第十章曙光初现(三)
二老的不悦,陈晚荣完全理解。对于他们来说,有得赚就赚,一贯钱已经是一个不小的数目了,陈老实做一个木桶除去材料钱不过赚二三十文的工钱,一贯钱陈老实要做四五十个桶才能赚够。而陈老实一年下来,顶多不过做二十来只桶,加上犁一年也就净赚一贯钱。陈晚荣居然一口回绝,这实在是太意外了,要二老不怒都不行。
只是有一个道理他们没有想到,也不明白,那就是垄断的优势,陈晚荣拥有垄断权利,占据着主动,李清泉不得不求着陈晚荣。
要是李清泉拂袖而去,陈晚荣的话已经说得明白,他会卖给别家,那样的话李清泉的生意会大受影响。这道理,李清泉是懂的,明知陈晚荣逮着机会在扩大生意,搞“促销”,还不得不忍住,问道:“晚荣,你要多少才好做呢?”
李清泉的这种反应在陈晚荣的意料之中,对这事陈晚荣早就想好了,只是不能直接说要多少多少,而是摸着下巴,故作沉吟。他这一故弄玄虚,把个李清泉的胃口给吊得老高,抑止着心跳,打量着陈晚荣:“晚荣,你说话呀。”
陈晚荣很是为难的道:“李老爷子,说实话我也想尽量满足您的要求,只是那样不好做,您看这样好不?您要十斤的话,我放下其他的活儿,马上就给您做。您也知道的,现在正是农忙的时节,活儿也挺多,我这都是看在您的面子上才把地里的活儿往后放放。”
这不过是籍口,陈老实老农民一个,一心念叨着的就是他那一亩三分地,对这话很是赞同,忙掺合进来:“李老板,我们的地还没有清理,肥也还没有弄,还得去借牛犁地,活儿比地上的灰还要多。”
李清泉在生意场上打滚了一辈子,哪种籍口没见过,哪会不明白陈晚荣的用意,依旧是一脸的亲切笑容:“晚荣,能不能少点?五斤,怎么样?我先去试用,若是好用的话,我再来找你。”
火碱出现在唐朝,肯定会引起轰动,具有无限广阔的前景,但是现在想凭火碱脱贫致富,陈晚荣还不敢想。原因在于一是制造难度比较大,摇摇试管,做做小实验是简单,一旦投入生产复杂性才会暴露出来,这点搞科研的朋友们都会明白。二是市场还没有打开,最重要的是陈晚荣还没有一文钱的本金,要想把火碱推向市场,靠火碱发财还不是他目前处境能做得到的,做为远景规划还是不错。
李清泉这一登门索火碱是一个机会,是赚取更多本金的机会。多五斤与少五斤,对于李清泉这个家大业大的土财主来说没什么关系,但对陈晚荣的关系就太大了,多两贯半和少两贯半对处于赤贫之境的陈晚荣来说截然不同,多两贯半本钱他可以做更多的事情,哪会同意李清泉的意思,也是一副可亲的笑容:“李老爷子,说实在的五斤很不好做,十斤我也是看在您的金面上勉为其难,要是换个人他不要二十斤我不会给他做。”
要是用纯碱处理那些好处理的鲜皮,用火碱处理干皮老皮的话,五斤火碱足够一个月用的了。只是,陈晚荣处于主动位置,李清泉很被动,若是不依从的话陈晚荣真要把火碱卖给别家,别家拥有更多的货源,就可以用更低的价格出售皮革,李清泉就更加竞争不过别家了,这是李清泉最担心的。
“晚荣,十斤我一个月也用不完,多了也没用呀。你能不能想个办法,做五斤给我。”若是依从的话,那就是服软了,李清泉心里很不是味儿。
以往自己要买东西只要放点风声,卖家就跑来求着自己买。今儿却是颠倒过来了,自己明明是花钱的,却还要求着陈晚荣这个卖家,好象自己的钱多得没地儿使了一样,李清泉觉得很别扭。
这就是垄断的好处!
陈晚荣脸上的笑容更甜了:“李老爷子,您这话就有点没道理了,用不完您就要想办法用完。”
这是什么混帐话?李清泉有点窝火,你以为我的钱多了没处使,拿来浪费?他的念头还没有转完,只听陈晚荣接着往下说:“李老爷子,您听我把话说完。干皮老皮没用处,不是当作垃圾给扔了,就是任其腐烂,您何不低价收过来做皮革呢?那些农户,屠宰场谁个没有点皮呢?坏了也是坏了,您只需要花点小钱就能收过来,您的货源不就更广了,您的买卖就会越做越红火。”
这话很有道理,李清泉惊异的打量着陈晚荣,心想陈晚荣什么时间有这么精明的生意头脑了?
“李老爷子,恕我说句实话,以您的实力难以和别家竞价收购鲜皮。人家是摊子大,面儿广,本金雄厚,收到的鲜皮也比您多,相应的他们的货源非常充足。您呢,只能在这方面下下功夫,才有超过别家的机会。”陈晚荣一口说出陈清泉的弱点,末了还来一句漂亮话:“李老爷子,我说得太直,你不要往心里去。”
李清泉这个土财主就好他那三分面子,要是有人敢在他面前这样说话,他肯定老大不高兴,陈王氏和陈老实深知他的脾性,忙斥责:“晚荣,不要乱说话。”
他们的担心是多余的,李清泉不仅没有生气,反倒是脸上泛光,眼珠好象明灯,不住的转着,很明显陈晚荣这话说到他心里去了,正在思虑得失。
他居然是这种反应,陈王氏和陈老实很是惊异,暗暗称奇,心想他什么时间转了性子?
陈晚荣抓住机会叮嘱一句:“李老爷子,这是机会!您得抓住机会,才会把买卖做大。”
皮对于农户来说,还真是个难事。鲜皮是好卖,可是有些农户离收购处太远,家里的活儿又多,专门跑一趟又不划算。放一段时间的话,失了水份,买家不要,只能任其腐烂。
要是自己能够处理失了水份的皮的话,那就是通吃了,这货源一下子就扩大了许多,生意就可以做得更广。至于火碱这里的投入可以从皮革那里补回来,只需要把皮的收购价格稍微压一压,这钱就回来了。
这生意只赚不赔,李清泉在大腿上一拍,发出啪的一声脆响:“晚荣,十斤就十斤。你什么时间给我做好?越快越好。”
早一天拿到火碱,就早一天投入生产,早一天赚钱,李清泉能不急吗?
要是说很快就可以做好,那也显得火碱太容易了,陈晚荣想吊吊他的胃口,推他个三五天,没想到陈老实嘴快,抢着回答:“李老板,您放心,明天就给您做好。其实也蛮……”本想说也蛮简单的,幸好陈再荣机灵,在他背上一拍,陈老实才把这话吞进肚里。疑惑的看着陈再荣:“你敲我做啥呢?我是你爹,没大没小的。”
陈王氏可比他机灵多了,瞪了他一眼,斥责起来:“咋啦?再荣就不能敲你啦?晚荣和李老板说事儿,你听着就是了,多甚嘴呢。”
陈老实这才明白过来,自己真的是太老实了,居然实话实说,忙闭紧嘴巴。
李清泉是个精明人,陈老实这一暴露机关,他已经明白了,陈晚荣只得打消吊他胃口的念头:“李老爷子,我什么都没准备,要给您做的话还要去买原料。我尽快,看明天能不能给您做好。不过,要是做出来,您不要我怎么办?”
“哪会呢?我一定要,肯定要!”李清泉拍着胸脯表示自己的坚决,末了这才明白过来陈晚荣是要他预付订金,掏出一贯钱递给陈晚荣:“这是订金,晚荣你先收着。要是我不要的话,你不用退了。”
“那怎么好意思呢。”陈老实看着铜钱,眼里放光,右手伸出就要去接过来,陈王氏瞪他一眼,只好把手收回来,在头上搔痒:“几天没洗头了,有点痒呢。”
李清泉肯定会要火碱,这点陈晚荣深信不疑,只是陈晚荣不想用家里的钱来采购原料,这才暗示李清泉付订金。有了这订金,陈晚荣就可以不用家里一文钱开始他的发家之路了。
事情已经办妥了,李清泉大为放心,站起身告辞:“晚荣,这就麻烦你了。我事儿忙,先回去了。”
还有更重要的事情没有谈呢,陈晚荣哪会让他说走就走,笑道:“李老爷子,您要是有兴趣的话,我可以再给您看一样东西,可以让您的皮革更加优良。”
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