Rebirth 2008: I Can Make Money Reading

Chapter 63 Company channel problem (seeking monthly ticket)

During the Chinese New Year, Mu Yang calculated the cost of self-made plasma welding equipment. Excluding his own design costs, it cost about 50,000 yuan, which was less than the previous estimated self-made cost of 80,000 yuan.

"Equipment manufacturers are too dark. A piece of equipment sells for 400,000 yuan, and it's not easy to use."

Mu Yang remembered the plasma surfacing equipment bought by his old club in his previous life, and couldn't help complaining.

He plans to assemble 15 more plasma surfacing machines within two months, bringing the total to 20.

Within one year, the total number of units will reach 70, which is also the highest planned number.

Mu Yang is only responsible for installing the core components, and one can be installed in more than an hour. The assembly of the rest of the non-core components is all handed over to the workshop for assembly, which is time-consuming and laborious.

After assembling five sets of equipment, the staff in charge of assembling the equipment are already proficient. As long as the order comes in and the parts are ready, one piece of equipment can be assembled and debugged in half a day.

At present, there are 4 employees who are responsible for blanking, machining, welding, painting, assembly and debugging, and one person works part-time for multiple positions and is responsible for equipment manufacturing.

Each piece of equipment occupies a small area, less than ten square meters, mainly due to the space occupied by the placement of workpieces.

In the next stage, Muyang is going to develop equipment for surfacing nickel-based alloy 625 (Monel alloy), hot wire automatic argon arc welding, referred to as hot wire automatic TIG.

Two salesmen have reported for duty, but they are not familiar with the welding industry.

Recently, Mu Yang has thought about business channel management.

His personal energy and time are limited, and the order business must be delegated to his subordinates. Only two salesmen are far from enough to carry out business.

If the management is not good now, when the company scales up, it will still have to face the problem of how to manage business channels.

Management and control of business or sales channels is always a difficult problem for all companies.

For Mu Yang, there are three issues he was worried about before:

1. When the salesman resigns or changes jobs, he will take away the resources in his hands;

2. The salesman raises the price of the company's products at will, making profits from the difference and earning rebates;

The third is the business incentive plan. If there is less incentives for employees, the enthusiasm of employees will be poor, and if there are more incentives, the company will have high costs and low profits.

It is mainly these three aspects. After the company was established, he was thinking about how to solve it.

After this period of training in company management, Mu Yang asked Song Xuelu to discuss again, and the two came up with a targeted solution.

Mu Yang said: "Aiming at the problem of employees leaving and taking away resources, I plan to establish a customer system to input all customer leads and customer information in all stages of business into the ERP system, and follow up at the same time to divide the jurisdiction of salesmen to avoid conflicts. "

Song Xuelu probably understands the meaning, but for a freshman, she really doesn't understand what ERP is.

"A kind of software, simply put, is to digitally manage company resources." Mu Yang explained.

"In this way, even if an employee resigns, it is difficult to take away the customer resources in his hands. We can reasonably allocate customer resources to business newcomers, and we can also move customers who have not been followed up for a long time to the customer system and allocate them to capable business follow-ups.

In addition, the resources of scattered salesmen are too concentrated.

The salespersons of Xinghai Company are mainly responsible for developing customers, communicating, negotiating, signing contracts and collecting payments, and even follow up on the orders of the customers they are responsible for.

It takes a lot of time to follow up orders, and the affairs are complicated. I will not let a salesman be responsible for too many customer resources or order volume.

Otherwise, when the salesman changes jobs, it will be very detrimental to the company.

The company manages customer resources well, and can change salesmen at any time, so there is no need to worry about firing a salesman or leaving a salesman, which will cause uncontrollable losses to the company. "

Song Xuelu nodded frequently, admiring Mu Yang's plan.

Dark enough!

Why is this guy so bad-hearted now?

But for the sake of the company, she couldn't say anything.

Song Xuelu said again: "Yangyang, how do you avoid things like salesmen earning kickbacks?

I heard that in some companies, their own salesmen resell the orders they get to other companies to earn the price difference. There are many such things. "

"Hey, on this matter, we can only let the salesman negotiate with Party A for the commissioned contract. The company's template contract must be used. We formulate a unified contract price, which will finally be signed by the general manager. Yes." Mu Yang replied.

He also has a headache. There are policies at the top and countermeasures at the bottom.

Mu Yang went on to say: "At present, the company's plasma surfacing equipment is monopolized in the market, and salesmen play little role, so customers will naturally come to ask for cooperation.

However, the valve factory still has a choice, that is, manual surfacing, which is not impossible for our company, but it is not easy to do for export.

On the other hand, our company was first established and currently has no influence among peers. At present, we mainly rely on salesmen to get orders, and the incentive plan must be suitable. "

Song Xuelu said "oh", and she probably understood: "It's just a commission. You can get hundreds of thousands of dollars for one order, so it's not appropriate to pay too much?"

"Yes, I am going to formulate business ladder incentives, that is, in addition to fixed salary, incentives should be based on monthly business volume, payment status and service attitude, with a minimum of 0.10% and a maximum of 0.12% of the order amount, which is one million The reward is 1200 yuan.

If the reward is 0.12%, the return is 100%, and if the service attitude is good, you can get a reward of 1,200 yuan;

If the return is only 80%, you can only get a 20% discount reward;

If the return is less than 50%, there is no reward. "

Mu Yang replied that the incentive plan he formulated has many details to ensure the enthusiasm of the salesmen and the interests of the company.

"The maximum is 0.12%. It seems that the ratio is very low, but the order is easy to get, so it is quite reasonable." Song Xuelu nodded.

It seems that the reward ratio is very low, but the situation is different. It is different from selling equipment, and the commission rules are also different.

Selling a piece of equipment, with a turnover of 100,000 yuan, the salesman may get a few thousand commissions. For some products that are difficult to sell, the commission may even be 10,000 to 20,000 yuan, and the reward ratio is very high.

Under normal circumstances, the same customer may only have one business for several years.

But Muyang only ran Huazheng Valve Company, and it is estimated that the monthly order amount will exceed 1 million yuan, and the long-term cooperation will last for two or three years, and the accumulated order amount will reach 20 million, and the proportion of 0.12% is not low. The commission reached 24,000 yuan.

Mu Yang estimated that a salesperson can be in charge of about ten companies a month, and the monthly order amount can reach 5 million yuan, which is very good, and the reward can get 6,000 yuan.

In addition to the basic salary, six to seven thousand in 2008 is considered a very high salary. It is impossible for Mu Yang to give each salesperson a salary of 20,000, which will destroy the company's salary balance. The salesman who asked for it, why did he give 20,000 yuan? If he hadn't been short of time, he would have run out of all the cooperative companies with a little more time.

He felt that the reward ratio was low, so he would recruit another person. If the monthly salary can reach 6,000 yuan, there will be a lot of people rushing to do it in 2008.

Xinghai Company also limited that a salesperson is allowed to be responsible for a maximum monthly order volume of 8 million yuan.

If it exceeds, it may be necessary to transfer part of the order to other salesmen, and the transfer order will compensate the original salesman.

In fact, the monthly order volume has reached 5 million yuan, and the workload is very heavy. If a salesman wants to be responsible for the monthly order volume of 8 million yuan, it is estimated that he will be too busy.

There are currently solutions to the three concerns, and it depends on how they are implemented.

Business and sales channels are the most important assets of an enterprise, but also the most variable assets.

Mu Yang wants to minimize this variable.

Among them, brand influence is the most important. The boss of Coca-Cola once said: "Burn all my factories, just give me the Coca-Cola brand, and I can achieve the same scale as it is today."

Mu Yang wants the valve factory to feel that Xinghai Company is the guarantee of quality, and under the same price conditions, Party A will not be afraid of replacing the factory.

Secondly, it is service and integrity. Don't delay when you say that you can deliver the goods, let alone fool Party A.

But the most fundamental thing, which remains the same as ever, is profit.

If the quality is the same, the service is the same, the delivery cycle is guaranteed, and the OEM fee is lower, the valve factory will definitely choose an OEM with a lower price.

In the final analysis, if Muyang wants to control the channel well, it must do a good job in quality, service, production capacity, cost performance, and ensure the advantages of equipment, so that there is no need to worry about salesmen changing jobs.

What if the employees change jobs? The other company’s equipment is not as good as our own, the quality is not as good as our own, and the rebates are not as generous as our own. The workshop supervisors or order receivers of those valve factories are the first to disagree with changing factories.

The plan is very good, Mu Yang feels that there must be loopholes, but he is inexperienced and has not found it so far. Channel management must be done well and prevention must be done.

The old business that has already been negotiated, Mu Yang has no time to make a match, and needs to be handed over to the salesman for matchmaking.