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, all of whom are quite powerful local distributors.

Aida Electronics does not set up regional general agents. The so-called three-level agents are only classified according to the size of the market in each region and charge ranging from one to five million. It may be more accurate to say that the three types agent system.

With Aida Electronics doing this, almost all powerful electrical appliances agents from all over the country have been recruited into their channel dealer network. In the complete commodity circulation process, dealers are a very important part, and they are the ones that directly affect the market terminal. . w Novel chapters are updated the fastest

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

Liu Minghui and the ten senior sales executives who followed him from Aida Electronics to Kewang also knew in their hearts what their greatest value to Kewang was. Using their contacts accumulated in Aida Electronics, they helped Kewang build a There is a fairly smooth network of channel providers that can exert influence on terminal markets in various places.

Only ten days are left for them to run outside. On the 23rd and 24th, dealers from all over Aida Electronics will gather in Haizhou. With Aida Electronics' usual means of controlling people, Liu Minghui may It was difficult to reach the people he wanted to reach before Aida Electronics' dealer conference. If these dealers have first signed the agency contract with Aida Electronics for next year. It's useless for them to spend more time talking, so although it will be very hard, he still has to use the precious ten days to visit all the dealers he has mastered one by one. w Fiction novel chapters are updated the fastest

On the 23rd, Liu Minghui returned to Haizhou first. He was so tired that he could fall asleep even if he touched the sand. Liu Minghui sat on the leather wide-arm high-back office chair in the southwest corner of the 12th floor of Futian Building and quickly He just fell asleep. He stayed with Shi Yiyu, the owner of Shanghai Yongcheng Electric Appliances, until two o'clock in the morning yesterday. However, he drove directly back to Haizhou from Shanghai and only had time to wash up in the company bathroom. It's time to go to work.

Dreaming that the phone rang for a while, Liu Minghui didn't bother to answer the phone even in the dream. He didn't wake up until he felt someone pushing him. Almost fell off the chair, seeing his secretary standing at the desk covering his mouth and sniggering, Liu Minghui rubbed his face and asked her, What's the matter? This secretary was recruited by the Human Resources Department, with a handsome appearance. Liu Minghui was also embarrassed to keep a straight face with others. In addition to the general manager and vice president, Ke Wang is equipped with a secretary. Xie Jiannan doesn't have a secretary anymore, and after he's done with his work during this period, Xie Jiannan will go back to host his Haitai Electric Appliances.

The chairman called and asked you to go to his office.

Did he call my office?

It rang for a while, but you didn't wake up.

It turned out that I really heard the phone ring.

Subconsciously wishing it was a dream, just to sleep for a while, Liu Minghui didn't dare to delay. Put on the suit and run to Xie Jiannan's office on the southeast corner of the twelfth floor.

The Kewang General Station occupies the tenth to twelfth floors, with an office area of ​​four to five thousand square meters, which is relatively spacious. The senior management offices are all 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 marketing, quality control and sales department are mixed together. The offices of the production department are placed in the production area. The research department is placed in the urban area.

Mr. Xie... Liu Minghui opened the door and called Xie Jiannan who was sitting at the desk talking to Chen Jing, and found that Xie Zhan was also sitting on the sofa in a corner of the office. Feeling very awkward, he called again, Mr. Xie is here too.

Aren't you tired from driving back in the early morning, and you haven't woken up after calling twice? Xie Jiannan asked.

I seem to have heard it. It felt like a dream, so I didn't bother to answer it. I didn't expect to wake up from the phone. Liu Minghui explained, the secretary told Xie Jiannan about sleeping on the table, and there was nothing wrong with it.

You are not happy to let you go back to sleep and come to the company again. Xie Jiannan smiled, stood up, and asked Liu Minghui to sit down in the corner corner of the office. Last year, Zhang Yaping, and Aimer were all Come to Haizhou at this time, what is the story behind it, from the market point of view, they should have a secret agreement.

As far as I know, there are two main things to talk about. Liu Minghui sat on the sofa and saw Chen Jing help him make coffee. He took it with a look of panic, put the hot coffee on the glass table, and continued the topic just now. Priority supply agreement for movement. At that time, Philips’s production capacity was at its maximum, and it could only produce 25 sets of movement per month. Aida Electronics contracted 100,000 sets at once...there is also a joint venture with the company to establish Tite The Institute of Optoelectronics, these things were discussed by Zhang Ke himself, and I have never heard him talk about the specific things.

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 officially transferred Zhou You, Liu Minghui, Zhou Ping, and Jiang Wei from Kumho to form various departments of Aida Electronics. Liu Minghui had a short period of time before The time is borrowed. In 1996, he returned to work in Kumho’s planning department. So for him, he started marketing from the beginning of 1996 until the end of June. They don't know. After all, it involves the secret agreement with the company. Not only he doesn't know, but Zhou Ping and Yang Yun don't know.

The movement was so tight at that time, why did Zhang Yaping agree 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, knocking on Aida to win it. Zhang Ke also threatened Zhang Yaping at the time that he would cooperate with Sony to win the priority supply agreement...

Zhang Yaping shouldn't be so weak. Xie Jiannan still had doubts in his heart. Sony didn't come up with a movement product with stable quality until May this year. Even if Aida Electronics can follow up in time with the system control technology, it will take a long time. It is impossible for Zhang Yaping to ignore this point. Let Zhang Ke threaten it?

Zhang Yaping himself is very supportive of the development of the domestic electronics industry. In fact, before winning the bid, around the beginning of October, Zhang Ke was discussing with Philips about priority supply. At that time, Zhang Yaping ignored us. Just last October , Aida did a lot of work for Zhang Yaping, and until Aida won the bid, some things came naturally. Liu Minghui explained.

It makes sense. Xie Jiannan's frown did not relax. He asked Liu Minghui, Then what do you think will happen this time? Chen Xinsheng and Aimer have lived in Haizhou for half a month, Zhang Yaping I also arrived in Haizhou the day before yesterday.

Zhang Yaping also arrived in Haizhou earlier? Liu Minghui knew about Chen Xinsheng and Emer's stay in Haizhou. He didn't know that Zhang Yaping had also arrived in Haizhou.

Yes, and we haven't touched it yet. Xie Jiannan had a heavy shadow in his heart. When King Ke wants to show his hands and feet, no matter if it is, Skelber, or Philips, just a little bit of tricks is enough to give Ke Wang had a very bad influence.

The production capacity of decoding boards is flexible, especially one of the world's largest semiconductor chip manufacturers. And we have signed a priority supply agreement with Skopp, so there is no problem with this area, Think Four Thousand Xie Jiannan still felt a little wronged. Inexplicably, he put a table for Zhang Ke at the banquet. When Aida Electronics signed a priority supply agreement with Philips last year, it did not provide a deposit at all. It can't digest 100,000 sets of movements every month. You can make a lot of money by changing hands. At that time, some manufacturers did resell the movement directly and made a fortune. The movement is different. The output of the first and second phases of the Philips Shanghai factory is approaching the design capacity, and there is no intention to continue to expand production...

In 1996, Philips' movement accounted for nearly 80% of the market share. They may think that they will face fierce competition from Sony and Pioneer in the next year, so they have no plans to expand production, and the decoder board market is monopolized by the two companies. Different, the laser reading head, the key component in the movement, can be produced by many Japanese manufacturers such as Pioneer and Sony. It is impossible for Philips to ignore this. Philips is so indifferent, we can consider choosing the movement of Sony first...

Sony's movement... Xie Jiannan put his hands behind his neck and held his head, considering Liu Minghui's suggestion.

Xie Zhan said: Sony's movement is exclusively for Xinke. We need to use Sony's movement. How to solve the system control programming and where to buy the control chip?

We will always do these things. Xie Jiannan patted his thigh lightly, Mr. Liu's idea is good. We will visit Sony's representatives in the afternoon. I heard that they will come here earlier, but have you contacted Aida? Being so close, we must be lonely at this time, we don’t have the technology for the time being, we can ask Sony to support us.”

Chen Jing said: The outer application technology should be jointly developed by ST and Sony. It is probably impossible for ST to open the outer application technology to enterprises in the same industry? .

Let's contact Sony first, mainly to put pressure on Philips, to see if they are pretending to be indifferent, or if they really don't care about us, the king of science. Always buying the movement from Sony is the last set. Xie Jiannan felt that it could only be like this for the time being. , the balance of supply and demand of the movement is easy to be controlled by humans. The example at 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 made other DVD player manufacturers severely restricted from January to May. The supply of movement cannot increase production, only Aida enjoys the supply of 100,000 sets of movement every month. Next year's DVD player market will be affected by the supply of cores again. If Aida plays this hand again, no matter how much Kewang invests in marketing, it is impossible for Aida to surpass Aida. Xie Jiannan took the initiative to visit and Sony was invited to Haizhou to participate in the Aida Electronics Dealer Conference General Manager of the Components Department in China to put pressure on Philips. Indeed, it had some effect. On the afternoon of the 24th, Zhang Yaping took the time to visit Kewang’s production base in the Electronic Industrial Park, but what he said hurt Xie Jiannan’s heart. Zhang Yaping looked at Liu Minghui and said, “Minister Liu came from People from Aida, what similarities and differences can you see in the production management of the two companies?

Liu Minghui was at a loss for words and prevaricated: I usually don't care enough about this area? He was in Aida Electronics, and he was almost forced to accompany Zhang Ke to participate in the production workshop every time. He never considered them as marketers. It is also necessary to have a thorough understanding of production.

Xie Jiannan said: Su Jindong and Lu Qingsheng are very good at production management, and our Kewang will work hard to improve.

Chairman Xie really should dig out at least one of Su Jindong and Lu Qingsheng. Zhang Yaping curled his lips. When Aida was still a small factory last year, its level of production management was not comparable to that of Dike Wang at this time. Yes, he said with a smile again. Before, we communicated on the phone. We are looking forward to Kewang's market success next year. Next year, we have not signed any long-term supply agreement with any company. Therefore, there is no need to sign a contract with Kewang. This agreement.

What if Sony agrees to supply Ke Wang first? Xie Jiannan took a small step forward.

You also know that Sony is increasing the supply of cores. The possibility of a shortage of cores next year is relatively small, so there is no need to sign any priority supply agreement. Even without considering other things, Zhang Yaping is very disrespectful to Ke Wang. Enterprises that value business integrity are not too fond of them. 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 must insist. I see whether it is waiting for love Can we talk about this matter after DA Electronics' dealer conference?

Wait until Aida Electronics' dealer meeting? Xie Jiannan asked, What big move will Aida make at the dealer meeting?

This, it's not convenient for me to say, Zhang Yaping refused to reveal Aida's business secrets. It was rude for Xie Jiannan to ask such a question. Zhang Yaping looked at Liu Minghui, Minister Liu doesn't know, either?

What do you know? Liu Minghui was a little confused.

Zhang Yaping smiled and said, It seems that Minister Liu has been focusing on market operations... He didn't want to comment on Liu Minghui anymore.

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

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

Hearing what Zhang Yaping said, Xie Jiannan was blocked again. Hearing 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, because his vision is limited. That's all, he just sighed lightly and didn't ask any further questions.

Xie Zhan couldn't help complaining loudly: Why did Aida and the others win the bid, and Philips, Scooper, and others came to support each other, but they ignored us? How can we not be as good as Aida!

Ada has today's brilliance, so naturally he has his success, Chen Jing said, Aren't we also learning from their model?

I'm just complaining. Xie Zhan was a little displeased, but he couldn't say anything too serious. He squinted at Liu Minghui, What do you think we are inferior to Aida? Don't compare with the current Aida. A year ago, Is Ada doing better than us?

Xie Jiannan glanced at Chen Jing, and he knew in his heart: there should be something in Aida that others can't learn, and an enterprise should also have the characteristics of an enterprise, but he would not say these words.

Zhang Yaping also knows that Sony will take advantage of this opportunity to actively strive for Kewang to become their main customer. This is probably the best time for Sony to catch up with Philips, but Sony will consider the attitude of Shinco Electronics on this matter. Kewang will win next year's CCTV advertising slot, which will have an impact on Aida Electronics, as well as Shinco Electronics.

If this is the case, although Zhang Yaping will not sign the so-called priority supply agreement with Ke Wang, he will also discuss cooperation with him with a very positive attitude.

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

At the end of last year, Philips, Scooper, Philips and Aida Electronics got together, and Philips got an agreement to only develop system application and control technology based on the Philips movement, which naturally excluded Sony, Philips' biggest potential competitor at the time. . However, the application and control technology of the DVD player system is not very difficult. Zhang Ke gathered Dong, Su Jindong and a group of engineers to work hard for four months, and almost figured it out.

When ST Electronics abandoned Philips to use the Sony movement, it also developed the corresponding application technology at the same time, so at the beginning of May, the Sony movement was off the assembly line, and ST Electronics followed suit to launch products, but all the supporting technologies were independently developed by ST Electronics. It was not transferred to Sony to support other DVD player assemblers to compete with itself.

Zhang Yaping believes that Sony has almost thoroughly considered the relevant application technology at this time, and a special control chip will soon come out in the market, which means that Sony is now able to compete head-on with Philips in the movement market.

Zhang Yaping had previously considered that he would face fierce competition from Sony in the next year, and the Shanghai factory had no plans to continue to expand. Before coming to Haizhou, he had been thinking about competing with Sony in the movement market, but Aida will never There are amazing surprises.

Zhang Yaping can hardly believe that Aida can independently develop all the technologies required for the super system. In addition to related patented technologies, Aida also owns several patented technologies for control chips.

Zhang Yaping knew that in order to quickly promote the level, in addition to launching the third-generation decoding chip, it is impossible for Aida Electronics to hold the patented technology of the control chip in its hands, but if Aida Electronics transfers the patented technology to Sony, then Sony It is possible to use advanced technology to surpass Philips in the field of movement. Zhang Yaping has carefully studied it. It is very difficult to develop an alternative technology in the short term, not to mention the cooperation between Aida Electronics and Skober on the third-generation decoding chip. The agreement has a binding nature, and will dismantle alternative technologies to a certain extent; if Aida Electronics transfers its patented technology to Philips, then Sony will never have the possibility of surpassing Philips, unless it comes to the era of DVD players.

Of course, Zhang Ke’s request made him quite hesitant. Zhang Ke needs several patented technologies from Philips to build a movement factory. Among them, Zhang Yaping is very envious of the patented dust-proof technology of the laser reading head shutter: the dust in the laser reading head will seriously shorten the service life, and Philips has also been researching the dust-proof technology of the laser reading head.

Zhang Yaping faced a choice. In the field of disc player movement, he must either compete with Sony or Aida; rejecting Zhang Ke's request is simply pushing Skopp to Sony.