Rebirth of the Wild Age

?Time Cafe, second floor.

Doudou is off on weekends, so she doesn't write homework and devotes herself to computer games.

Song Weiyang closed the doors and windows, and sat on the side of the bench... and called: "Our production technology upgrade has not yet been completed, and we need money to open up the pure water market. We can't fight with Pepsi, we can't afford it, not so much. cash!"

“The dealer’s feedback is very bad, forcing us to cash back,” Yang Xin said, “Pepsi is too harsh. The cash back can make the dealer’s capital chain more stable, and the choice of buying and selling goods is also more flexible. The dealers are so happy. If we can’t deal with it correctly, I’m afraid that Pepsi will take many dealers away.”

"Did Coca-Cola respond?" Song Weiyang asked.

Yang Datong: "There is no movement at Coca-Cola. I don't know what I'm planning."

Song Weiyang pondered for a moment, and said, "Start to speed up the construction of the direct sales network. Of course, the dealers can't give up and do direct sales and distribution together."

Direct selling is a kind of sales method, not a scourge, but it was later discredited by some health care products sellers.

Factory-consumer, this is direct sales.

Factory-retailer-consumer, this can also be broadly classified as direct sales.

Historically, Pepsi began to play a channel stimulus strategy in the mid-1990s, and it robbed many Coca-Cola dealers in China, and dealers in certain provinces even collectively invested in Pepsi. This forced Coca-Cola to be hard to resist and was forced to madly develop a direct sales network, with goods directly transported from factories to schools, supermarkets, restaurants and other places.

Yang Xin said: "We have been doing direct sales network construction. We are currently doing the best in Beijing and Shenghai, but other cities may have to develop slowly."

"I can't tell on the phone. I want to start a channel construction plan ahead of time," Song Weiyang said. "Convene a meeting with the Planning Department, Propaganda Department, Sales Department, and Logistics Department. I can come back tomorrow morning."

"Okay, we are waiting for you." Yang channeled.

Song Weiyang hung up and pushed out the door. Doudou looked up and asked, "Uncle, are you going on a business trip again?"

"Well, I'll be back in a few years," Song Weiyang said.

Lin Zhuoyun estimated that she was studying in the library at the moment, and Song Weiyang went downstairs and said to Lin Wanzi: "Sister, tell Zhuo Yun to ask her to ask for leave for me."

"Are you asking for leave again?" Lin Wanzi asked in surprise.

In the afternoon, I took a plane to Rongcheng, and then returned to the company headquarters by car. Song Weiyang had already written a plan on the way.

"Chairman!"

"boss!"

"..."

The heads of the planning department, the propaganda department, the sales department and the logistics department, as well as the general manager Yang Xin, were all there. Seeing Song Weiyang appeared, everyone stood up and greeted.

"Sit down!"

Song Weiyang said with a smile: "Pepsi's strategy of using cash rebates to stimulate distributors is indeed very clever. It caught us and Coca-Cola by surprise. We were unable to deal with it positively because there was not so much money. However, the sky did not fall. , It’s impossible to collapse! Today, I’m going to talk about our new sales strategy, called'Key Customers and 101 Plan'!"

Everyone listened carefully and refused to miss a word.

The society knows that Song Weiyang is a master of marketing, he has never missed it, and now he wants to listen to the chairman's new channel sales strategy.

Song Weiyang grabbed the small blackboard and quickly wrote a few lines with chalk.

"After nearly three years of development, Xifeng has established more than 160 sales branches in various places," Song Weiyang laughed. "These sales branches are laying the foundation for my new plan. Now they can finally show up. Blade!"

The spirits of everyone, including Yang Xin, were lifted up. The chairman of the board started to make arrangements three years ago!

"The new sales channels are divided into three lines," Song Weiyang said, pointing to the blackboard. "The first line is key customers. Now there are more and more large supermarkets and large shopping malls, which can be listed as key customers. Please ask the sales department. In addition, a “key customer group” is formed. Each sales branch has a dedicated person in charge of key customers. We must take the initiative to get in touch with those key customers directly, and then the sales branch will connect the key customers and the factory, and the products in the factory Ship directly to supermarkets and shopping malls, and cooperate directly with retailers, omitting the distribution link!"

"The second line is the regional distribution partners, which must completely cancel the underwriting agents, not even the city and county level agents. What are the regional distribution partners? That is, they are responsible for developing retail customers and contact us directly from the factory when they get the order. Ship goods to retailers. These regional distribution partners are equivalent to our regional salesmen, not traditional distributors. I call it the "101 Plan", two 1, representing factories and retailers, and one O, representing Regional distribution partners also mean that there are no traditional distributors."

Song Weiyang said: "These two lines are to eliminate traditional distributors and agents, and to achieve channel sinking. As long as we can do it, we can control the market instead of being restricted by distributors like we are now. Of course, do It is very difficult. We have to build storage centers in various places. This is also a big investment."

"The third line is to use the wholesale channel, that is, the traditional distribution channel. This is a channel supplement. If you are willing to continue to cooperate with us, then continue to cooperate, if you don't want to, please get out!"

"Including iced tea, purified water and canned food, we must do this! If there is an underwriting contract, their regional agency rights will be cancelled when the contract expires."

"The sales department has a very heavy task, but as long as the performance is well done, your bonus will be the highest. There is also the logistics department, and your task is also heavy. When the warehouse centers are established, you should contact the local transportation company and talk to them. Start long-term cooperation."

"I have asked someone to print out the specific execution steps, and it will not be spread out for six months."

"That's right, and also. Postpone the production and marketing plan of juice drinks and instant noodles, concentrate funds to establish a storage system, and then find bank loans if the money is not enough. Lao Yang, I know you are considering listing, but the listing plan will also be postponed. Because the establishment of a warehousing system will inevitably make Xifeng's debt ratio extremely high, the securities regulatory department will definitely not pass the IPO review of Xifeng."

“As for Pepsi’s current force, the publicity and planning department must take action and engage in more publicity and promotional activities. Don’t cut prices anymore. Buy three bottles and get one bottle. It will definitely attract customers. If you encounter a holiday, do it. Although the National Day has passed, but You can find the festival by yourself. If there is no festival, you have to make a festival. Isn’t this the Double Ninth Festival right away? You can make a promotion if you just find an excuse."

"Also, all the cola produced in the next three months will be sold with prizes. One more bottle, another bottle, and the median rate is set to 60%. The sales have gone up, and the dealers will make some money. Many of them will not take the risk. With the risk of exclusively selling Pepsi-Cola~www.wuxiamtl.com~ Alright, the meeting is over. I have to hurry back to school for class, and the specific implementation is solely responsible for the execution of it by General Manager Yang!"

Song Weiyang came and left in a hurry, but the company executives in the meeting room were blown up.

At present, China's large private enterprises are all using the regional agent system, of which the beverage, food and health products industries are the most typical. This method can quickly spread channels and quickly occupy the market. It is an optimal solution and is deeply loved by private entrepreneurs.

Song Weiyang not only wants to eliminate the agents, but also weaken the dealer group, which is too risky and a bit thankless.

But if it succeeds...

Everyone here is very excited. Although it is very difficult now, as long as it succeeds, Xifeng will be able to stand firm.

Yang Xinxin smiled bitterly to cover up his excitement, and said, "The chairman is trying to exhaust me." He stood up and said, "All departments recommend excellent employees, and many new positions are about to be added. It is time for these excellent employees to be promoted. "