Chapter 425 Are All Your Salespeople so Stupid?
After a long moment of silence, Short took a deep breath and began to speak. He feels that he cannot follow the rhythm of the Chinese, but should control the rhythm himself. As for the true intentions of the Chinese, he still hasn't figured it out yet. If someone puts him into a trap with just a few words, the company's interests will come second, and he, the sales director of PATEO, will have no luster on his face.
"Mr. Han, regarding the EU ban, I think your understanding is slightly biased. In fact, our influence on the EU is not as great as Mr. Han thinks." Short said.
The communication between the two parties was conducted in English. Yu Xiaohui's English skills were very good and she could almost achieve the effect of simultaneous interpretation. As Shorter spoke, she translated to Han Weichang. Hearing these words of Short, Han Weichang opened his mouth and was about to refute. Short noticed his action and quickly raised his hand to interrupt him:
"No, no, no, Mr. Han, please listen to me. Actually, that's not what I want to say. What I want to say is that although PATEO can influence the EU ban to a certain extent, we are also Europeans after all. Enterprises cannot ignore the interests of Europe. In this matter, I would like to know which party’s intention does what Mr. Han just said represent?"
"Which side?" Han Weichang chuckled, "Which side do you think I represent?"
"I think you may represent the intention of Factory 82, and maybe the Chinese officials also have this intention. However, if the lobbying ability of the aircraft is stronger, maybe even if we make some friendly gestures, the Chinese officials will still support the The research and development of several machine tools, and what you just promised, which is not to invest in these areas within five years, may not be possible,” Short said.
Han Weichang looked at Short as if he were looking at a fool. After a while, he sighed and said, "Mr. Short, I really doubt your professionalism. I'm starting to regret having this negotiation with you."
"What do you mean?" Short asked in confusion.
Han Weichang said: "As a sales director, before starting a negotiation with a new opponent that affects the fate of the company, don't you even understand the opponent's basic situation?"
As soon as these words came out, the three Germans were stunned. Short turned his gaze to Baboka, with a hint of murderous intent in his gaze.
"Mr. Short, please listen to my explanation." Baboka said in a panic. He was the first to come into contact with Han Weichang. He only knew that Han Weichang was not originally from Factory 82, but was transferred from other places. However, he did not delve into the specific origins of Han Weichang. Now that he thinks about it, this is a big problem. Mistake.
The background of the negotiation opponent directly affects the choice of negotiation strategy. This is the most basic common sense of a marketer. They didn't even know Han Weichang's background, so they came to negotiate with him. Isn't this a joke?
To put it bluntly, this is because PATEO is used to being arrogant in front of Chinese customers. If the other party was a European company or an American company, they would not make such a mistake anyway. In the past, when negotiating with the Chinese, they only had to put forward their own demands and did not need to consider the likes and dislikes of the other party at all, so there was no need to understand the other party's background.
But this time, the situation is very different. The Chinese people are very angry, and the consequences will be serious. Short came to China this time to explore the opponent's trump cards, but in the end he didn't even look at the most basic trump cards. What kind of success can be achieved with this?
Han Weichang looked at the expressions of several Germans, sneered, and said: "I can tell you that a month ago, I was the general manager of China Linji Group Sales Company. If our negotiations go smoothly, one month later, I will be the general manager of China Linji Group Sales Company." I will still return to the Linji Group to serve. I say this, do you understand?"
"Linji Group? You mean..."
Short was immediately stunned. He had never heard of Han Weichang, but he had to know about China Linji Group. Linji Group is one of the largest machine tool companies in China. Many products compete with PATEO. As the sales director of PATEO, how could he not know about Linji Group?
Since Han Weichang was once the general manager of the sales company of Linji Group, which is equivalent to the sales director of Linji Group, and Tengji Company is exactly a subsidiary of Linji Group, whose interests do you think Han Weichang will represent?
"This is impossible!" Meuse shouted, "If you are from Linji Group, how could you expect us to resume sales to Factory 82?"
"You can't figure it out?" Han Weichang looked at Merce and asked.
Merce nodded, his eyes full of confidence. At this moment, he felt that he was really the smartest person in the world. He saw through the other person's lies as soon as he said them.
"Are all your salespeople so stupid?" Han Weichang turned to Short and said in a pity tone, "Mr. Short, as a colleague, I really sympathize with you. It will definitely be difficult to lead such people to do sales. It must be very hard.”
Yu Xiaohui suppressed her laughter and translated Han Weichang's words to the other party. As a result, she saw that Merce's face turned the color of pig's liver, and Short's face became a little confused.
Baboka said what Han Weichang had not said: "Mers, we can find out if Mr. Han is from the Linji Group just by asking casually. He cannot deceive us on this issue. You raised this issue Doubt, there is indeed some..."
He didn't say any more. He knew that the knife he had patched had already penetrated very deep.
"Uh..." Only then did Merce realize that he was indeed foolish. Linji Group is not a confidential organization, and the general manager of the sales company is also a very eye-catching figure. This can be confirmed by asking around anywhere. If Han Weichang wants to make up a lie, he will definitely make up a more reliable one. Since he dared to state his identity so clearly, it was obvious that he wasn't lying.
Short also reacted. He hesitated for a moment and then said to Han Weichang: "Mr. Han, it's not that we don't believe your identity, but that we can't understand your motives. If you are indeed a senior executive of Linji Group, Shouldn’t you welcome the Chinese official’s move? Getting 200 million euros to develop seven types of machine tool products that compete with us is an excellent opportunity for you.”
Han Weichang said: "You only see this as an opportunity, but have you ever thought that there are at least 100 opportunities for us to choose from, and the other 99 are much better than this opportunity. As far as Factory 82 needs, Apart from the military, which other company would need this kind of precision milling machine? And the purchase price that the military can accept... I don’t think I need to say more.”
"So that's it..." Short suddenly realized.
After arguing for a long time, it turned out that the Tengji Company, or the Linji Group, did not want to take on this job. Chinese officials said that they would spend 200 million euros to develop machine tools. These 200 million euros were not given in vain. The machine tools developed must be sold to the military at a low price. This means that Tengji actually played a role in this matter. There isn't much profit.
China is a fast-growing country, and the demand for machine tools is rising at a rate of dozens of percentage points every year. PATEO seems to be in trouble. However, its own production costs are too high and it is thousands of miles away. It wants to seize China's low- and mid-level products. The high-end machine tool market is too difficult, so we can only make some money in the high-end market.
Tengji is a Chinese local enterprise and is uniquely endowed. If it can produce some machine tools for civilian use, the money it can earn is much higher than that of military equipment. Every company's capabilities are limited. Using all its technical strength to develop military machine tools means losing the civilian market. And if the military's order price is too harsh, why would Tengji do such a thankless job?
So, will the military’s order price be very harsh? Short has no first-hand information, but based on his impression of the Chinese system, he feels that this is very possible.
If Tengji is not active in developing new machine tools, it means that China from top to bottom does not want to do this, and they all hope that PATEO can resume supply. This is good news for PATEO.
However, there is another question that Short must ask clearly. Without clarifying this question, he cannot trust Han Weichang's words too much.
"Mr. Han, since you represent Tengji, what is the purpose of your superiors transferring you to Factory 82? With all due respect, they asked you to come here just to negotiate with us, right? Could it be that they Aren't you worried that you will betray their interests?" Short asked.
Han Weichang nodded and said, "Yes, Mr. Short is very smart for being able to think of this problem. At least he is no more confused than your two subordinates."
"Uh-huh." Shorter responded reluctantly. Han Weichang's words seemed to be a compliment to him, so he didn't care about the details.
Han Weichang said: "The reason is very simple. The upper management assigned Tengji a task, but Tengji was not active on this matter. He repeatedly suggested that Factory 82 solve the machine tool supply problem through negotiations with PATEO. In the end, the upper management gave us a temporary solution The group’s only option is for us to persuade PATEO to abandon the embargo and resume supply to Factory 82 at a preferential price.
"If we can do it, they'll take it back. If we can't, there's nothing we can do. We can only accept this mission."
"Good price?"
Short trembled. He didn't think that Han Weichang mentioned this point casually. Maybe this was the meat of today's negotiation.
"Yes, the instruction I received is that we must persuade PATEO to reduce the price by more than 20% from the original supply price, otherwise we will not accept PATEO's machine tools," said Han Weichang.
"This is impossible!" Short blurted out.