Rebirth of the Official Business Route

Liu Minghui and the ten senior sales executives who followed him from Aida Electronics to Kewang left Haizhou on the 13th to visit former customers in South China and Central China. They are both fairly powerful local distributors.

Aida Electronics does not have a regional general agent. The so-called "three-level" agency is only classified according to the size of the market in each region and charges ranging from one to five million. The "three-category" agency system may be more accurate.

In this way, Aida Electronics has almost included powerful electrical distributors from all over the country into their channel business network. In the complete commodity circulation process, distributors are a very important part and a part that directly affects the market terminal. . w Novel chapter updated fastest

Xie Jiannan knew this very well. When Liu Minghui had been with Zhang Ke for more than two years, he saw, heard, and felt this conclusion from Zhang Ke.

Liu Minghui and the ten senior sales executives who joined Kewang from Aida Electronics are also very clear in their hearts what their greatest value to Kewang is. They use their accumulated contacts at Aida Electronics to help Kewang Xun establish a There is a fairly unobstructed network of channel vendors that can be applied to various terminal markets.

Only ten days are left for them to run outside. On the 23rd and 24th, distributors from all parts of Aida Electronics will gather in Haizhou. With Aida Electronics’ accustomed means of controlling people, Liu Minghui is afraid It is difficult to reach the people he wants to reach before the distributor conference of Aida Electronics. If these distributors have first signed the agency contract with Aida Electronics for next year. It was useless for them to spend more time afterwards, so although it would be very hard, he still had to use his precious ten days to visit all the dealers he controlled one by one. w "Fiction" novel chapters are updated fastest

On the 23rd, Liu Minghui returned to Haizhou first. He was so tired that he could fall asleep on the sand. Liu Minghui sat down on his leather wide-armrest high-back office chair in the southwest corner of the office on the 12th floor of Futian Building. He fell asleep. Yesterday, he accompanied Shi Yiyu, the owner of Shanghai Yongcheng Jiaotong Appliance, until two o'clock in the morning. However, he drove directly back to Haizhou from Shanghai and only had time to wash in the company bathroom. It's time for work.

Dreaming that the phone rang for a while, Liu Minghui didn't bother to answer the phone even in his dream. He didn't wake up until he felt that someone was pushing him. Nearly falling from the chair, watching his secretary standing at the desk and laughing with his mouth covered, Liu Minghui rubbed his face and asked her, "What's the matter?" This secretary was recruited by the Personnel Department uniformly, and he was handsome in appearance. Liu Minghui was too embarrassed to be stern with others. In addition to the general manager and deputy general manager, Kewang has a secretary. Xie Jiannan doesn't have a secretary either. After this period of time is over, Xie Jiannan will go back to preside over his Haitai Electric Place.

"The chairman called to find you to go to his office."

"He called my office?"

"It rang for a long time, and you didn't wake up."

It turned out that I really heard the phone ringing, and subconsciously hoped it was in a dream, just to sleep a little longer, Liu Minghui did not dare to delay. Putting on the suit, ran to Xie Jiannan's office on the southeast corner of the twelfth floor.

Kewang Terminus occupies ten to twelve floors, with an office area of ​​four to five thousand square meters, which is relatively open. The high-level management offices are on the twelfth floor, and the offices of various departments are also very spacious. Unlike Aida Electronics, the offices of the administrative and financial departments are mixed together, and the offices of the market quality control sales service department are mixed together. The office of the production department is located in the production area. The research department is located in the urban area.

"Mr. Xie..." Liu Minghui pushed the door and called Xie Jiannan sitting at the desk talking to Chen Jing. Now Xie Zhan is also sitting on the sand in the corner of the office. Feeling awkward, he called again, "Mr. Xie is here."

"You are tired when you drive back early in the morning. The two phone calls didn't wake you up?" Xie Jiannan asked.

"It seems to have heard it. I felt like I was dreaming, so I didn't bother to answer it. I didn't expect that it really woke up on the phone." Liu Minghui explained. The secretary told Xie Jiannan that he was sleeping on the table, and there is nothing to say.

"Let you go back to sleep for a while and then come to the company, you are not happy," Xie Jiannan smiled, stood up, and asked Liu Minghui to sit down in the rest area at the corner of the office. "Last year, Zhang Yaping, and Imo were all When I came to Haizhou at this time, there was any story behind me. From the perspective of the market, they should have a secret agreement."

"As far as I know, I will mainly talk about two things." Liu Minghui sat on the sand and saw Chen Jing help him to make coffee. He took it with trepidation, put the hot coffee on the glass, and continued the topic, "One is Philips. Priority supply agreement for the movement. At that time, Philips' production capacity was expanded to its maximum, and it could only produce 25 sets of movement per month. Aida Electronics immediately packaged 100,000 sets... and the establishment of a joint venture with the company. In the Institute of Optoelectronics, Zhang Ke personally discussed these matters, and he has never heard him talk about specific matters."

At the beginning of 1996, Su Jindong and Dong organized people to open the prototype of the DVD player. It was not until June that Zhang Ke formally transferred from Kumho to travel, Liu Minghui, Zhou Yiping, and Jiang Wei organized the various departments of Aida Electronics. Liu Minghui was a short period before. The time is borrowed. In 1996, he still returned to work in the planning department of Kumho. So for him, he started to do the market in early 1996 until the end of June. Su Jindong and Dong were just organizing manpower to start prototypes. For many things, he I don't know. After all, it is related to the secret agreement with the company. Not only he does not know, but Zhou Yiping and Yang Yun do not know it. Jiang Wei and Zhou You also know the secrets of these companies after they are sure to mention the vice president.

"The movement was so tight at the time, why would Zhang Yaping promise to give Aida 100,000 sets at once?" Xie Jiannan looked at Liu Minghui.

"At that time, Zhang Yaping was more optimistic about Shinco Electronics, but Shinco chose to cooperate with Sony, and even delayed the launch of the product, and knocked Aida to win. Zhang Ke also threatened Zhang Yaping at that time and said that he would cooperate with Sony to compete for the priority supply agreement... "

"Zhang Yaping shouldn't be so weak." Xie Jiannan still had questions in his heart. Sony didn’t come up with stable-quality movement products until May of this year. Even if Aida Electronics can follow up on the system control technology in time, it will take a long time. Zhang Yaping can’t ignore this, how can he take it lightly? Let Zhang Ke threaten?

"Zhang Yaping himself is very supportive of the domestic electronics industry exhibition. In fact, before winning the bid, it was about the beginning of October. Zhang Ke was discussing priority supply with Philips. At that time, Zhang Yaping ignored us. Just last October. , Aida did a lot of work with Zhang Yaping, until Aida won the bidding, some things were logical." Liu Minghui explained.

"It makes sense." Xie Jiannan's eyebrows were not stretched, he asked Liu Minghui, "Then what do you think will be going on this time? Chen Xinsheng and Emmer have been living in Haizhou for almost half a month, Zhang Yaping I also arrived in Haizhou the day before yesterday."

"Zhang Yaping also arrived in Haizhou ahead of schedule?" Liu Minghui knew about Chen Xinsheng and Emmer in Haizhou. He didn't know that Zhang Yaping had also arrived in Haizhou.

"Yes, and we haven't touched it yet." The shadow pressed by Xie Jiannan's heart is very heavy. When the king of Ke wants to show his hands and feet, whether it is Scoop or Philips, just a little trick is enough to give Ke Wang caused a very bad influence.

"The production capacity of decoder boards is very flexible, especially one of the world's largest semiconductor chip manufacturers. Moreover, we have signed a priority supply agreement with Skoper, and there is no problem with this one," think about four thousand. Xie Jiannan still felt a bit wronged for the ten thousand deposit. Inexplicably, Zhang Ke put one on the banquet. When Aida Electronics signed a priority supply agreement with Philips last year, it did not raise a deposit at all. Based on the tight market situation of the movement at the time, Aida One One hundred thousand sets of movements can't be digested a month. You can make a lot of money in vain if you change hands. At that time, some manufacturers did directly resell the movement and made a fortune. “The movement is different. The output of the first and second phases of the Philips Shanghai factory is almost close to the design capacity, and there is no intention to continue to expand..."

"In 1996, Philips movement accounted for nearly 80% of the market share. They may think that there will be strong competition from Sony and Pioneer in the next year, and they have no plans to expand their production locations. This is because the decoder board market is monopolized by the two companies. Different, the key component in the movement, the laser reading head, can be produced by many Japanese manufacturers such as Pioneer and Sony. It is impossible for Philips to not consider this. Philips is so cold, we can consider choosing Sony's movement first..."

"Sony's movement..." Xie Jiannan stretched his hands behind his neck and picked up his head, considering Liu Minghui's suggestion.

Xie Zhan said: "Sony's movement is exclusively for Shinco. We need to use Sony's movement. How to solve the system control programming? Where can I buy the control chip?"

"We will always do these things," Xie Jiannan patted his thigh lightly. "Minister Liu had a good idea. We went to visit Sony representatives in the afternoon. I heard that they had come in advance, but there was no contact with Ada. Being so close, I must be lonely at this time. We do not have the technology for the time being, and we can ask Sony to let them support us."

Chen Jing said: “The outer application technology should be developed by Xinke and Sony. It is probably impossible for Xinke to open the outer application technology to companies in the same industry, right?” The king’s winning of the CCTV standard also has a direct impact on Xinke Electronics. .

"Let's talk with Sony first, mainly to put pressure on Philips to see if they are pretending to be indifferent, or if they really don't pay attention to our king, always buying the movement from Sony is the last set." Xie Jiannan thinks that this can only be done for the time being. , The movement’s supply and demand balance is easily controlled by humans. In the case of the beginning of the year, it can also be said that the priority supply agreement between Aida Electronics and Philips broke the balance of supply and demand, which caused other DVD player manufacturers to be severely restricted from January to May. The supply of movement cannot increase production, but Aida has an exclusive supply of 100,000 sets of movement every month. Next year, the video disc player market will be affected by the supply of movement again, and Aida will play this hand again. No matter how much Kwang invests in marketing, it will not be possible to get more Aida. Xie Jiannan took the initiative to visit and Sony was invited to Haizhou to participate in the Aida Electronics Dealers Conference in China, the general manager of the components department to put pressure on Philips. It did play a role. Zhang Yaping took the time to visit Kewang’s production base in the Electronic Industry Park on the 24th. What he said hurt Xie Jiannan and their hearts. Zhang Yaping looked at Liu Minghui and said, "Minister Liu is from People from Aida, what can you tell the similarities and differences in the production management of the two companies?"

Liu Minghui was speechless and prevarication: "I usually don't care enough about this one?" He is almost always forced to accompany Zhang Ke to participate in the production workshop at Aida Electronics. He has never considered them as a marketer. You also need to know more about production.

Xie Jiannan said: "Su Jindong and Lu Qingsheng are very skilled in production management, and we will work hard to improve it."

"Chairman Xie really should dig at least one of Su Jindong and Lu Qingsheng." Zhang Yaping curled his lips. When Aida was a small factory last year, the level of production management was not the same as that of the king. Yes, he said with a smile. "Before, we communicated over the phone. We are looking forward to the success of Kewang in the next year. Next year, we will not sign any long-term supply agreement with any company. Therefore, there is no need to sign a long-term supply agreement with Kewang. This agreement."

"What if Sony agrees to give priority to Kewang?" Xie Jiannan forced a step.

"You also know that Sony is increasing the supply of movement. The possibility of movement shortage next year is relatively small, so there is no need to sign any priority supply agreement." Even if you don't consider other things, Zhang Yaping doesn't treat such a family as Kewang. Companies that value business integrity also don’t have a lot of favor. Naturally, they don’t want a priority supply agreement to become a tool for other companies in Kewang’s hands. Zhang Yaping’s tone is still slow, "Kewang has to insist. I see if it’s waiting for love. Tattronics distributor conference has been held to discuss this matter?"

"Wait until after the distributor conference of Aida Electronics?" Xie Jiannan asked, "What's the big move of Aida at the distributor conference?"

"This, it's not convenient for me to say," Zhang Yaping refused to disclose Aida's trade secrets. Xie Jiannan was very rude to ask, Zhang Yaping looked at Liu Minghui, "Director Liu is not clear?"

"What is clear?" Liu Minghui was a little confused.

Zhang Yaping smiled and said, "It seems that Minister Liu has always been focusing on market operations..." He didn't make any comments on Liu Minghui.

After visiting Kewang's factory, Zhang Yaping declined Xie Jiannan's banquet reception. Said: "There are still some things to deal with in the evening. Let's save the opportunity for later."

Zhang Yaping and his assistant drove over from Shanghai, and did not ask King Ke to send them a car. Xie Jiannan enthusiastically wanted to arrange to show them the way. Zhang Yaping said: "No, here to Chengshan Road, we have walked several times in the past few days, we know."

Hearing what Zhang Yaping said, Xie Jiannan’s heart was blocked again. Listening to Zhang Yaping’s tone just now, Liu Minghui should know what Aida Electronics has this time. Xie Jiannan doesn’t think Liu Minghui has anything to hide from himself, his vision is limited. That's it, just sighed softly, without asking anything.

Xie Zhan couldn't help complaining loudly: "Why did Aida and the others win the bid, and Philips, Scooper, and others all came to cheer, but they ignored us? What are we not as good as Aida!"

"Aida has today's brilliance, and naturally has his success," Chen Jing said, "Aren't we also learning their patterns?"

"I'll just complain about it." Xie Zhan was a little displeased, but he couldn't say too much, and looked at Liu Minghui squintly. "What do you think we are inferior to Ada? Don't compare with the current Ada, a year ago, Is Aida better than us?"

Xie Jiannan glanced at Chen Jing, and he knew clearly: There should be something about Aida that others can't learn, and the company should have the characteristics of a company, but he can't say these things.

Zhang Yaping also knows that Sony will take this opportunity to actively strive to become their main customer. This is probably the best time for Sony to catch up with Philips, but Sony will consider Shinco's attitude on the matter. Kewang won next year's CCTV bidding time, which will have an impact on Aida Electronics, and it will have the same impact on Xinke Electronics.

If this is the case, although Zhang Yaping will not sign the so-called priority supply agreement with Kewang, he will still discuss cooperation with him in a very positive manner.

But when it comes to the development of the third-generation decoding chip, everything becomes different again.

At the end of last year, Skoppers, Philips, and Aida Electronics gathered together, and Philips agreed to only develop system applications and control technologies based on the Philips movement, which naturally excluded Sony, Philips’ biggest potential competitor at the time. . However, the application and control technology of the video disc player system is not very difficult. Zhang Ke gathered a group of engineers such as Dong and Su Jindong to work hard for four months, and he almost figured it out.

When Shinco abandoned Philips to use the Sony movement, it also developed the corresponding application technology. So in early May, when the Sony movement was off the assembly line, Shinco launched products immediately, but all the supporting technologies were developed by Shinco alone. It has not been transferred to Sony to support other DVD player assemblers to compete with itself.

Zhang Yaping believes that Sony has almost thoroughly studied the relevant application technology at this time, and there will be a special control chip on the market soon, which means that Sony now has the ability to compete directly with Philips in the movement market.

Zhang Yaping previously considered that he would face fierce competition from Sony in the next year, and the Shanghai factory did not plan to continue to expand. Before coming to Haizhou, he had been considering the issue of competing with Sony in the movement market, but Aida will always There are amazing joys.

Zhang Yaping can hardly believe that Aida can develop all the technology needed for the advanced system alone~www.readwn.com~ When he knew this, Aida had signed a joint development of the third-generation decoding chip with Skoper. Cooperation agreement: In addition to the patented technology related to the decoding chip, Aida also has several patented technologies for the control chip.

Zhang Yaping knows that he wants to promote the class quickly. In addition to launching the third-generation decoding chip, Aida Electronics cannot hold the patented technology of the control chip in its hands, but Aida Electronics transfers the patented technology to Sony, so Sony It is possible to fully overtake Philips in the field of movement with the help of grades. Zhang Yaping has carefully studied it. It is very difficult to research alternative technologies in a short period of time, not to mention the cooperation between Aida Electronics and the third-generation decoding chip signed by Skoper. The agreement has a binding nature and will eliminate alternative technologies to a certain extent; if Aida Electronics transfers the patented technology to Philips, Sony will never have the possibility of overtaking Philips, unless it is in the era of dVd DVD players.

Of course, Zhang Ke’s request made him quite hesitant. To build a movement factory, Zhang Ke needs several patented technologies in the hands of Philips. Of course, Tate Optoelectronics Research Institute will also come up with two heavier patented technologies to increase the exchange. Zhang Yaping is very greedy for the bargaining chip of the laser reading head shutter dust-proof technology: the dust of the laser reading head will seriously shorten the service life, and Philips has also been studying the dust-proof technology of the laser reading head.

Zhang Yaping faces a choice. In the field of disc machine cores, either compete with Sony or Ada; rejecting Zhang Ke's request is simply to push Skobo to Sony.