Rebirth of the Military Industrial Overlord

Understand the reason, Robert. Galvin recalled Eric's evaluation of Motorola: "You are too arrogant, you don't know how to respect customers, and you don't even want to understand the basic needs of customers, so you will lose to Ericsson." He now has to admit. Although this evaluation is sharp and unacceptable, it is true.

Motorola, which has grown into a giant, has all its employees including himself, in the process of leading the market for a long time, and has gradually developed a tendency to "respect me" and act in accordance with the company's standards. Unwilling to lean over to listen to the opinions of customers, unwilling to carefully investigate the real needs of customers-take the project that Eric just mentioned, just find a few local potential consumers to do a small market survey It is not difficult to draw conclusions, but Motorola has not done so!

The system dispute is actually just a technical dispute. Compared with the opportunity to gain access to China’s huge market in the future, it is actually a condition that can be sacrificed-not to mention the so-called "AMPS system" and " The difference between the "TACS standard", purely from a technical point of view, is actually so small that it can be ignored?

Both are typical analog cellular phone systems, using exactly the same frequency modulation mode and exactly the same working principle-the coverage is divided into small units geographically, and each unit reuses a part of the frequency band to improve the utilization of the frequency band Rely on proper frequency reuse planning and frequency division multiplexing (FDMA) to increase capacity... Let’s put it this way, not so much that "TACS system" is another system, it is better to say that it is a modified version of "AMPS system" It is more appropriate. Except for the differences in frequency bands, channel spacing, frequency offset, and signaling rate, the others are completely the same. The reason why the Europeans want to make such a thing is completely out of the desire to be controlled by the Americans. So it is technically controlled by others.

In other words, for Motorola, the so-called "TACS system" is not technically difficult to implement at all. They only need to make a small modification on the original equipment to provide the same service, even Do better-for example, make your equipment compatible with two standards and achieve the so-called "dual-mode", so that your solution will be more competitive.

However, no one at Motorola thought of this. They just insisted on recommending the "AMPS standard" to China Xia, and refused to make even a little change. This is similar to the reason why the semiconductor department lost Apple, an important customer!

"This is actually a kind of disease. The so-called "big enterprise disease" in management, Tan Zhenhua unceremoniously continued to criticize: "From my standpoint, I should actually hope that the more sick you get, the better, the slower you are. The poorer the ability to respond to market feedback, the more beneficial it is for me, but this is also where I am more contradictory. Seeing such an excellent company as Motorola is getting more and more ill, in fact, I feel sorry for everything you do. They are all for commercial interests, but objectively speaking, they have effectively promoted the advancement of human science and technology. It is a pity to sink into this situation. "

Robert. Galvin finally recovered from his thoughts. Although Eric’s words were awkward, he knew that other people’s words were reasonable. No one knew Motorola better than he had been the CEO of the company for 30 years. After countless brilliance, this 58-year-old company has lost its initial spirit of forging ahead and became depressed. He knew that the company did need to make major changes, and he had already done so-this It is also the reason why he handed over the rights to his son when he was not too old. He hoped, Chris. Galvin can use his youthful spirit to lead Motorola to create a new round of brilliance.

However, there is no need to discuss these matters with Eric. Although he keeps saying that he does not want to see Motorola sink down, he is a competitor. This is a shopping mall. Even if the opponent's words are spoken sincerely, they cannot be completely taken seriously.

So he nodded and said in a deep voice: "Eric, thank you for your reminder and thank you for pointing out the problems with our Motorola. I will consider your suggestions very carefully-but let us go back. Let’s get to the point, you haven’t told me what you are talking about about the cooperation between us."

"I just said that?" Tan Zhenhua made a surprised expression, and pointed to the Motorola mobile phone he had brought again. "I want to cooperate with you on this product."

"Uh... don't quite understand?"

Tan Zhenhua shrugged helplessly and said: "Look, Mr. Robert, it seems that our understanding of business is very different. Okay, let me explain: You Motorola lost the construction of China’s first wireless communication system in Guangnan City. You think that you have lost China’s wireless communications market-but I think what you have lost is this one order. If Motorola is willing to put down and provide China Xia with base station products compatible with “TACS”, you still have Opportunity, the China market cannot be monopolized by Ericsson. Moreover, in this market, there is another very important market that has little to do with the government and the choice is entirely in the hands of consumers. Don’t you want it anymore ?"

Robert. Galvin's eyes lit up!

Yes indeed! After losing the base station market, what about the mobile terminal market? As long as Motorola can launch a mobile phone compatible with the "TACS format", relying on the company's reputation and heritage, it might not be able to make a big splash in this market!

But then he thought of another important question: Due to the failure of Guangnan’s bid, Motorola and China Xia officials failed to form an effective cooperation, and Ericsson must have reached an agreement with China Xia to sell their mobile terminals. With the particularity of China’s current retail channels, how can Motorola open up that market?

At this time, Robert. Galvin suddenly realized that he knew too little about that mysterious country in the East.

"Mr. Robert, it seems that you don’t know much about the complicated structure of the Huaxia Communications Market. What’s more, I’ll explain it to you today: The Ministry of Posts and Telecommunications of China is the Ministry of Posts and Telecommunications who are in contact with you to build wireless communications systems. The traditional business in charge includes postal and communications. Unfortunately, you missed the first opportunity to cooperate with them, and they must have reached more agreements with Ericsson. Does this agreement contain any disadvantages to Motorola? The terms are not known, but I think it will be difficult for you to reach a new cooperation with the Ministry of Posts and Telecommunications in a short period of time. However, there is also a Ministry of Industry and Information Technology in China, which is in charge of industry and information technology. The traditional electronics industry is under the control This ministry has jurisdiction—and this."

Tan Zhenhua once again pointed to the "big brick" on the table and said, "It is an unmistakable electronic product, right?"