Text Volume 267【Crossing the River and Destroying the Bridge】

afternoon.

Song Weiyang held the book "The Field of Life and Death" in his hand, and walked side by side with Lin Zhuoyun on the streets of Wujiaochang, pacing leisurely towards the gate of Fudan University.

A rickshaw was parked on the side of the street, and it was pedaled by a little old man. He carried two very Cokes and one Xifeng iced tea, went back and forth three times like this, finally moved the goods, took out the contract and said: "Boss Li, order the goods and sign again."

"It's just right, it's all set." Boss Li nodded.

The little old man put away the signed contract and returned to the tricycle: "If you want the goods, call!"

"No problem, you go." Boss Li said with a smile.

The 101 system of Xifeng Company is very different from the 101 system of Coca-Cola in history. It is temporarily incomplete and out of shape. It has developed more rapidly, but there are many loopholes in it, which have to be corrected slowly.

Although Xifeng Company is responsible for the transportation, it is only delivered to a certain area, and it is impossible to drive a large truck directly into the street. Next, either hire people (fixed temporary workers) to deliver to the store, or send it by a partner, and there is naturally a difference in delivery fees between the two.

Take the gangsters at Shenghai Railway Station as an example. They bought three vans and pocketed the delivery fee.

On the Wujiaochang side, a relative of a small leader acts as the regional partner of Xifeng Company. He was too lazy to buy a van, and he was too lazy to hire someone to deliver the goods, so Xifeng Company hired two workers to take care of the delivery every day, and the little old man was one of them.

Stores are also very cost-effective, because in the past there were first-tier dealers, second-tier dealers, and even third-tier dealers who made the difference. Now only one regional partner earns the price difference, and the purchase price of the store has been reduced a lot. Even if no one forces them, they will choose Xifeng products for more profits.

What is the final form of the 101 system?

Xifeng's sales branch dispatches its own salesmen to be responsible for the promotion of stores, and each salesman is responsible for several stores. And those shippers who are responsible for regional distribution are the real regional partners, regardless of receiving orders, just deliver the goods!

Let's still take those gangsters at the train station as an example, and wait until Xifeng Company has stabilized this wave of war. They must hand over the power to receive orders. All those responsible for receiving orders will be merged into Xifeng's sales branch to become salesmen, and the rest will be responsible for regional distribution.

The power to accept the order must be handed over if not handed over. Anyway, while continuing to deliver goods, Xifeng will also grasp the information of those terminal stores, and just deliver them by themselves, bypassing local snakes. Whoever dares to bully the market does not need to call the police, just reduce their sales profits.

To put it bluntly, Xifeng Company will 100% cross the river and tear down the bridge.

It will be even easier when mobile phones and the Internet become popular. The number of salespersons will be greatly reduced, and the store only needs to call the regional delivery personnel, or place an order directly online.

Song Weiyang had just entered the school when he received a call from Zhang Guodong: "Chairman, the distributors are collectively blown up."

"Normal reaction, hold them steady." Song Weiyang smiled.

...

Xifeng Company, headquarters meeting room.

First-tier dealers from more than 30 provinces and cities across the country, after many days of protests, finally began to gather together to keep warm and gather together to put pressure on Xifeng Company.

It's very simple. They used to get goods from Xifeng Company, distribute them to second-tier distributors, and then distribute them to third-tier distributors. Now, the regional partners of the 101 plan have robbed the business of many second- and third-tier dealers, and the feedback has been layered up, making the first-tier dealers anxious.

Even, there are many second- and third-tier dealers who directly ignore the first-tier dealers and become Xifeng's regional partners!

This is drawing the salary from the bottom of the pot, and it will destroy the jobs of the first-level dealers!

"Mr. Zhang, what do you mean? We have worked hard to sell goods to Xifeng for the past three years, and now we are kicked away!"

"That's right, Xifeng crossed the river and demolished bridges, without justice!"

"Mr. Zhang, if this continues, we will quit. We will all go sell Jianlibao, Coca-Cola and Pepsi!"

"..."

There was already a lot of noise in the conference room. Zhang Guodong hung up the phone, raised his hand with a smile and said, "My friends, don't make noise, and don't make noise. After repeated discussions, the company has made a decision to increase your sales rebates again. The cumulative rebate can reach up to 20%.”

"Really?" a dealer asked.

Zhang Guodong asked people to send the channel rebate form, and said with a smile: "Everyone, the more you sell, the more you get back, and the more you earn. I hope that the future cooperation will be more pleasant, and we will make a fortune together!"

Most of the dealers are itchy by the super high rebates, but there are also some sober people.

A dealer suddenly shouted: "That's not right! You are a step rebate, and you have to sell more than 50,000 pieces a year to reach the 20% rebate. Now you have that 101 regional partner, and you have a little bit of distribution offline. It's impossible for our first-tier dealers to complete the sales task of 50,000 pieces. Mr. Zhang, you are drawing a big cake for us!"

The other dealers came to their senses one after another, and the disturbance became more violent.

Zhang Guodong quickly said: "How much you can sell depends on your ability. Anyway, the maximum annual sales rebate is 20%, which is the only one in the country, which is higher than the original Rising Sun."

"No matter how high it is, it's useless, if you can't get it, you can't get it!"

"Xifeng Company is playing hooligans!"

"I'm quitting, I'm going to sell Pepsi, and Pepsi is a cash rebate!"

"..."

Zhang Guodong said: "Everyone, please think carefully, or find someone who is good at mathematics to do the math. Although the highest 20% rebate is not easy to get, but 5% to 10% rebate is still easy to do. Xifeng increases sales rebates , is to make up for your loss. Xifeng has done his best, if you are still not satisfied, then you can only say sorry."

"Don't do it, don't do it, Xifeng store is bullying customers, there is no such business!" A dealer got up and left.

The others looked at each other in blank dismay, and a dozen more followed.

Two-thirds of the dealers stayed, some planned to see the situation, and some did not dare to take risks. Anyway, they still made some money, but they just made more and less.

As Xifeng's 101 system becomes more and more perfect and larger, these dealers will be eliminated sooner or later, and none will remain. Even if there are leftovers, they are the current second and third tier dealers. Under the 101 system, there is no way for the first tier big dealers to survive.

After finally fooling these dealers away, Yang Xin was worried, and said to Zhang Guodong: "Speed ​​up the construction of sales branches in various places. For those cities without storage centers, don't wait to build them yourself, first rent some warehouses to deal with them. Every large and medium-sized city The sales branch of the company is divided into two levels, the first level is responsible for information management and goods allocation, and the second level is based on districts and counties and recruits additional salesmen."

"Our sales department and logistics department are going crazy." Zhang Guodong smiled wryly.

"It's good to survive this period of time." Yang Xin said.

Zhang Guodong said: "When the company's funds are slowed down next year, we must take back the power of regional partners to take orders, and only reserve the terminal distribution business for them. It is best to finish it before next summer! The loophole is too big and too dangerous. Already!"

"That's for sure," Yang Dao said. "At that time, their sales commission will be lowered, and they will be forced to join Xifeng as salespersons, and obtain all the customer information in their hands."

More than ten years later, someone analyzed the channel construction of Xifeng Company and summarized it as follows: "When Xifeng first started selling goods, there was insufficient funds and no channels. We opened up the situation through the regional general agent. After Xifeng spread the goods to the whole country, Crossing the river and tearing down the bridge, eliminated the regional general agent, and cultivated a large number of regional distributors. Faced with Pepsi's channel stimulus plan, Xifeng Company launched the 101 plan, but due to insufficient funds, it also cultivated a large number of small regional distributors (regional partners ), crossed the river and demolished bridges, and eliminated large dealers. When funds were sufficient and the warehousing and logistics system gradually improved, they crossed the river and demolished bridges, turning dealers in small areas into deliverymen and salesmen.”

Cross the river and tear down the bridge, cross the river and tear down the bridge, cross the river and tear down the bridge.

Every time it is disassembled, the sales channels of Xifeng Company will sink once. In the end, I became a salesperson in charge of more than a dozen stores, and after getting the order, I let the regional partners deliver the goods.

Even, with the improvement of the Internet and modern logistics technology, many salespersons in the area are also facing the danger of being demolished. That's it.

Of course, the more intense the market competition, the more important the salesman is, after all, it depends on people to grab business. For a long time, salesmen are indispensable, and Xifeng Company dare not cross the river and tear down the bridge.

Businessmen talk about benevolence and justice, but they are also the least benevolent.