Chapter 22: New marketing policy

Xu Jing simply made an opening to warm up the atmosphere, Liu Fan came to the crowd.
"It's hard for everyone today, this meeting is indeed a bit temporary. Today's meeting is mainly thank you for your efforts over this period of time. The company can develop to this point in such a short time thanks to the presence and colleagues who are not present. teamwork.
I really appreciate everyone, Liu Fan. So after a period of planning, I am ready to make changes to some of the company's policies, which can be regarded as feedback to everyone. "
凡 Liu Fan said, opened the PPT, and saw that it said, "New marketing policy."
"Seeing these words, I believe that the sales staff is the most sensitive. I won't make nonsense here and go directly to the topic. I will give you a brief overview of the specific terms in a while. I will make a brief overview this time. The marketing policy changes are mainly in these areas:
First: The sales staff's commission points for all second gear and above are increased by 20%. "
Several sales that just happened to be out of business today suddenly became energized.
"Second: Agents who sign orders before today ’s New Year ’s Day can enjoy a six-month rebate and 20% discount on custom costs. All previous customers can enjoy this discount. But if you want to enjoy this benefit, the guaranteed amount is also Need to re-sign, triple the original base. In addition, starting today, the policy of agency fees will be cancelled and only the guarantee agreement will be accepted. "
The difference between rebates and custom costs is that the system has universal functions and custom functions. The price of the common functions is dead. Agents will sell the rebates. If they are customized, the manufacturer will give a quotation after getting the demand. Based on the quotation, you can earn as much as you can. Of course, in actual operation, many capable agents will also sell money for selling common functions. All some manufacturers do not distinguish between universal and non-universal. All orders are directly given to you at a cost and then you sell it.
A simple understanding is the difference between buying a cabinet directly and customizing a cabinet under the same brand.
The advantage of not doing rebates is that the manufacturers are easy to operate, but the advantage of rebates is that there are pricing standards, which can pave the way for future direct sales of enterprises. Once the brand is established, some basic general products must be considered for direct sales.
Li Bing was the first customer to buy all the general functions for the first time, so he did not need to contact Liu Fan to complete the transaction.
But the cost of customization is left to the manufacturers. Will the so-called discount be discounted after the price is increased? If you want to survive in this industry for a long time, you dare not do this kind of thing. Enterprises that cheat consumers can still live and cheat agents? Just cool it.
第三 "Third: Our R & D team has officially delivered version 2.0 of our Mulong big data processing tool. Tonight, the new version of the technology will be explained to the sales staff. Tomorrow we will officially sell the new version. All old customers will be upgraded for free.
Fourth: In the next sprint phase of the next month, functional departments will have a bonus policy to ensure that the hard work of every employee in each department is rewarded. "
The eyes of the functional department personnel who had originally thought that they had nothing to do with them suddenly lit up.
However, in comparison, the most shocking person is definitely the sales department. Liu Fan believes that if all sales are in the company at the moment, the scene is very beautiful.
Because Liu Fan's new policy is a bit explosive.
Previously, Liu Fan gave the agent a 20% rebate after market research, because Liu Fan learned that 10% of the rebate was the market price, and he returned to 10% of the agent and did not make any money. Li Bing later followed suit. It has been changed, but this is only a basic return point. There are no various support policies and incentive policies on the agent side.
For example, with the increase in sales, the rebate is constantly rising. Agents must have the ability to reach 100 million sales a month, and the rebate can reach 40% plus the mid-year bonus, which does not count as their own price increase.
Now Liu Fan doubles the rebate, which means that a decent implementation outsourcing company can take away about 50% of the comprehensive reward from the company, and the super-best outsourcing company may even get 90%, although this policy It's only six months, but six months is long or short and short is not short, enough to make a fortune.
At this time, let's calculate what else the company can make? We calculate on average 50%, and then the company can not escape the 10-20% of the expenses of the sales team and functional departments.
Maybe someone said that there is still 30%?
Don't forget that friends, the most expensive technology company is the R & D team! Technology needs to be constantly updated. It is impossible to say that a system has been developed and the R & D team has been fired for a lifetime. Of course, some people develop the system and sell it, making a lot of money, but that is also someone who took over the R & D team.
You should know that Liu Fan's technology is actually very large, especially this version 2.0, covering all aspects of business needs including business analysis, enterprise content management, information management, IC collaboration, etc. It is no exaggeration to say that the overall framework Sex is not lost to IBM.
多少 How many people need a R & D team for such a system? Just see how many people in IBM's R & D team.
So how much does it cost to raise such a team?
An algorithm engineer in the big data industry, starting with an annual salary of 200,000 for a master's degree and starting with an annual salary of 300,000 for a PhD. It is conceivable that the annual investment required to raise such a team is terrible.
As a company that needs to support a scientific research team, the efficiency of capital withdrawal is very important for the development of the company, unless you have a strong financial backing.
For example, Dharma Temple, which is backed by Ali, has money.
So as a company selling technology, of course you can also learn to burn money like others in the sharing industry or takeaway industry, but the nature is completely different.
烧 When people burn money, they can get users, that is, traffic, and later traffic can be realized.
But Liu Fan sells products, and it is also a product corresponding to the B-end. When things are sold, they are sold, and there is no room for secondary realization in the later period.
Burning money in the early stage is nothing more than helping to seize market share and raise awareness, then what?
If the product is not good enough, you still can't fight the front-line brand.
If you do n’t burn money in the future ~ EbookFREE.me ~ agents can abandon you in a minute to focus on another company that burns money.
The result is that the previous R & D costs have been delayed and cannot be recovered. If it was a loan to start a business, it may not be able to pay any money. If it is a financing start-up, it may face withdrawal, even if it is its own money. The water floated.
And Liu Fan has developed a new system without adding money. At the moment, many sales commented on Liu Fan: layman!
But there are some things that only Liu Fan knows by himself. That is, not only can their products be a first-line product, they can be called dad, and they do n’t need to invest in R & D costs because there is no R & D team at all. In addition, in others In the eyes of Liu Fan, he is doing big data processing services. However, that is just the beginning of Liu Fan. What Liu Fan really wants to do is to create the era of big artificial intelligence.
So Liu Fan's real purpose of burning money this time is to:
First: it is necessary to seize the market. In the 1.0 version, because the larger the amount of data is, the product advantage can be more obvious. Therefore, the product advantage is not obvious in Liu Fan's main customer base. Go stir this market, and it must be fast, and attack quickly when the competitors have not responded, otherwise you will be troublesome without strong financial support.
Second: Liu Fan asks for money. It ’s still the same sentence. Although Liu Fan has no R & D costs, although he has returned more points, the agent needs to sign a three-fold guarantee agreement. In the end, Liu Fan ’s own income will be increased. The important thing is that you can make a burst of money in a short period of time. Liu Fan is anxious for money now, because to live better in this market, he needs his own strength. Liu Fan is already thinking about the chip. .......