The days when I sold coal in the coal mine

Chapter 677
I didn't finish talking about Zhang Xiaobei's sales strategy just now, so let's continue now.

The third point emphasized by Zhang Xiaobei is to carry out market research effectively.

The coal market is not good, it is true, but what is it like today?What's going on tomorrow?Did it change the day after tomorrow?This is something you have to keep an eye on all the time.

Although it is said that coal prices in the entire Binzhou region are now on a downward trend, this is the biggest reality.

But we must maintain close contact with the large local coal enterprises in the surrounding area. This is really the time to hold together for warmth.

In addition, some weak market changes can also cause small-scale upward fluctuations in the market.

Therefore, everyone must communicate with each other, and remember not to viciously bid, Jinsheng must take the lead.

By the way, everyone also understands that the customers of any company belong to that company, and they have been bundled in business for many years, and there are not many companies that you can snatch away if you just say it.

It is said that those who can be snatched by you are definitely not good customers.

In addition, it is necessary to keep track of the coal price information sold by the surrounding railways in a timely manner, and also pay attention to the sales situation and inventory status of each unit. We don’t know if other people’s homes are sold out at any price. Isn’t that too passive?

At the same time, it is necessary to actively track the selling prices of road coal products of small mines in other places.

Roads are roads, railways are railways, the freight is different, the cost is different, and there can be differences.

Through these actions, Jinsheng's product prices are dynamically determined according to the company's own characteristics, and the price is determined by quality to achieve a price-performance ratio recognized by the market.

The fourth point is to refine the management of customers. Of course, it is already detailed enough, but it needs to be more detailed.

This Zhang Xiaobei talked about three points.

You can't say that our market is not good now, and your customers dare to do whatever they want, that won't work.

It’s not okay to do things without rules. Although you are God, God has to follow the will of God, right?

The first thing is that the customer structure must be relatively stable to lay the foundation for stable shipments.

Now is the beginning of the year, we must assess and explore the overall shipment volume and shipment stability of customers based on 2011.

Combining the customer classification standards formulated by the group, through the payment of goods and the on-site inspection work of the customers themselves, we carefully screen out some good customers.

The selected customers should cover customer groups in various industries such as electric power, biochemical, chemical/fertilizer, non-ferrous metals, heavy machinery, port business, and residential life. This is an industry requirement.

The other is the variety requirements.The needs of these customers for Jinsheng coal product varieties must be matched reasonably and effectively, so as to play a positive role in promoting the stability of sales work.

That is to say, the comprehensive demand of this customer is high, and I want all varieties.

When one variety is sold out, another variety piles up into a mountain. Doesn't this also affect production?

At the same time, the effective combination of local industry and out-of-province transportation will be strengthened. In 2011, the local industry will focus on two units, Fengcheng Coal Chemical Industry and Lobby Binzhou International Power Plant, which must be protected.

Let them play an active role in adjusting export and domestic sales policies and quickly adjusting market dynamics.

Of course, as long as the customer is structured, that is, the bones are there, and the rest is to add flesh and blood.

You said that 60% of the quantity is sold, and the remaining 40%, as long as you work a little harder, basically there will be no sales difficulties.

The peers have different interests. Although the market is not good, aren't everyone doing it?I haven't seen any one say that I stopped posting.

It's just a matter of profit, so there are still customers in the market.

We must remember that what customers say is not earning money is not really earning no money, but earning less and failing to meet their psychological expectations.

Whether to pay or not is compared with psychological expectations.

The second thing is to have direct and effective communication with customers. If necessary, go to the factory for two days to gain vertical trust and promote stable shipments.

Yes, let me tell you something in advance, if you have nothing to worry about, people are just group animals, how can this relationship get better?It's getting better slowly.

Therefore, the sales business must realize direct communication with the manufacturer's customers, and realize the direct connection with the manufacturer through various channels at any time, such as the company's production information, railway transportation plan arrangement, and ordering of car requests, and realize information sharing with the manufacturer.

Then you said that we have done all the work, and the customer is waiting to receive the goods. Would the customer not be willing to do this kind of thing?

What's more, it's WeChat and fax now, so what's the inconvenience?

Of course, you have to choose the right opportunity, and don't harass others for nothing.

It is necessary to use the monthly report of the railway transportation plan and the adjustment of the road contract to talk about things.

There are also requirements for the number of times. To control it, communicate directly with the manufacturer at least two or three times. If it is not possible, go there in person.But don't do it so often that people hate you.

In addition, effectively collect and summarize the problems and opinions existing in the coal transportation business, and eliminate some misunderstandings in time.

In fact, after so many years, Zhang Xiaobei still doesn’t know that when people buy your things, one is because the price is right, and the other is because they are happy. No matter how good your things are, if I’m not happy, I won’t buy them.

Selling coal is not the same as selling clothes!

The third thing is to carry out in-depth market research on downstream companies. Old folks, we can't just look at our own downstream, we also have to pay attention to the downstream of our customers.

Look at the cost of chemical fertilizers, what changes have been made in electricity consumption across the country, whether steel billets make money, and whether the cost of non-ferrous metals is high?

If you don’t give him the customer’s account, how can we calculate our own account?

In addition, with the technological research and development of the chemical fertilizer and chemical industry, customers' demand for coal varieties and types has undergone significant changes.

It is necessary to communicate through various information channels to understand the customer's development strategy, the demand for coal types and varieties, and discuss with customers the views on the use change and price trend of anthracite.

The fifth point is to improve the service throughout the process and gain the trust of customers with really good service.

Although our customer service work is already very good, we need to think about it further, refine it and standardize it further. This is an image problem, and we must make customers feel comfortable.

The first thing is to effectively and orderly submit railway plans, provide business services at the source, maintain the basic order of railway sales and operations, and make customer submission plans more open and clear.

This can't be hidden, no matter when, it must be aboveboard.

The second thing is to take the initiative to coordinate with the railway planning department, strengthen the plan verification service, eliminate the situation of large uncertain factors in the plan, and let Jinsheng Group gradually increase the initiative in planning supervision services, variety matching, block-to-end ratio, and customer planning. The efficiency of the investigation is as coordinated as possible.

The third thing is that we must strengthen the coordination of Taihang Station and strengthen the plan fulfillment service.

The sales business has to confirm the on-site supply of goods with Taihang Railway Station every day, and hold a car meeting meeting.

The two parties worked together to determine the types of goods on the platform, and made specific request vehicle arrangements based on the inventory of the types and the customer's payment in place, so that customers can understand when they can ask for vehicles to load.

On the one hand, customers can arrange the payment effectively. On the other hand, the market is not good, but the order is not chaotic, and customers will not quarrel with us.

The fourth thing is to effectively improve operating efficiency and tap the potential of railway transportation capacity. You have to install it faster for others, so that their goods arrive early and settlements are made early.

In other words, there is a cost for whoever puts the money there. Otherwise, wouldn't people deposit it in the bank?Why put it here with you?

Therefore, it is necessary to implement 24-hour uninterrupted operation and effectively coordinate capacity operation units, and strive to meet the railway transportation requirements of "Dora Run".

That is to say, we should not only cherish and save the tight transportation resources, but also provide customers with "good and fast" loading services.

(End of this chapter)