Yes, he is indeed a businessman, and he is a businessman from Japan, an economically developed country. He is Mr Fujino, the business agent of Fuji Modern Office Supplies Company in that country. This time, he shouldered an important historical mission, that is, he signed a contract with the national Taiheng Company to import a certain type of copier from Japan.
Copying machine is a brand-new thing in this country whose economy has just taken off, and it has broad development prospects. Capturing this market is undoubtedly of great significance to the company's prospects. Mr. Fujino came with the company's instruction that "only success, no failure".
Walking out of the airport, Mr. Fujino was surprised to find that Taiheng Company didn't send someone to pick him up as promised. He couldn't help thinking: Did the other party neglect his work and remember the date wrong? But how could the two companies forget such a big thing? Impossible. Did the car break down on the road? What's the reason? A sense of foreboding appeared.
With years of experience in business, Mr. Fujino intuitively noticed that things had changed. He didn't have time to think about it, so he immediately called a taxi to Taiheng Company to get to the bottom of it and find the answer to the question.
Sure enough, when the boss of Taiheng Company saw him, he just threw out a sentence coldly: "I'm sorry, Mr. Fujino, our company has new plans and is not going to sign this contract." It's a pity. " Say that finish, one stand hand walked away, in the face of this oncoming blow, Mr. Fujino felt dejected. Thinking of the entrustment of the company before leaving, Mr. Fujino decided decisively that he could no longer be depressed and complain. Only by keeping a cool head, pulling yourself together and finding out the truth can we solve this big problem.
In his view, Taiheng Company will never give up the big business of photocopiers easily, and will never let go of the hand holding the god of wealth for no reason. If they refuse to sign the contract now, how to explain it? Any new customers? Yes, very likely. Where does it come from? From other countries?
Impossible, because at present, only Japanese products are first-class photocopiers in the international market. Taiheng Company will not forget the benefits and righteousness, and will not buy outdated products for the long-term development and reputation of the company. Then, it must be a Japanese company that does business with Taiheng Company.
What kind of preferential terms do they use to attract Taiheng Company to be more flexible? These problems should be clarified one by one. Mr. Fujino cleared his mind and planned a plan of action. First of all, he reflected the relevant situation to domestic companies and asked them to help find out the reasons.
Soon, the company heard back, which proved that a company in China did secretly contact Taiheng Company to provide it with a lower price and more advanced performance copier, which led Taiheng Company to change its original intention and refuse to sign the contract.
At present, if we want to beat our competitors, we need to solve two problems immediately: first, get the contract with Taiheng Company as soon as possible before the other side; The second is to contact the manufacturer immediately, and get the distribution right of a copier in this country anyway. After the battle plan is finalized, the company will be divided into two parts, and Mr. Fujino will still be responsible for signing the contract with Taiheng Company. The company also sent people to the factory to contact the purchasing business.
When Mr. Fujino appeared in front of the boss of Taiheng Company for the second time, before the other party could speak, he came straight to the point and said, "Mr. President, I hope everything is all right with you. Do you mind if I come without an appointment?" I'm here to discuss the import of some kind of copier with you. I think you must be interested.
Yes, this printer is indeed superior to other machines, so we have decided to cooperate with your company in this respect. I am glad to tell you that the price of the products we offer to your company is 30% lower than that you contacted the other day. "
The boss of Taiheng Company was surprised when he heard this. "How can this Japanese know everything in just three days? However, what does this have to do with yourself? As long as it is profitable to do business with people, it is different. Since the price of Fuji is much more favorable than that of that company, why not? "
He immediately stepped forward with a big smile, shook hands with Mr. Fujino, and immediately signed a contract to import 1500 sets of this machine. As soon as the contract was reached, Fujino flew back to Japan and found a copier manufacturer. In fact, manufacturers have found problems from Fujitsu's recent abnormal behavior, and only after investigation did they know that they were competing with another company for the exclusive rights of copier customers and Southeast Asia.
The manufacturers are secretly happy, and it seems that their chance to make a fortune has come. They clearly knew that Fuji was eager to promote this business, and in order to make a profit from it, they took no time to explain to the newcomers: because they had reached an agreement with other companies to grant them the right to sell in this country, they said that they could not sign a contract with Fuji or simply ignore it for their own credibility.
Of course, Mr. Fujino knew his intention, so he informed the other party that Fuji had won the contract to seize the market in this country, and asked the manufacturer to grant the distribution right of Fuji photocopiers and auxiliary materials and equipment, and Fuji was willing to raise the purchase price of 10% again.
After some bargaining, copier manufacturers think that the recent drama of "sitting still and watching the tiger fight" should come to an end. Now the other party's bid is so high that it exceeds its expected target. If you don't follow the trend, you will never come again. So he readily agreed to sign a contract with Fuji.
The shrewd Fuji businessman certainly won't suffer. The hundreds of dollars he lost when he bought a copier at a high price were finally compensated from the auxiliary materials and equipment sold at a high price later. Looking back on the whole process, the reason why the copier manufacturer can clinch a deal with Fuji at a higher price lies in his clever use of negotiation skills from the other side.