"Mr. Wang, this is our product information, please check it out."

In the project department office of a construction site that is about to be completed, Feng Xiaochen, dressed in suits and ties, handed a stone brochure to Manager Wang of the project department, and said neither humbly nor arrogantly.

Behind Feng Xiaochen were Ning Mo and Zhao Yang with backpacks on their backpacks. The bag contained stone samples and other brochures waiting to be delivered. Their dresses were like Feng Xiaochen, but the styles and tones of the suits were slightly different. Their clothes were purchased temporarily two days ago, but after they bought them, Feng Xiaochen asked Zhao Yang to send the suit to the dry cleaning shop for dry cleaning several times, washing the brand new clothes as if they had been worn for more than half a year. Feng Xiaochen told the two that the quality of the clothes represents the strength of the company, but new clothes will give people the feeling of a fraudster.

In addition to clothing, Feng Xiaochen also gave Ning Mo and others a surprise training on his words and behaviors in front of customers. In this regard, Yang Haifan also has rich experience and told them about social etiquette in big cities, which opened the eyes of these two young people who grew up in mining areas.

Everything was ready, and Feng Xiaochen took the two of them to visit various construction sites and sell the stones of cold water mines to the owners. These stones all have some nice names, such as the red ones called "Lenghong" and the color ones called "Yichuanhua". They were all compiled by professional brand marketing consulting companies in later generations and were stolen by Feng Xiaochen without hesitation. These names have been written in the brochure and look so layered.

The exquisitely printed brochure and the decent suit on the salesman shocked the other party. Manager Wang quickly stood up with a smile on his face, called everyone to sit down, and asked his subordinates to take the best tea to make tea and serve guests. Then he pulled a chair and sat next to the three of them, and asked carefully:

"Your cold water stone factory is very large, right? Why haven't I heard of it in the past?"

"Maybe it's because we are in the north. Manager Wang has been working in the south and it's normal for him to not know much about our situation." Feng Xiaochen said calmly. "The history of the Cold Water Stone Factory is not very long. It was established three years ago under the personal guidance of the leaders of the State Economic Commission. It is an export-oriented enterprise that mainly provides high-end export stone for the European market. After several years of development, it has barely reached the scale of annual export earnings of US$10 million."

"The annual foreign exchange earnings of 10 million US dollars... Well, it's really good for a stone factory." Manager Wang nodded. He is engaged in construction and does not have a clear understanding of what scale the stone company can achieve. However, the annual export foreign exchange earnings of 10 million US dollars is considered a large enterprise that cannot be ignored. In addition, Manager Wang also noticed that Feng Xiaochen used the term "barely achieved", which seemed to be not satisfied with this amount. This shows that the company's background is tough enough, and the goal must be at the level of Stars and Seas.

"Since you are mainly engaged in exporting stone production, why are you here in Pengcheng again?" Manager Wang then raised the second question.

Feng Xiaochen said: "It is true that we are engaged in exporting stone, but there are some foreign trade orders all year round, and they still need to be sold domestically. Our department is specifically responsible for the order sales."

"Foreign trade orders?" Manager Wang didn't quite understand this concept.

Feng Xiaochen said: "It is some extra products after completing the foreign trade task. Manager Wang is engaged in the construction industry and may not understand the characteristics of our manufacturing industry, especially the characteristics of the export manufacturing industry. Foreign investors have made an ordering requirement of 100,000 square meters. We cannot produce them according to 100,000 square meters, but need to be a little more appropriate, such as 100,000 square meters. In this way, if some damage occurs during transportation, or if there is a little trouble at the customs, we can use the surplus part of the products to remedy it in time. However, this situation generally does not happen, so our excess products need to be sold in China, which is called foreign trade orders."

"Do you mean that this is export to domestic sales?" Manager Wang seemed to understand a little and asked timidly. In fact, what Feng Xiaochen was talking about was the concept of export to domestic sales that people often talked about in the past few years, but once it was called a foreign trade order, it was like a "Hong Kong island style", which reminded people of some high-end, atmospheric and high-end things.

Ning Mo and Zhao Yang, who were sitting aside, were both stunned. They were obviously defective products that foreign merchants refused to accept, but how could they transform into foreign trade orders? When they talked to others about defective products in the past, they looked contemptuous on their faces. After Feng Xiaochen said this, they not only did not dislike them, but also looked extremely admiring.

In fact, many of the products that were exported to domestic sales in the past were also returned goods from foreign trade, and were defective defective products, but didn’t the Chinese flock to them? The foreign trade defective products abandoned by the Lengshui Stone Factory, that is, some bumps on the edges or corners, or some distorted colors, did not hinder the use. Compared with the products of small stone factories in China, the defective products of Lengshui Stone Factory can be considered good things. Feng Xiaochen called them foreign trade orders, which really cannot be considered a fraud.

"Manager Wang, you see, our products have several levels of grades. Special grade products are our main products for foreign exchange earnings. The leaders of the State Economic Commission must focus on them. The quantity that can be kept for domestic sales is very small, and the price is relatively higher. First-class products have slightly insufficient color than special grade products. Some of them have some defects during processing, but they do not affect their use. They are also very popular in foreign markets. The price may be a little higher than that of domestic markets, but for Europeans, the price is very cheap.

Second-class products have similar quality to first-class products. The main disadvantage is that they are smaller in size and are produced with scraps after processing special-grade products and first-class products. The material selection and processing technology are no different from first-class products, so the price is relatively affordable, only 30 to 40 yuan per square meter.

There is also third-class product, which is a product that is bumped during processing. In fact, if it is used in some unimportant places, it will not affect the beauty at all. Europeans have too high requirements for quality, so we Chinese should not care much about it. The advantage is that the price is very cheap, only 20 to 25 yuan per square meter..."

Feng Xiaochen flipped through the brochure and talked to Manager Wang. When talking about second-class and third-class products, his tone did not change at all, making people feel that even the products he introduced were worthy of possession. Ning Mo listened and recalled his performance when communicating with others. Feng Xiaochen's confidence alone was something he seriously lacked, which may be one of the reasons why he couldn't sell things.

"The office building we built mainly faces tenants of small and medium-sized companies. Their requirements are not that high, and they are more sensitive to prices. Your special and first-class products are very beautiful, but the price is too high and not suitable for us." Manager Wang tried hard to pretend to be calm and said to Feng Xiaochen.

The so-called big shop bullying customers, and big shop bullying stores is actually a competition. Manager Wang’s construction unit, in terms of assets and business volume, is much higher than that of Lengshui Stone Factory, and Manager Wang’s position is also higher than that of Ning Mo, Zhao Yang and others. But what Feng Xiaochen said, coupled with this exquisite brochure that makes people want to collect as a family heirloom, has given Manager Wang an invisible pressure, making him feel that he lacks confidence.

Of course, he didn't want to appear weak in front of the three young people, so he could only force himself to find a high-sounding excuse for himself to not be able to afford high-end stones, but he didn't know that this was exactly the trap set by Feng Xiaochen.

The special products and first-class products mentioned by Feng Xiaochen are exactly the products exported by stone factories. Even if Manager Wang wants them, Ning Mo and others will not sell them. Because for the country, export and foreign exchange earnings are the top priority, and things that can be exported will not be allowed to be sold domestically.

When making the brochure, Ning Mo suggested that the product of this level should not be written on it, so as not to backfire. Feng Xiaochen told him that if these high-level products were not available, the grade of all products would be lowered, making people feel that the cold water stone factory was just Er'er, or that the stone factory sold domestically was defective products, well, although this is the truth.

Feng Xiaochen's method is to use these high-level stones as a cover, first blinding others' eyes. Then, at an outrageously expensive price, people are discouraged and willing to accept defective products that are named second-class and third-class.

In later generations, such marketing techniques were so outrageous that consumers with a little experience could identify what tricks the manufacturers were playing. However, in the early 1980s, powerful state-owned enterprises were too lazy to do anything in marketing, while township and private enterprises only dared to use low prices to smash the market because of their poor strength, and did not dare to play this trick of playing hard to get. Feng Xiaochen was not a marketing genius in later generations, but plagiarizing a few superficial methods could have good results.

"I think the second-class product that Section Chief Feng just mentioned is quite suitable for us. It costs 30 yuan per square meter, which is a little higher than our budget. If we want a large quantity, are there any discounts in terms of price?" Manager Wang asked in a negotiated tone.
Chapter completed!