Liu Xin was finally sent away by Nan Yi. She slept well that night and went back to work the next day .
In order to accommodate the time difference in Europe, Yiwan International's working hours are relatively flexible. You only need to arrive before 10 a.m. and get off work a little later, usually around 10 p.m.
Although this is the rule, except for Liu Xin, everyone else will arrive a little after eight o'clock.
After arriving, I didn't just sit down and start making calls. The average international long-distance call is 20 yuan per minute. If the other party says "no need" or hangs up as soon as the call is connected, the 20 yuan is gone.
The cost is too high, so before making each call, I have to use limited information to consider all the situations that may be encountered, do scenario simulations first, and memorize the relevant product information.
Before going to work, Nan Yi went to the dock. The product information was not available before, but was delivered today with the ferry. There were materials from Hangzhou and some were sent by air express from abroad.
After getting the information, Nan Yi took it back to his office. After some screening, he eliminated those that were not suitable for distribution. Then he carried two piles of screened and classified information to Su Meng and their office.
After placing two piles of documents on Su Meng's desk, Nan Yi clapped his hands to attract the attention of the three people.
"This pile contains information on silk fabrics, including product types and process standards. This pile contains information brought back from abroad, also including product information. In addition, there is a list of companies participating in Milan and Paris Fashion Weeks in the past few years.
Memorize the product information and make sure you know it by heart. Don't look for information in the middle of a phone call.
Each of you has a phone. Use your own, don't use other people's. I will keep count of how much you spend on calls every month. The amount of calls will affect your commission.
If a bill of 100,000 yuan is used to pay tens of thousands of yuan in phone bills, I don’t understand who we are working hard for.
Last week, I told you about telemarketing techniques ..."
Nan Yi patted the documents on the table and said, "Now, I'll get the documents for you, especially this pile of foreign documents. 70% of the companies in it need silk fabrics. Look carefully and think carefully. Every phone call you make must be targeted.
The first order is a good start. No matter the size of the order, as long as the company can break even after deducting the phone charges, one of you will not only get a commission, but also an additional reward of 20,000 yuan.
The era of households with an annual income of 10,000 yuan is about to pass, and the era of poor households with an annual income of 100,000 yuan is about to come. The land under your feet is called the Special Economic Zone. It is the front line of reform and opening up and a place where miracles can be created.
Don't be surprised by the basic salary of 300 yuan, don't be secretly happy about taking advantage of the company and making free phone calls to your family and friends. You are at the forefront of changing your current situation, crossing classes, expanding your horizons, and becoming a wave of the times.
Go to work, and do your best for yourself!"
Nan Yi clapped his hands again and stopped pumping himself up. Instead, he randomly picked up a few documents from the pile and sat at an empty workstation to study them carefully.
He must secure a potential client within three days so that Su Meng and the other two can see hope.
It's actually nonsense to use telephone marketing for foreign trade. No matter how powerful the skills are, if you want to take the first step in telephone marketing, you have to cast a wide net and make a large number of calls with a list. Yiwan International can't do this at all. The call charges are too expensive. If you really pick up the phone and make calls blindly, let alone Nan Yi himself, the Nan family is estimated to not last more than a year.
The reason why Nan Yi is doing this now is simply that the current situation of the silk industry is beneficial to Yiwan International's business. In addition, the Autumn Fair is about to be held, so he can take advantage of the time difference to contact potential customers who are already interested in participating in the Autumn Fair and connect the customers with the unplanned silk from Chao Silk Factory. In this way, the business will be considered a success.
Nan Yi himself will take Su Meng and the other two to develop potential customers. As for the Chao Silk Factory, Nan Yi plans to send Liu Xin there to let her enjoy the feeling of being praised and verify what she has learned.
Supply and demand are a pair of bad friends. They have been playing the game of comparing sizes for tens of thousands of years. Sometimes supply exceeds demand, sometimes demand exceeds supply, and occasionally supply and demand are balanced.
The seller and the buyer are also a pair of good friends. One of them wants to cut off the other's kidney, and the other wants to stab the other in the heart. They get along very harmoniously.
In the past era of pure planned economy, all production had planned indicators, which could be said to be adjustments between units. There was no real buying and selling relationship. When we entered the era of dual-track pricing and the wind of market economy blew, there naturally appeared "unplanned" commodities.
At first, these high-priced unplanned goods were in great demand, and the buyers were very attentive. They would kneel down and kowtow when they saw the sellers, saying flatteringly, "Dear father, please give me two tons of steel."
Later, steel was still standing firm and anyone who saw it had to kneel down to answer it, but some products were not so successful. When it was the only store with no other branches, it could still act arrogantly, but as more stores opened, life became tight in an instant.
But he has been a prince for a long time. Even if his foundation is not good, he cannot let his dignity fall. He has to keep up the dignity. So a funny scene appeared - buyer, kneel down. I want to ask you a favor today. You buy a carload of sickles for cutting leeks in our factory. I will remember your kindness. Tomorrow, I will shake myself up again and make a comeback. I will give you a chance to thank my master.
There are also some industries that are like Wang Xiaoer's New Year, each year is worse than the last. They have been the role of grinding tofu from the beginning and have no idea what it feels like to be the boss. Take the Chao Silk Factory for example. Its most glorious days were just the freedom of wearing only pants. Hehe, they were making silk. It can be said that they were used to hard times. Even in years of disaster, they knew which end of the belt to tighten to better withstand hunger.
Naturally, they also learned to adapt earlier. They knew what a customer was and that there was an expense called entertainment expenses. As long as Liu Xin took a business card and a letter of introduction to Hangzhou, the Chao Silk Factory there would definitely give her a warm welcome. She could eat at Louwailou, visit the West Lake at night, and be called "General Liu" all the time.
…
Nan Yi looked through the information for a while and selected a London-based company called Matt Textile as the target of his telephone marketing. The company's office was located in the chaotic St. Giles Rookery Apartments in the East End of London. Nan Yi had seen this apartment with his own eyes. If it was a large and powerful company, it would definitely not have its office there. Matt Textile was most likely not a small company.
If the company is not big, there will not be too many positions. Most of the time, one person will have multiple positions, and it is easy to call the boss. In addition, the cost accounting methods and operation models of small and large companies are very different. Large companies have complete positions and higher management costs, but there are also more people doing things. Many things can be done by sending the company's own personnel to do it themselves, and the personnel salary costs and travel costs can be transferred to suppliers.
Therefore, large orders from large enterprises undertaken by factories usually have lower profits per piece and are orders that win by volume. Perhaps a label of long-term stability is also required. If the profit is high, it is conceivable that the production process and quality standards will also be very high, and the yield rate will be difficult to guarantee.
This is not the case for small companies, where staff salary costs account for the bulk of the company's costs. Having one more person and one more travel expense can be fatal to the company.
For example, Matt Textile needs to import silk from China, but its scale is not large, so it is difficult to lower the supplier's quotation. Instead of making trips to China again and again and sending personnel to follow up on the orders, it is better to bring in an intermediary company and pass all the troublesome things to this company, and Matt Textile only needs to pay the quotation it can accept.
Of course, in addition to the cost issue, there is also the problem of being unfamiliar with China and being unable to effectively understand the language or the way things are done. Exporting a product abroad only involves a few steps, but these few steps can make people run around.
In the mid-to-late 1990s, the foreign trade companies that were everywhere in the country were companies caught in the cracks, living on "cost" and "running errands". In the final analysis, they were living on the demographic dividend. The salary increase of employees in the field they were immersed in led to an increase in product quotations, and a number of such foreign trade companies would go bankrupt.
It is very suitable for Yiwan International to start with this kind of business in its early stages. It can first earn some hard-earned money, and then slowly plan other things after immersing itself in the industry for a long time.
After comprehending the information and thinking out in his mind how to make the call, Nan Yi put aside the information about Matt's company and continued to look through other things. It was still too early, so it would be more appropriate to make the call at four o'clock in the afternoon or later.
The morning time passed quickly. Yiwan International did not have any work meals, but simply assumed overtime every day. Not only was there a two-dollar lunch allowance, but there was also a three-dollar subsidy which was actually overtime pay but nominally a dinner allowance.
Yiwan International’s stipulated working hours are from 10 a.m. to 5 p.m., with an hour and a half lunch break at noon. The actual working hours are 5.5 hours a day and 27.5 hours a week, with absolutely low working hours, high wages and high benefits.
As for the three employees who worked from 8 a.m. to 10 p.m. , that was their spontaneous behavior and had nothing to do with company rules. The company does not encourage overtime work, but in order to protect the freedom of employees, it does not oppose overtime work.
It is definitely not hypocritical to say that overtime is not encouraged. Sales people can work overtime and not show up for work as long as they can bring orders to the company. Even if they are too lazy to come on payday, it’s okay. Nan Yi will definitely deliver the wages to their homes personally and help take away the garbage when they leave.
The systems and rules of a small company are bullshit; making money is the bottom line.
Su Meng cooks Nan Yi's lunch. Every morning she buys some vegetables and prepares them at home. Those that take a long time to cook are prepared first and can be eaten at noon after heating up. Those that take a short time are fried on the spot and usually the meal is ready in half an hour.
There was a revolutionary dish, a fragrant dish of tofu with wild onions, and a dish of thunder bamboo shoots with some shredded pork in it, which was a bit too much for Nan Yi. There was also a dish from Su Meng's hometown, boiled shredded dried bean curd, but it was a simplified version without bamboo shoots or chicken soup. However, there were a lot of shrimps, after all, shrimps were not expensive in Coconut City.
The taste of wild onions is not too fragrant, it is very stimulating to the taste buds. Cover the rice with wild onions, take a bite of tofu fried on both sides until golden brown, and then take a bite of white rice dotted with wild onions, the fragrance will linger on your lips and teeth.
"What time will Cheng Hainan come over?"
After finishing a bowl of rice and ordering another one, Nan Yi finally had time to ask.
"He has to carry bags at the dock today, so he will be here a little later."
"oh."
Nan Yi responded and stopped talking, continuing to concentrate on eating. Most of the whole plate of wild onions went into his stomach.
After dinner, Nan Yi went back to his room, washed up, and then lay on the bed for a short nap.
In the afternoon, Nan Yi no longer looked at the information by himself, but did information analysis with the other three people. Many companies were in cities he had been to. He would analyze the regional conditions of the company's address for the three people, and also explain the thinking patterns and work styles of the people in the country where the company was located, as well as some taboos that should not be mentioned, etc.
Time flies, and in a blink of an eye it was 4:15 in the afternoon. Nan Yi called Matt Textile.
When he heard the four women answering the phone, Nan Yi adopted his planned Plan A.
"Hi ma'am, how's the weather in London today?"
"That's terrible. Excuse me, who are you?"
"I'm Adam. There are only a few days in London where the weather is not bad throughout the year. No matter how bad the weather is, don't let it affect your mood. It's a good idea to make yourself a cup of coffee, walk to the window, and appreciate the rain outside. I hope there will be no gunshots in the East End today. Ma'am, what should I call you?"
The person on the other end of the phone did not directly tell Nan Yi his name, but asked again, "Mr. Adam, what is the matter with you calling?"
"I'm sorry, ma'am, your voice is so beautiful that I was so mesmerized that I forgot to talk about business. This is what I mean. I work for a silk trading company in China, and I want to talk to Mr. Matt about some silk business ."
"So, your call is from China?"
"Yes, kind and beautiful lady, please let Mr. Matt answer the phone. Your voice is so charming that I forget that my long-distance call costs 3 pounds per minute. If you don't let Mr. Matt answer the phone, I believe my boss will drown me in the Thames."
Nan Yi judged from the voice that the woman opposite him should be a reasonable type, so he played a pitiful role.
"Haha, really?"
"Yes, I'm serious. The Thames has given me some bad memories. I once fell into the water while on a boat trip."
"Adam, have you ever been to London?"
"You little bitch, you're still asking."
Nan Yi looked at the watch he had just placed on the table. The second hand had almost completed two circles, and the minute hand was about to move for the second time.
"Yes, I lived in London for a while, in Greenwich. Perhaps I can still invite you for a drink of Ye Olde Cheshire Cheese, Susan. Would you like to accept my invitation?"