Original Novel Serialized "Autumn in the ★ Blue Sky"
鲤鱼跳龙门339（四）齐佩林198707
Qi Peilin and Sun Dapu also asked some computer companies about their management methods, and the Hong Kong people gave them a briefing on how Hong Kong companies generally behave.
Later, Qi Peilin suddenly remembered that if according to the Hong Kong people, Kehua Company had to come up with a lot of money, where could it borrow so much money?
In the past year or so since the establishment of Kehua Company, the net income is more than 200,000 yuan, plus the 200,000 yuan borrowed from relatives and friends, and the total assets are about 500,000 yuan.
If you remove the money that has been pledged out for various reasons, the money that cannot be used for the time being will not even be able to reach 400,000 yuan in the working capital that can be paid out at any time in the account. If you pay all this money to a Hong Kong company, it will be enough for ten computers.
Is it enough to get 10 units at a time?
Hong Kongers say the money is certainly not enough. The brand they sold together now has six or seven models, and each model will cost more than 300,000 yuan.
Because Kehua has sold the lowest-grade models of this brand, the high-end models are expensive, and the most expensive models cost more than 80,000 yuan. To sign a contract as an agent, each model must be sold, and it must be in stock.
The Hong Kong people calculated on the spot that the working capital that Kehua Company had to come up with was at least 1 million or more. You also have to take into account the time when the goods are in transit, and you also have to take into account the arrival time of the customer's payment. You can't wait until the goods are sold out before you go to the next batch, right?
Qi Peilin and Sun Dapu looked at each other, and they were a little dumbfounded.
There is no doubt that they all want to be this agent, they all want to make Kehua bigger, and they all want to realize their grand ideals. But in the face of such great practical difficulties, the two of them couldn't think of a feasible solution for a while, could they not be dumbfounded?
Only then did the Hong Kong people ask them, do you want me to help you? I can lend you two million so that you can start your business.
But I can't do this in vain, Kehua has to pay interest. If you make more money in the future, it would be better to give me some more benefits.
After more than a year of communication, Hong Kong people have recognized the two of them as people, so they are not worried that Kehua will make money and forget the affection of old friends.
Qi Peilin asked, how much interest do you want? If Kehua Company can make money, it will definitely not forget its old friend. Even if Kehua doesn't make enough money, the interest will have to be paid to you on time.
The Hong Kong people said that the interest was about the same as the interest they promised to their relatives and friends, and Qi Peilin agreed, and Sun Dapu also agreed.
Sun Dapu also went on to ask, how to do the loan procedures?
Two million is not a small amount, and it is not enough to say it with empty words.
Hong Kong people say that Hong Kong's law firms have ready-made document templates, and when the time comes, they just need to fill in the information of both parties and the figures that have been negotiated. The key is that the two bosses must sign by themselves and stamp the official seal of Kehua Company.
When the Hong Kong people left, Qi Peilin and Sun Dapu followed them to Hong Kong. In addition to the 2 million loan to go through the procedures, you also have to sign an agency agreement with the Hong Kong company.
Qi Peilin gradually figured out that the Hong Kong man Sun Dapu contacted was not the owner of the Hong Kong company, he was just a sales manager.
Kehua Company wants to sign an agency agreement with the Hong Kong company, which is the official business of the sales manager. Lending Kehua 2 million funds is a private matter of the sales manager, which his boss does not know.
When the sales manager bragged about Kehua Company in front of his boss, he counted the two million yuan, saying that Kehua Company had more than 2 million yuan of its own funds, which was a very powerful private company in Beijing.
The two million were not all his, but also made up by several of his relatives and friends. Hong Kong people have a speculative mentality, and they are optimistic that the mainland's business is easy to do and that it is easy to make money, so they want to take the opportunity of Kehua Company to go to the mainland to get a piece of the pie.
There are definitely risks, but Qi Peilin and Sun Dapu turned out to be state cadres, and it is no problem to be decent. Kehua's business is that the sales manager has been following, Kehua can't lose money if he wants to, how can the sales manager be allowed as the predecessor of Kehua company?
When Qi Peilin and Sun Dapu returned from Hong Kong, they began to renovate Kehua with great fanfare.
They first used the money lent to them by the sales manager to buy the first batch of goods, and the various models added up to more than 60 units, almost 2 million were paid.
Before the spot arrived in Beijing, they recruited more than a dozen new people, and the total number of Kehua Company exceeded 20 people.
In addition to the salesman, they also recruited two full-time treasurers and one full-time clerk. There are more people in the company, and there are more things in management, and if they are in charge of everything, they can't bear it.
More than 60 computers will soon arrive in Beijing, and these computers have not been sold for the time being, so where can they be placed?
They also rented a house in the family building near the company, and let the legal representative live in this house. When the goods arrive, they will also be put in this house.
The legal representative doesn't have to worry about anything else, and is ready to let him be a full-time warehouse manager. It would be good if he could understand the goods management in the warehouse, and Sun Dapu had to teach him how to keep inventory accounts.
They also cleaned up the big house where Kehua Company entered, found a carpenter, and gave them a booth.
When the goods arrived in Beijing, they opened one for each model. There were six prototypes on the booth, and it looked obviously different, like a company that specializes in computers.
Qi Peilin never dared to think that there would be people he didn't know to come in and buy computers. Can you still pay for a computer worth tens of thousands of dollars on the spot? Isn't that the same as buying a pair of pants?
As a result, the day after the prototype was placed on the booth, some customers were optimistic. After a brief discussion with Sun Dapu about the price, he took out the bill of exchange.
It turned out that these two people were from Taiyuan, Shanxi Province, and specially came to Beijing to purchase computers.
The two of them have transferred several stores in Zhongguancun, either they are out of stock, or they are not optimistic. When they walked to Kehua Company, the two of them felt very tired. It just so happens that Kehua's booth is filled with the brands and models that make them satisfied, can they still go?
Kehua was fortunate that a few months after they changed their approach, another Hong Kong company selling the same brand set up an office in Beijing. Then, Hong Kong companies that sell other brands of computer hosts also went to Beijing.
When these Hong Kongers arrived in Beijing, they began to develop their own agents in Zhongguancun. Some of the agents are already there, but they have signed an agency agreement to concentrate on this brand. There are also agents that do not exist in the first place, and are new companies established to act as agents of Hong Kong companies.
There are also newly built companies, because of insufficient funds, they can't sign an agency with anyone. In such a company, he sells goods from any company, and outsiders see that the company's business is quite prosperous.
In this way, the number of signboards of computer companies that can be seen on the streets of Zhongguancun has increased rapidly, and the area where you can see the signboards of computer companies has also expanded. Every few days a family pops up in the south, and every few days another one pops up in the north. These new companies are not all selling computer mainframes, but also other products.
It was a loss to give Kehua a few months to adjust step by step in a market that was not too competitive. Otherwise, whether Kehua can continue to do it may really become a problem.
When Kehua Company first arrived in Zhongguancun, there were several companies that did not adapt to the rapid changes in the market. Either the company will be yellow, and the boss will do something else, or he will shrink the company to an office building and concentrate on his own customers.
During that time, Chippelin knew that not only had the number of computer companies that could be seen on the streets increase, but also that there were many more companies in the alleys, office buildings, and office buildings.
With the gradual increase in the number of stores with signboards, the number of customers and prospective customers who come to Zhongguancun to shop has also increased a lot compared with the original. There are also more opportunities for companies to communicate with each other than before.
When a customer enters a store, he often hears the standard statement of the salesman, the company sells all products, and has any products, as long as the customer decides to buy it, the salesman will go to the warehouse to pick up the goods.
What the salesman will not say clearly is that the subtext of this statement is that the entire Zhongguancun is his warehouse, and he will go to a specific company to pick up the goods if you want any goods.
In such a market environment, Kehua will also help other companies sell goods. However, Kehua company rarely sells other brands of computer hosts, and most of the customers decide to buy Kehua company's hosts, but also buy other products.
Most of these other products are not in stock, and they have to pick them up at other companies.
In Kehua's sales report, the proportion of sales to Zhongguancun brother companies soon reached about half.
This half of the sale is not mainly to increase profits, because the profits are too low to be counted on. They also want to actively sell like this, for the sake of sales, and for the sake of the sales task that the Hong Kong company has pressed on them.
If you can't complete the task, you won't get a rebate, which is not for fun. A large part of Kehua's profit depends on monthly rebates.
As the market competition became more and more intense, the selling price was naturally lowered, and the profits of these computer companies in Zhongguancun naturally became thinner.
Fortunately, customer demand for computers has gone up, and the number of computers sold each month has gone up. Sun Dapu is in charge of the financial affairs of Kehua Company, and the financial statements must be handed over to Qi Peilin for statistical statements every month. Qi Peilin can see from the report that Kehua's total profit every month can still be maintained, and the total profit every month is still rising slowly.
With the gradual increase in sales, more than a year later, Kehua's liquidity was insufficient.
When they first signed the agency, the sales task assigned to them by the Hong Kong company was still in double digits, and it was enough to sell dozens of units every month. Later, it gradually increased, and in 1986, they were required to sell hundreds of units every month.
It is not entirely to blame the Hong Kong company for whipping fast cattle, the profit of a single unit is gradually declining, if Kehua Company can't sell enough units, the profit will be less, and it may even be impossible to even the cost. Because Kehua's expenses have also increased and the number of personnel has also increased, the total number of employees in the company has increased to more than 40 people, and the monthly salary alone is a lot of money.
Qi Peilin and Sun Dapu tasted it, and Kehua Company's spot in Beijing could not be less than 30 units, and if it was lower than this number, someone would decide to buy it, and they couldn't get the spot. Because the sales speed of each model is unstable, no one has the ability to sell out the stock of each model at the same time.
But the market is not the same as in previous years, and if there is no stock, this business will often be lost. Other companies and other brands are in stock, but if you don't have stock, people will go to other companies to buy it?
Considering that every time from the time the decision is made, the new goods will not arrive in Beijing until a few days later, so when the stock is less than 60 units, they must study the next batch of goods. Otherwise, there is no guarantee of the bottom line of thirty units.
At that time, the total assets of Kehua Company were only more than 3 million, and in addition to more than 2 million loans, the remaining more than 1 million yuan was gradually earned by Kehua Company in recent years.
Removing other appropriations, and then removing the 2 million or so to be occupied by 60 units of guaranteed inventory, every time they study the next batch of goods, the funds on the account are generally about 1 million, so they can only purchase more than 30 units at a time.
In this way, they have to buy four to five times a month on average, almost once a week.
If they don't have enough money, they have to find ways to make the most of their limited funds. The supply situation in Hong Kong is very important to them, and it is not enough to rely on phone calls and faxes.
Sun Dapu had to go to Hong Kong often, go to Hong Kong to listen to all kinds of information, and find out the good goods that sell quickly and have high profits.
Sun Dapu had to talk to Qi Peilin in Beijing on the phone every day in Hong Kong, exchange information on the phone, discuss countermeasures on the phone, and calculate the variety and quantity of goods purchased on the phone.
Such days go by quickly, and Chippelin feels that he has just taken off his cotton coat a few days ago, and he has been wearing a T-shirt in the past few days.
Have you ever seen a little mouse running on wheels? Qi Peilin felt that he and Sun Dapu were the little mouses, and they hurried forward day and night. But the faster they run, the faster the wheels spin, and the faster they have to run to make sure they don't fall off the wheels.
When Chu Yunfei came to look for Qi Peilin, it was when Qi Peilin felt exhausted.
(To be continued)