When he learned this result, Yu Chang was still slightly surprised. He originally thought that there would only be three packages, but now there was an extra one, and the originally ordered cake was divided into smaller ones again.
Next is product selection. Product selection is not so much a game between suppliers and customers, but a game between manufacturers and capital parties.
Because the payment method for leasing projects is "payment on behalf of others", the funds are not directly deposited into the government account, but are directly transferred from the overseas investment capital to the winning bidder. Therefore, under the premise that the quantity, indicators, and parameters remain unchanged, the pursuit of maximum profit Transformation is the next step for overseas investment capital, and as Party A, the Yuancheng government also hopes to buy the best products with the least money.
Of course, manufacturers should not be stupid. In order to protect the profits of suppliers, it is unlikely to quote directly to capital parties. However, everything has both sides, and it cannot be ruled out that some manufacturers compete maliciously in this way.
This is also one of the reasons why a subcommittee was established. Considering the overall interests of Yuancheng, the products selected by the subcommittee must meet the specific needs of local use. Giving the say in product selection to the group members also indirectly avoids A situation of linkage between capital parties and manufacturers has emerged.
This is also the fundamental reason why manufacturers previously made their own plans and frequently visited the network security centers of various departments. No matter which company wins the bid, the manufacturer’s first priority is to enter their products into the project.
But in this project, Daoxuan Technology is different. As a supplier, Daoxuan, according to Li Siyan's instructions, will have to do the work of both the supplier and the manufacturer.
As soon as the news from the county committee came out, Li Siyan called: "Chang Yu, I heard that the subcontracting matter has been decided, and the next step is product selection?"
Yu Chang responded, and then said: "Well, I just learned about this news."
"How many members of the product selection committee do we have in our hands now?" Li Siyan seemed a little anxious in his words.
Why is she anxious? Shouldn't it be the manufacturer's business to be anxious?
If we can win a package, no matter what brand the customer chooses, we can guarantee a reasonable profit without losing money.
Yu Changdao: "The current team members have not yet been finalized. I have visited all the customers who may become team members in the early stage."
Li Siyan said: "Well, that's good. If the group members are confirmed, we will communicate as soon as possible."
Yu Chang responded, hung up the phone, and then sent a message to Chai Ning: "Sister Ning, the next step is product selection."
Chai Ning still just responded and said nothing more.
Yu Chang wanted to tell her about his conversation with Li Siyan, but when he saw no further response from her, he stopped.
In the following week, Yu Chang visited the Government Cyber Security Center, Medical Cyber Security Center, Education Cyber Security Center, Public Security Cyber Security Center, etc. many times. The frequency of visits was maintained at two or three times a week.
After a period of visits, I became relatively familiar with the heads of these departments. During this period, I also invited several people to have dinner and drinks, but the other party still did not make a clear statement and only said that they would do their best.
Behind trying his best is that the promises and temptations given are not enough. Yu Chang knows that, but for now, the situation is not finally clear and he is not yet able to make a full commitment.
And to make a promise, he must ask the company for instructions. Chief Yu couldn't make up his mind for a moment, whether to ask Chai Ning for instructions and listen to her wishes, or to ask Li Siyan.
During this period, Li Siyan couldn't sit still. She came down to assist Yu Chang in visiting for two days. Yu Chang told her about the current situation of the committee members, but she was a product manager after all. Although she had a deep foundation of product knowledge, she did not want to accompany her. The effect of Yu Chang running down was not very good.
Two days after the visit, Li Siyan returned to the company on the pretext of something else.
After Chai Ning dealt with the matter in Yuxi Tower District, she came down again, but this time she acted alone more often. Yu Chang went to visit various network security centers, while she dealt with Deputy Secretary Zhao, Deputy Jia and overseas investment capital. between.
Yu Chang can understand that the customer relationship belongs to Chai Ning. Sometimes it is a bit inconvenient to take Yu Chang with him. However, if they act separately and cooperate with each other when necessary, the efficiency can be improved.
Of course, she would take Yu Chang with her when there was a banquet or when it was convenient. Yu Chang also learned a lot from following her as a sales boss.
This is the conclusion of the sales world. If a rookie salesman is guided by a master and has enough understanding, he can quickly improve his rank in half a year or a year.
After a week of hard work by Chai Ning, the county committee finally came to a conclusion:
The 20 million package was allocated to Ronglin Group, the 19 million package was allocated to a company I had never heard of called Lingdian Technology, Daoxuan Technology received the third package of 12 million, and Daoxuan Technology’s archrival Sheng Sheng Xin Technology received the fourth package of 9 million.
As for Tianyuan Network, it lost the final battle and gained nothing.
Sales pays attention to rhythm and strategy. This is Yu Chang's biggest realization during this period of working with Chai Ning. Rhythm means following the trend, knowing when to do what and when to say what, instead of running around like a headless fly. As for strategy, it is to recognize the situation clearly, know yourself and the enemy, and then adopt corresponding methods.
Immediately afterwards, the subcommittee organized by the county party committee was finally determined. Basically, all the members of the group were familiar with each other, and Li Guanghua, Qi Antai, Wang Yiming and others were relatively familiar with it.
The job of the team members is to measure the product through on-site inspection of the product's appearance, operating status, performance, indicators, parameters, losses, etc., and finally give the product a score.
Finally, the final product is selected based on product points, price points, comprehensive scores, etc.
This involves product demonstrations.
The manufacturer provided samples and all the work of setting up the demonstration environment was organized by Li Siyan. She did not hold back. The day before the test, Li Siyan finally informed Yu Chang of the commitment that the manufacturer could give and asked Yu Chang to bring a message to the subcommittee.
The leader of the subcommittee was appointed by the county party committee. He is an old man named Deng Xuefeng who is nearing retirement. His hair has turned gray, but he is still energetic and energetic. He does not understand technology. His responsibility as the leader is nothing more than supervision. The role is to supervise whether the deputy team leader and team members are operating in secret and whether there is any bias in their interests.
But everything has two sides, black and white, good and evil, and the same is true for human nature.
Regarding Li Siyan's request, Yu Chang did not dare to neglect it and informed the few people he knew and could control of the promise in his own way.
The promise must be delivered before the product demonstration, and the corresponding specific amount, remuneration, etc. need to be clear. This is common sense. The manufacturer is not stupid, and Li Siyan is not stupid either. Yu Chang knows the subtleties.
The product demonstration went on as scheduled, but during the product demonstration stage, loopholes appeared again. Different voices emerged in the eleven-member subcommittee, forming at least three different camps.
Li Guanghua is a humble and good man who does not want to offend anyone. He chooses to remain neutral.
The controversy started with copiers, speed printers and PCs.
First of all, the copiers participating in the demonstration include: Kyocera, Ricoh, Sharp, Canon, HP, etc. Some people suggested that Japanese brands are not needed, and Kyocera, Ricoh, Canon, and Sharp are all Japanese brands, so only HP can be chosen. Yes, because HP is an American brand.
Because whether it is a copier, a speed printer, or a printer, the world's technology basically comes from Japan, and Japan's technology in this area is indeed the best in the world.
When choosing HP, the direction is very clear, and it is obvious that a benefit commitment has been formed to support the company or manufacturer behind it.
This person's attitude was clear, but he was quickly attacked by others.
At this time, some people suggested that we should be rational and patriotic. Whether it is a Japanese product or an American product, as long as it meets the needs of Yuancheng, we can consider it and should not look at it with national colors.
Then someone raised disputes about the product's after-sales, technical indicators, consumable indicators, etc. For a while, the subcommittee debated the matter endlessly, and at the end of the day, there was no clear result.
The joint demonstration of several manufacturers' brands is like thousands of troops crossing a single-plank bridge. Only one and only one can finally pass, and the amount of money is unprecedented. It is reasonable for manufacturers to spend a lot of money to make commitments.
Thinking of this, Yu Chang suddenly made a bold guess. Does the reason why Li Siyan is so determined to let Yu Chang promote the brand also mean that there is the same interest-binding relationship behind it?
As soon as this thought came up, Yu Chang felt a chill down his spine.
Zhang Tian of Daoxuan Technology is an upright man and cannot tolerate a grain of sand in his eyes. Wouldn't Zhang Tian not know what Li Siyan was doing?
Now that he knew it, Zhang Tian still acquiesced to Li Siyan's behavior. I couldn't figure out if there were other reasons.
After struggling for a while, he chose to ask Chai Ning and clearly conveyed Li Siyan's intention to Chai Ning. Chai Ning only replied: "It's okay. I will cooperate with her fully."
After receiving such a reply, Yu Chang suddenly felt that he was a bit jealous of a gentleman with a villain's heart?
Different voices appeared at the demonstration site, which meant that the discussion could not continue. As the team leader, Deng Xuefeng informed the county committee of the matter, and the county committee gave instructions the next day.
"No matter which country the product is from, as long as it can meet Yuancheng's office needs and ensure Yuancheng's data security, it will be considered."
At the same time, it is also clearly pointed out that the best product should be purchased with the least money.
For the copy and speed printing series, the brand recommended by Daoxuan Technology is Kyocera. At this time, Kyocera is better than several other brands in the Yunnan market in terms of market size and shipment volume, but it is followed by Sharp, Ricoh and Canon. .
At this time, HP's overall strength was not as good as these brands. After testing, on-site evaluation, etc., it was finally defeated.
After the second day of testing, the group members still had no unified opinion on which brand to choose. That night, Chang Yu made an appointment with Qi Antai for a drink.
"Brother Tai, what's going on? I heard there was a heated argument at the scene?"
Although Qi Antai is a member of the group, he is not the deputy group leader and does not have much say. At the same time, from the perspective of political positions, he and Li Guanghua belong to the same camp, and Li Guanghua is an old slippery man who does not fight or argue. , keeping a low profile at the scene.
Qi Antai took a sip of wine and said, "Yeah, my head is turning green."
In fact, Qi Antai understood that everyone at the scene had different positions and considerations, and it was understandable that they had different voices. Several products demonstrated also had their own advantages and disadvantages, and no product was perfect.
Li Guanghua didn't take a stand, and it was hard for him to take a stand.
However, in the following conversation, Yu Chang learned that the copiers promoted by Shengxin Technology were Sharp, the computers were promoted by HP, and the security products were promoted by Hengan.
The relationship between Chen Er of Shengxin Technology and Li Guanghua is unusual, but Li Guanghua did not express his support for Shengxin at the scene. Whether he is weak or is keeping a low profile and being the master who stalks the cicada before the oriole behind, I don't know for the time being.
"There is no rules and standards like this. Everyone has their own considerations. It will be difficult for you to carry out your work!" Yu Chang asked tentatively.
"Yeah, it's a mess." Qi Antai is an upright person and comes from a technical background. He may be able to control his speech in the workplace, but in private he directly expresses his feelings through harsh words.
"Then what should we do next? If we can't decide, it's not an option."
From a technical perspective, Qi Antai approved the products promoted by Yu Chang: Kyocera, Dell, and Tianrongxin. However, he spoke softly. Li Guanghua did not express his position, and it was inconvenient for him to stand up for Yu Chang.
During this process, the only person who insisted on supporting Daoxuan Technology was Wang Yiming, the director of the Medical Network Security Center. He was originally a client of Chai Ning, and his relationship with Chai Ning was unusual. It is normal to support him, but it is difficult to support alone. The strength of one person is not enough. Can compete with everyone.
As for some members, they think more about taking it all. No matter which product is selected in the end, they will all benefit. These people tend to please both sides and take it all. Maybe Li Guanghua is like this.
When he returned to the hotel that night, Yu Chang sent a message to Li Guanghua: "Director Li, please help me."
Li Guanghua did not reply to the message that night.
On Wednesday, the discussion meeting was held again. This time Li Siyan couldn't sit still and went directly to Yuancheng to sit on the scene as a manufacturer.
Facing the fierce and different voices at the scene, it may be her first experience, and her head turned green for a while.
However, the final result of the day was that three brands were basically selected in the preliminary selection. HP, Ricoh and Kyocera were selected for the copy and printing machine series, and Lenovo, Dell and HP were selected for the PC series.
As for safety and other guaranteed products, due to the complexity of the data involved and considerations such as stability, interception, heat dissipation, and emergency shielding control, it has not been finalized.
Focusing on the initially selected brands, the group members held a symposium. At the meeting, each expressed their own opinions, but there was still no result on which one was better.
