2018年10月26日星期五
今天终于要出场一位新人物了。就是我们的独家代理M先生。在过去的七八年里，他也是一路相伴，同甘共苦过来的。这些天，他一直在跟崔哥一起跑市场，所以我没有怎么联络他。可是前天，他开玩笑跟崔哥说了一句话。他说，你们作为供应商，不就是接到订单，发货收款，什么都没做啊！我想，这也是那个员工和客户要单干的原因。于是我亲自操刀，写了以下这封邮件。融入了从晟哥那里学到的新招式。
英文有些稀烂，主要是思维，想要表达以下几个方面的内容:
1. 表现咱们供应商做了很多工作，而且不是一般供应商能做的。只是咱一直做，他都没意识到。比如每一次的图纸提供。
2. 请经销商注意提防客户G。 同时也不要失去信心。
3. 如何应对客户说: your price is really high.
4. 下一步的努力方向。
5. 打个小鸡血。
以下为邮件正文。
Hello dear, it is long time without writing to you. These days I m too much busy. Busy on talking to all manufactures about A, and busy on talking to G and A suppliers.
I think Gavin has told you that, during the talking I found a very special secret, G is very very clever. I told Gavin by this way:” G is so clever, even if M, Gavin and Berry three people plus together, cannot be same as G”. Do you understand what I mean dear?
In the future, any time, keep far away from G. If must face to face, give him smile.
Yesterday I made mistake during our meeting, and not give him smile. Bcs I m very silly. Just today I think and think, then I understand. G is very very clear. A is nothing, G is the boss back side.
But dear, don’t loose our confidence too. Comparing with G, still we have many advantages.
1st, G is very weak. Also he own have a factory, he will not really do sales. Most time he will ask A to do that. But he can never make A as cleaver as him, never. But we are in market, you, Gavin, and me. Any of us is more clever than A.
2nd. He does not understand about the design. Like our rice mill full project, our paddy dryer, everything need a design before setting. We have engineer special for this, and also when we give you design, you could read it and understand it. He even don’t know need this design if no other people mention him.
3rd. After sales service. Especially the dryer, no dryer can run perfect without service. You see this time the engineers do service. This service will need to do every year.
Dear I also understand that A tell all our customer our price is high. I give you one suggestion when customers are telling the price is high.
Pls tell him look at the TOTAL COST not only machine price. The TOTAL COST include the following:
Flow chart and suitable machine+
layout design+
cyclone design+
suit accessories+
hole design+
high quality and brand+
credit payment (some customer)+
customs clearance+
fast delivery+
after sales service+
Chinese visa & tourist+
honest & never upset.
I think we will make some cards with pictures, like the Poker. When you are talking to customer you will show to customers one by one. Then customer will understand it. What do you think?
Dear do you remember what the bd rice mills 10 years ago. Without any design, so the customers made the factories only by their own mind. Some machines were not suitable, so the elevators always block. They were using the elevators made by wood. they did not have flow chart. Also they did not have layout, between the machines some space very big, and some very narrow. When the customers were making their factory, they did not know about hole design. At first they made whole flat, then if need they would break the floor and make a big hole. They also made cyclone and suction pipes without design. So sometimes rice go with bran, sometimes bran in the rice.
Dear now bd factories are beautiful and working well, bcs we did a lot of work there right? But we could not sleep on our achieves, we need keep on giving customers value.
In China during the past 5 years it is the same situation, the benefit of the rice comes to be very low. Some factories even loose the money. Who will win during this time? This time management is coming to be more and more important. Who use less workers, whose electric cost is lower, whose broken rice is less, whose broken rice, bran and husk could make more money. This will be the way.
So dear I m considering about this. From 2019, every year minimum 2 times we will send engineer, check every factory, to find their update chance. Just like what the engineers are doing for the driers this time. What would you think?
Dear this time is special for us. In fact it is special time for everyone in the world, but specially for us. If we together working hard, we will find our new grade. If not, it will be very risky.
Fight, or die.
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