Beidiao Workplace Illustrated Book

Chapter 300 Winter 2022 (2)

"Now Yiyang is a pilot city for the after-school service of the Provincial Department of Education. The city's Education Bureau must listen to the Provincial Department of Education. Which director dares to act rashly and offend the department? It is basically impossible to occupy a place in the Yiyang visa area. Not just us, iFlytek, Honghe, Yuanfudao, no one can sign."

"Yes, the curator of the audio-visual education center you brought me to meet today, I can also hear what he meant." Chen Mo knew that there are indeed unrealistic objective factors in occupying a seat on the Yiyang platform.

"That's why I can only do single schools, and for single schools, our product prices are too high, but the market charges are standard. If the fees for students exceed 200 yuan, parents will complain and it will be very troublesome. Therefore, our product quotation must be controlled within 100 yuan. In this way, the channel and the school will have profit margins, but our products, slightly better products, have a discount price of more than [-] yuan for the channel. For part of the money, the school has to earn part of the money, and the teachers have to share a share of the pie, so it’s a waste of time for everyone, so the channel is not willing to represent our products at all.”

"Well, on this question, the distributors you brought me to meet have also truthfully stated that the distributors of our products are for the purpose of making money, for the sake of profit. This is an understandable fact. It's understandable that you don't want to do it, but the company's quotation system is set by the company, I can only convey your ideas to the company, as for how the company will do it, to be honest, I really don't know." Chen Mo and this Liao Xiaoxuan hit it off very well, and the two had a heart-to-heart conversation about the company's business and products.

"Mr. Chen Mo, please see if you can do this. Apply to the company. Can you develop some lower-cost courses for the development of business in Hunan? The after-school service business in Hunan is really different from other places in the country. Different, our Hunan market, as early as five years ago, began to explore quality education, after-school services, and now the market is very mature. High-priced products must not be pushed, and some local institutions, small companies, rely on In line with the local market, some low-cost courses have been developed. People pay tens of dollars to the channel provider, and the channel provider sells another 200 yuan to the school, so that everyone can make a profit, and our after-school service is impossible. A school is dominated by one family, and you saw it when you went to school today, a school has three or four companies providing services, which company has no background and connections? The school must be exposed to rain and dew, and no one can be offended."

"I agree with your idea. The company's products cannot be generalized or generalized. Each region and each province must have its own characteristics and individual requirements. A standardized product cannot meet all regions. After I return to BJ, I will explain this to the company. It is not a bad idea to develop customized courses for each region. But from the company’s point of view, it will take time and effort. From a macro point of view Look, I think the company should not consider localization in the short term, and some individual needs of localization. As for the company’s requirement that our after-school services cover and occupy the entire area or school, the first point is indeed in Yiyang. impossible."

"Sigh." Liao Xiaoxuan sighed: "Selling the company's standard products, in Hunan, especially in Yiyang, it is impossible to sell at all. The two private schools I sold before, they channeled me to save face, and I even I used some of my family’s upper-level connections. In exchange for benefits, the channel sold our two courses based on the principle of neither making money nor losing money. But not all channels are willing to give me this face. If it continues like this, What can I do for next year's business?"

"I am on a business trip to Hunan this time. The leaders of the headquarters want us to actually understand the problems and needs of business development in your region. I know the situation in Yiyang almost. Restrictions and restraints, I will report these situations to the leaders of the headquarters in detail." Chen Mo's words are actually polite words, it is his own powerlessness, and it is a comfort and hope for Liao Xiaoxuan.

"Okay, thank you, Teacher Chen Mo, you eat vegetables, eat vegetables." Liao Xiaoxuan was taking Chen Mo to eat Yiyang's special food, hanging pot rice.In the past few days, Chen Mo had eaten all the local specialties in Yiyang. Liao Xiaoxuan arranged Chen Mo's basic necessities of life very well.

Back at the hotel in the evening, Chen Mo turned on the computer, and truthfully wrote down his research and observations in the YY market in recent days in the research report, and also truthfully wrote the actual issues of regional sales business promotion that required the support of the headquarters.He objectively and fairly reflected the market status of Zuoyebang in Yiyang, Hunan, and also euphemistically expressed his personal wishes, hoping that the headquarters can give consideration and support for localized products and plans.

Having been doing pre-sales for so many years, Chen Mo is best at communicating and writing solutions. He always believes that an excellent pre-sales solution manager has the ability to speak and write.The higher the ability of the two, the stronger the comprehensive pre-sales ability, and the more the two abilities are trained in the front line, the more they see different sales and customers, the richer their pre-sales experience will be.

Only after going through the trials and tribulations of the project and the market, can you write like a master.Chen Mo spent one night writing a 2000-word Yiyang research and investigation report. After several revisions and polishes, he finally finalized the report and sent the report to his immediate leader Wang Shuwei and salesman Liao Xiaoxuan.

After reading the report, Wang Shuwei admired Chen Mo's writing style even more, and replied to Chen Mo: "This research report is very well written. I will send it to Teacher Yiran for reading."

After Liao Xiaoxuan received the report written by Chen Mo, she was overjoyed. Chen Mo's report truthfully reflected the current situation of the YY market, including data analysis, and subjective feedback from channels, schools, and bureaus. , He also proposed a solution. He sent several expressions of thanks to Chen Mo in a row, and then sent this report to his immediate boss, Ling Zhi, the general manager of the Hunan Region.

Chen Mo has a clear understanding of the basic situation in Yiyang. The market in Yiyang is not easy to do, especially in Hunan. If he is a salesman in Yiyang, his business development is probably not half as good as that of Liao Xiaoxuan.For Liao Xiaoxuan's needs, he hoped for the company's support. Chen Mo also knew in his heart that even if he gave this research report to Shuwei, and Shuwei gave it to Yiran, the matter would stop there.The company will never spend time and energy, invest cost and manpower, to solve the individual needs of this Hunan market.

Taking the high-speed rail from Yiyang to Changsha, there is an office in the Hunan Region, and I rented an office of nearly [-] square meters in the CBD of Yuelu District, Changsha. Ling Zhi, the general manager of the region, is sitting in the office, waiting for Chen Mo's arrival.

Chen Mo knew that Zuoyuebang had offices in almost every provincial capital, adopting this kind of fully blooming and spreading business style.Chen Mo does not agree with this business model. The business has just started, and the stalls are so large. The large area is crazy about recruiting troops, renting office buildings, paying property fees, and other daily office expenses. This is simply a disservice to the company. It is a huge waste of cash flow, and I don't know what Chen Gongming, the boss of the homework gang, thinks.

When he walked into the office building of the Hunan office, he became even more convinced of his thoughts. The office is rented in such a prime location. If there is no actual performance output in the region, one day it will face staff cuts. The result of the abolition.

(End of this chapter)