1993 Glamour at a Glance

Chapter 37 Really Productive in the Sauna

After thinking about it, Song Yang nodded and spoke.

"The model of membership card must make customers feel valuable, have face, and have a sense of identity. Pirated tapes can indeed sell in volume, but the profit is low. In comparison, genuine things are needed by every store, at least they need to be purchased. Put it on the table for inspection."

Veteran sellers of pirated audio-visual products, Zhu Ziqiang and Zhang Youjie, both agree, and this is the reason.

"The model I envisioned is that each city will only open one main store in the early stage, and then some branch stores will be opened in big cities in the future. These stores must become the cultural landmarks of that city. These stores are directly operated and only sell genuine products. Do a good job in service and word of mouth, and gradually master genuine wholesale distribution channels.”

"Those franchise stores can have nothing to do with us in terms of finance and operation. There are only three points. First, we must recognize our card and give customers discounts. Second, we can help us open the card and we will give them a profit margin. Third, The genuine goods they want must come from us."

"In this way, our card can enjoy discounts at more outlets, and the franchised stores can also enjoy our customer flow. The key problem is how to ensure that many people open our card and how to ensure that the same card is used in different stores. leasing risk."

Zhu Ziqiang was very happy when he heard him talking about us one by one.

Then he said: "I shouldn't come to the sauna, I don't have a pen!"

Song Yang laughed: "It's okay, I will write it down in detail later to form a plan. Regarding how to get many people to open our card, it involves how to create a cultural landmark. For this, I will design a model It’s a very novel main store, with a large scale, high grade and taste. You can buy tapes, rent video tapes, buy books and read books, listen to songs and drink tea.”

"If you want to describe it, it can be understood as a very leisurely new library and cultural center. Because it is genuine, it will continue to organize some singers and writers' signings and lectures in the future. This is a way to gain fame. It is because of this This kind of consideration, so I think our Yanda South Gate would be a good place."

Zhu Ziqiang took a breath of the hot air in the pool: "You still want to sell books and tea?"

"It's not complicated. You can treat it as a franchise contractor in the main store. You can let them pay less rent at the beginning, as long as you accept our card and you can get a discount."

When Song Yang said that, Zhu Ziqiang understood. This is equivalent to opening a shopping mall by himself, just like some Xinhua bookstores also rent a stall to sell stationery for others.

"The key point is, because of the video tape rental business, how can we tell whether others will rent a lot at one go and not return it, which will cause a deposit dispute between the franchise store and us after there are more franchise outlets."

Zhu Ziqiang was stunned when he heard it: "Yes, how to solve it?"

"It's not in a hurry, so I didn't engage in franchising at the beginning, and just focused on the brand and reputation of the main store." Song Yang has a plan in mind, "The main profit comes from the sales of a complete range of products and membership fees, and the specific external business owners do The video hall market. After we have made a reputation, there are of course other conditions when we join. One of them is that we need to pay to use our management system, which uses a computer."

Zhu Ziqiang suddenly didn't understand: "Such an expensive thing? Then how can others agree?"

"That will be two or three years later." Song Yang reminded him, "So in the early days, the only way to expand was to build a head office. With the current model, each city can account for [-]-[-]% or even [-]-[-]%. The market is already amazing. With membership fees and sales volume, the source of goods is more and more firmly pinched, and the core competitiveness is behind it!"

Whether it is a video hall or a home video recorder, it will soon face a huge impact: the advent of VCD.

At that time, the supply of VCD discs will be a very powerful means in the early stage if interested people seize it early.

So Song Yang always advised Zhu Ziqiang not to worry, because the VCD player will not officially enter the market until next year, and it will be seen by more and more people, and it will explode in a short period of time.

Before VCD came out, it was a waste of money to store so many video tapes first.

Zhang Youjie thought about it, and now he is more frank: "Such a large-scale store...and they are all genuine, can they make money?"

Song Yang laughed, talked about a special case, and then said: "In Yanjing, there are many shops where you can buy clothes for ten yuan. As an employee, his monthly salary plus bonus is in thousands. , how did you make money? The characteristic of Yanjing is that it has a large number of people and a large base, and there is never a shortage of rich people. There are few people who buy the genuine version, but the profit of the genuine version is actually the largest. The main thing is, is there any The store can bring these customers together!"

Zhang Youjie shook his head: "The unit price can't be compared. How much is a piece of genuine tape and video tape? To achieve a special earning power, the goods to be sold must be more than ten times or twenty times theirs."

He was indeed much smarter than Zhu Ziqiang, and he knew how to calculate.

On the contrary, Song Yang praised: "You are right, audio-visual products, it is difficult to achieve the scale of the clothing category."

Zhu Ziqiang would be overjoyed: "It's impossible for us to sell clothes! Besides, you still want to be like others, who can sell tens of thousands of yuan a day and become a multi-millionaire in a year?"

Zhang Youjie was speechless.

Song Yang said again: "The profitability of a single store, through the development of the video hall market, through some other gray marginal markets, how to do it better than me. The most important thing is to lay down a future integrated industry and become the number one Foundation."

This touched Zhang Youjie's knowledge blind spot, and he looked at Song Yang in a daze.

"Now the wind direction has changed, and there are more and more people trying to make money. The income level will be stable or even explosive. If you have money, you have to entertain. These needs are the soil for the barbaric growth of this industry, and there is enough room for everyone. But When the industry is saturated and there is no longer such a large profit margin, it will be time for systematic, managed, and planned integration of large-scale players to occupy the main market.”

"Now I can't afford genuine ones. In the future, if I have money, I will want to buy genuine ones, whether I want to pretend to be aggressive or emotional. Whoever has stronger internal strength will be able to continue to expand at that time. When he becomes the industry leader, he will have the right to bargain, For the upstream, downstream, and surrounding industries, the profits that small shops cannot tap, the industry bosses can dig out."

"As a pioneer of the membership system, I now have a stronger gold-absorbing model than others, which is to upgrade myself instead of simply copying. Before, it was a surprise victory, but after that, it has to follow the general trend. It has always been strong. Swallow the weak, the big ones swallow the small ones. Even if the countryside encircles the cities, sooner or later a regular army will have to be formed!"

Seeing that he had finished speaking, Zhang Youjie said after a while, "Aren't we unable to get out 80 yuan now? We are still in the stage of stragglers."

Song Yang agreed, and instead said: "Brother Zhu wanted to pull you into trouble, and he didn't pull the wrong person! Brother Zhang, logically speaking, it's really not the time to fight high. Therefore, I also suggest that Brother Zhu first Practice internal skills and accumulate experience. Now he is in a hurry, I just talk about how to go on this road in the future."

"With you here, I will definitely be able to overtake on a curve!" Zhu Ziqiang stood up confidently, "Go and have a steam and continue chatting, I'm almost going to be bald."

So I continued to take a sauna and rub my back.

Zhu Ziqiang insisted on expressing that he would walk on two legs together without delay.At Shimenzhuang, he continued to make money, expand the supply of goods, and train the team, but Yanjing had to prepare in advance.

The three people standing at the door were refreshed, and Zhu Ziqiang said, "Just do it like this! Song Yang, at least register the company first, and book the place you mentioned!"

"I won't have any money until the end of the year."

"You said you only need 20% of the shares, so how much is it? Since it will be officially launched next year, let's start with a registered capital of 50, and I will lend you 10 first!" Zhu Ziqiang said indifferently.

"...Maybe the current situation really needs your recklessness." Song Yang was deeply moved by his confidence in himself, "The sauna is really productive."

Yinhe Audio-Video may be very big, but it may not be able to do it with Zhu Ziqiang's ability.

Song Yang didn't plan to spend too much time on Yinhe Audio, just pointing the way.

So he only needs 20%, after all, the main contributors are others.As for him, he is a bit like an investor of the times.

The next day, Song Yang took Zhu Ziqiang to Yanda again, and looked at the location outside the south gate.

Absolutely good location, after all, at least for the next ten years or so, this will be the core of Zhongguancun, with a frighteningly large flow of people.

On the northwest side of Yanjing, there are many colleges and universities, and there is no shortage of college students and young men and women who have entered the society.

Song Yang didn't go back to the hotel last night, but lived with Zhu Ziqiang in the room opened by Zhang Youjie. The three of them actually chatted a lot after one night.

Now that he decided to do this together, Song Yang also let go of the chat and teaching with them.

Zhu Ziqiang was very satisfied with Zhang Youjie's shocked eyes, which showed that he was not alone.

There are people who, although young, know too much.

From industry trends to industrial chains, to internal management and external marketing, Zhang Youjie unexpectedly asked: "Did you not drink Mengpo soup?"

Song Yang also replied solemnly: "It may have expired."

(End of this chapter)