move by the railway department to launch freight products to facilitate cargo owners, meet market demand, and accelerate the transformation of development methods, and it is also a symbol of the beginning of railway reform.

The opening of direct trains directly shortens the coal transportation time, seizes the transportation market, improves the competitiveness of railway transportation, and brings great advantages to the competition for the railway transportation market.

This is a transformation of railway transportation from focusing on "public welfare" to focusing on "market".

Of course, it’s not enough to just need the transportation capacity, you have to increase the frequency of the review and approval of the railway transportation plan.

In 2011, we communicated with the railway bureau once a month, and in the future we will communicate with the railway bureau three times a month, or even more.

Ensure the adequacy, timeliness, and effectiveness of plan verification, ensure the orderly coordination of internal road allocation and railway transportation, and ensure that internal allocation will not be affected by problems in the verification and approval of railway transportation plans.

Second, we can't just play with the railway, the highway also has its own advantages, it is fast.

The price is set this morning, and it can be opened in the afternoon, but the railway will not work. You have to wait for the approval of the railway transportation plan.

But there is still a hurdle on the road, and that is the coal bearing company.

In addition, Jinsheng has three dedicated railway lines, and has also leased three dedicated railway lines, a total of six. Your road will not be sold for a while. Come, pull back to the platform, and we will take the railway.

But you also have to travel by road to reach the railway platform, so we must do a good job of road transportation.

Therefore, Zhang Xiaobei asked these staff to actively coordinate with the city and county level coal bearing road companies and the coal transportation and sales management stations under the road companies to obtain relatively sufficient internal allocation of coal contract resources for road transportation month by month.

Coal mine production must be coordinated with internal allocation and sales, and railway sales resources must be effectively matched.

In addition, it is still necessary to actively coordinate these departments to promote the flexible conversion of coal resource contracts between highways and railways.

According to the sales ratio and current situation of the roads and railways on site, the resource contracts are adjusted anytime and anywhere, and the road contracts must be tight and orderly at the critical moment of sales.

(End of this chapter)