L and C are not the top two in the air conditioning manufacturing industry in China, but they are also within the top five. They are equal in strength, the difference is that C has always been air conditioning as the main business, while L has shown a trend of product diversification in recent years. Xiao Yi looked at the quotations of the two factories, the difference was not large, the salesmen who contacted Gaylord in the first two months were Kate from L and Tracy from C. Considering that L was relatively close to her, she planned to contact Kate first.
After the phone was connected, Xiao Yi told Kate that she was Gaylord's Chinese agent and hoped to interview the order that had not yet been confirmed. Kate is a salesman with good business literacy, she wants to confirm Xiao Yi's identity, but she does not want her to feel censored, so she politely said: "No problem." Just one thing to confirm with you, after the terms of delivery are determined, how long can the customer pay the deposit, and, are these goods out at one time or in batches? ”
In order to dispel Kate's doubts, Xiao Yi said methodically: "After the delivery terms are negotiated, we can pay the deposit within two weeks, and the shipment will be in five batches according to what Gaylord said before." As for the payment terms, customers have always insisted on 100% letters of credit, but if this time we can reach a mutually acceptable result on the price, we can make concessions on the payment terms. In addition, given that we have been communicating by email for two months and have not made any substantial progress, I hope that this interview will be effective. ”
After listening to Xiao Yi's answer, Kate made sure that the other party was with the buyer, so he said: "Wait at any time, I hope to see you as soon as possible." ”
The time was set at 9:30 a.m. the next day, and then she called Tracy of C Company, listening to Xiao Yi explain her intentions, she did not ask other questions like Kate, and simply agreed to the interview invitation the next afternoon.
L Company is located in Z City, where Xiao Yi used to pass by every day when she worked at GO. Every time she sees their nearly 1,000 acres of factory buildings and majestic office buildings on the bus, she will sincerely admire the original entrepreneurs, it is said that L Company was originally just a small workshop of more than a dozen people, and spent thirty years under the leadership of the boss, becoming one of the few home appliance manufacturers in China today. Today, for the first time, she walked into this company that she often sees in advertisements, and she couldn't help but have a different kind of respect for them.
Kate was already waiting in the lobby, saw Xiao Yi come in, hurried over and shook hands with her, and then the two of them walked together to a negotiation room of about fifteen square meters. Because I had already made a simple exchange on the phone yesterday, I avoided introducing myself during the conversation and went directly to the topic.
Xiao Yi said: "The first thing to confirm with you is the quantity, 10,000 units will not change, so now please give me a minimum price you can do." ”
Kate said: "In fact, the price we gave is already very reasonable, I believe you have also compared the prices of other companies, even if there are really 10,000 units, the price will not change too much." ”
Xiao Yi smiled and said: "I know the price difference between 10 air conditioners and 100 air conditioners, and I also know the price difference between 100 units and 1000 units, but so far I really don't know how big the price difference between 1,000 units and 10,000 units can be." The price you give me can be given by others, but today I came here to get some information that others can't give, and if you are like others, then I don't have to come. To show our good faith, the payment can be changed from 100% Spot L/L/L/30%TT+70%." ”
Kate smiled and said, "My permission can only give you three more points of discount, but it is estimated that it will not meet your requirements, you wait a little while, I will ask the supervisor to come over." ”
After a while, Kate entered the negotiation room with a middle-aged man in a suit and leather shoes. The man saw that Xiao Yi was waiting there, and he took a step forward and held out his hand first, and Xiao Yi hurriedly got up and shook his hand.
Kate said: "This is my supervisor Michael, in charge of the German-French district, and you have just reported your situation to him, and you can talk to Michael about any requests." ”
Xiao Yi looked at Michael and smiled, "Then everything please." ”
Michael also laughed: "Your target price is really too low, we have never made such a low price." ”
Xiao Yi said: "If our target price is completely unacceptable to you, then you can let Kate directly reject me instead of personally coming over and telling me that I can't do it, and then say goodbye to me." ”
Michael stared at Xiao Yi for a few seconds, then smiled nonchalantly, "What do you think?" ”
Xiao Yi took out a form from the folder and handed it to Michael, saying: "Although I don't know about air conditioning, I don't know how much your profit point is controlled, but it is still possible to do a simple cost analysis, after all, in the Internet era of highly developed and highly transparent information, it is not difficult to find the price of raw materials and the price of some accessories." This form was made in half a day, the price of the various accessories on it, including compressors, copper pipes, refrigerants, I called the supplier to verify, they are quoted according to the amount of 5,000 units, you can see what the final cost of the material is. If I increase the volume to 10,000 units, I believe the price will be lower, plus the labor, profit and other expenses of the regular factory, I think our target price is feasible. ”
Michael looked at the form for a while, his expression became more and more serious, and he said to Xiao Yi very politely: "Edith, please wait a moment, I will ask the head of the finance department in charge of cost accounting to come over." After handing Kate a color, Kate immediately got up and went to the finance department.
In the gap between waiting, Michael tried to know what Xiao Yi's relationship with the customer was like, so he asked her how long she had been working with the customer. She said lightly: "It's not long compared to the time he has been doing business independently, but we know each other, trust each other, and share some common fun." It's just a pity that his mother has died, otherwise I would have had to go to Grasse and visit his mother in person. ”
Michael asked curiously, "You've known each other for a long time?" ”
Xiao Yi smiled and stared at Michael, "What do you think?" ”
As he spoke, Kate came to the conference room with a female employee in her forties in a professional suit. Michael handed her the cost analysis form and said, "Director Li, do you have any problems with this cost analysis?" Supervisor Li looked at the form carefully and said: "There is no problem, whose cost is this?" ”
Michael said: "If you calculate the price according to 10,000 sets of air conditioners, how much lower will it be than the price you have?" ”
Supervisor Li said: "Low is definitely low, as for how much is low, we must give us time to recalculate." ”
At this time, Xiao Yi took out the second document, and she said calmly: "This is C's offer, you can compare it with yours." ”
Kate looked at Xiao Yi in surprise, while Michael calmly took the offer and looked at it. Xiao Yi observed their performance and felt that he was going to make a killer move. She said slowly, "We chose you and C as alternative suppliers early in the morning, and you can see that C's price is slightly lower than yours." Seeing the confused expression on Kate's face, she continued: "The reason why I talked to you first and handed you C's offer is because I personally prefer and give you orders. There are three reasons, first: you and C are close to each other, and both have a guarantee of quality; second: you are only 20 kilometers away from me, and C is 100 kilometers away from me, and I am not willing to drive to the factory for two hours often; third, Kate has left me with a good first impression, I like to deal with smart people. So, now please work hard, recalculate the price according to the amount of 10,000 units, and give me an optimal price. If I can accept the price, then I will go to Company C in the afternoon just to go through the motions, and if not, then I will have to face a hard afternoon. ”
Michael said: "I want to talk to the director of foreign trade, and she will communicate with the financial director to see if she can verify the price on the spot." ”
Xiao Yi said, "Yes, I hope I am waiting for Jiayin." ”
About the author: Ran Lingyan, known as Tess teacher in the jianghu, has been immersed in the foreign trade circle for more than ten years, witnessed all kinds of clouds and tricks in the circle, so she has become sometimes black, sometimes very two; love history and philosophy, "Dream of the Red Chamber" ashes fans, Xi Jing, living alone animals, rejecting all social activities, occasionally part-time fortune teller or hypnotist.
Tess Foreign Trade Club: a platform for foreign trade salesmen to solve questions and answers for free; a platform to share life and work insights, welcome everyone to submit to [email protected], let your experience help more people, let your voice pass to more people's hearts.
