Chapter 450

Liu Minghui and ten senior sales executives who followed him from Aida electronics to Kewang left Haizhou on the 13th to visit former customers in South and central China. They are quite powerful local dealers.

Aida electronics does not have a regional general agent. The so-called "three-level" agent is only classified according to the size of the market scale of each region and collects a deposit ranging from 1 to 5 million. It may be more accurate to say that the "three-level" agent system.

Aida electronics has almost gathered powerful electrical agents from all over the world into their channel network. In the process of complete commodity circulation, dealers are a very important link and a link that directly affects the market terminal.

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

Liu Minghui and the ten senior sales executives who changed jobs with him from Aida electronics to Kewang also know what their greatest value to Kewang. Using their accumulated contacts in Aida electronics, they helped Kewang quickly establish a fairly smooth channel network that can exert influence on local end markets.

They were only allowed ten days to run outside. On the 23rd and 24th, dealers from all over IDA electronics would gather in Haizhou. With the usual means of controlling people of IDA electronics, Liu Minghui was afraid that it would be difficult to contact the people he wanted to contact before the dealer conference of IDA Electronics (they were haunted by the difficulty of contacting Chen Xinsheng and aimer). If these dealers sign the agency contract with Aida electronics first, it will be useless for them to spend more words afterwards. Therefore, although it will be very hard, he still has to use the precious ten days to visit the dealers he has one by one.

On the 23rd, Liu Minghui returned to Haizhou first. People were so tired that they could fall asleep by touching the sofa. Liu Minghui sat on the leather wide armrest high back office chair in his office at the southwest corner of the 12th floor of Futian building and soon fell asleep. Yesterday, he accompanied Shi Yi, the boss of Shanghai Yongcheng electric appliances, to entertain until 2 a.m., but drove directly back to Haizhou from Shanghai, Just have time to wash in the company bathroom and it's time to go to work.

In his dream, the phone rang for a while. Even in his dream, Liu Minghui was too lazy to answer the phone. He didn't wake up until he felt someone pushing him. He almost fell off his chair. Looking at his secretary standing at his desk, covering his mouth and laughing, Liu Minghui rubbed his face and asked her, "what's the matter?" the secretary was recruited by the personnel department. He looked beautiful, Liu Minghui was also embarrassed to face others. In addition to the general manager and deputy general manager, Kewang is equipped with a secretary. Xie Jiannan doesn't have a secretary here. After this period of work, Xie Jiannan will go back to preside over his Haitai electric appliance.

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

"Did he call my office?"

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

It turned out that he really heard the phone ring. Subconsciously, he hoped it was a dream. Just to get more sleep, Liu Minghui dared not delay. He put on his suit and ran to Xie Jiannan's office on the southeast corner of the 12th floor.

Kewang terminal occupies 10-12 floors, with an office area of 4500 square meters. Relatively speaking, the space is spacious. The offices of senior managers are on the 12th 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, the offices of the marketing, quality control and service sales departments are mixed together, and the offices of the production department are placed in the production area, The R & D department is located in the urban area.

"Mr. Xie......" Liu Minghui pushed the door and called Xie Jiannan, who was sitting at his desk talking to Chen Jing. He found that Xie Zhan was also sitting on the sofa in the corner of the office. He felt very uncomfortable and called again, "Mr. Xie is also here."

"Are you tired of driving back in the early morning? You haven't woken up after calling twice?" Xie Jiannan asked.

"I seem to hear it. I feel like I'm dreaming. I'm too lazy to answer it. I didn't expect I really woke up." Liu Minghui explained. The secretary told Xie Jiannan about sleeping on his desk, and there was nothing hard to say.

"You're 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 rest area around the corner of the office. "Last year, Chen Xinsheng, Zhang Yaping and aimer all came to Haizhou at this time. What's the secret story? Judging from the reaction of the market, they should have a secret agreement."

"As far as I know, there are mainly two things to talk about," Liu Minghui sat on the sofa and saw Chen Jing make coffee for him. Pretending to be frightened, he took over, put the hot coffee on the glass table and continued the topic just now, "One is the priority supply agreement of Philips movement. At that time, Philips had the largest production capacity, and could only produce 25 movement sets per month. Aida electronics contracted 100000 sets at once... There is also the joint venture with TI company to establish Taite photoelectric research institute. These things were discussed by Zhang Ke personally, and I haven't heard him talk about specific things."

At the beginning of 1996, Su Jindong and Ding Huai organized people to develop a DVD player prototype. Until June, Zhang Ke officially transferred Zhou you, Liu Minghui, Zhou Yiping and Jiang Wei from Jinhu to set up all departments of Aida electronics. Liu Minghui was borrowed for a short time. He still worked in the planning Department of Jinhu in March 1996, so for him, it was the first day of 1996 Until the end of June, Su Jindong and Ding Huai started marketing. They just organized people to develop prototypes. He didn't know many things. After all, it involved the secret agreement with TI company. Not only he didn't know, but Zhou Yiping and Yang Yun didn't know. Jiang Wei and Zhou you didn't know the secrets of these companies until they were sure to mention the vice president.

"The movement was so tight at that time. Why did Zhang Yaping promise to give Aida 100000 sets at once?" Xie Jiannan looked at Liu Minghui.

"At that time, Zhang Yaping was more optimistic about Xinke electronics, but Xinke chose to cooperate with Sony and even delayed the time of product listing. It happened that Aida won the standard King. Zhang Ke also threatened Zhang Yaping to cooperate with Sony before competing for the priority supply agreement..."

"Zhang Yaping shouldn't be so weak." Xie Jiannan still has doubts. Sony didn't come up with movement products with stable quality until May this year. Even if Aida electronics can follow up in time in system control technology, it will waste a long time. Zhang Yaping can't ignore this. How can he despise Zhang Ke and threaten him?

"Zhang Yaping himself supports the development of the domestic electronic industry. In fact, before winning the bid, Zhang Ke talked with Philips about giving priority to supply in early October. At that time, Zhang Yaping ignored us. In October last year, IDA did a lot of work to Zhang Yaping. Until IDA won the bid, some things were natural." Liu Minghui explained.

"It makes sense," Xie Jiannan asked Liu Minghui, holding his brow tightly. "What do you think will happen this time? Chen Xinsheng and aimer have lived in Haizhou for more than half a month, and Zhang Yaping arrived in Haizhou the day before yesterday."

"Zhang Yaping also arrived in Haizhou in advance?" Liu Minghui knew about Chen Xinsheng and aimer in Haizhou. He didn't know that Zhang Yaping Jing had also arrived in Haizhou.

"Yes, and we haven't touched it yet." Xie Jiannan's heart is very heavy. When Kewang wants to show his hands and feet, it's enough to have a bad impact on Kewang, whether it's Ti, scober or Philips.

"The decoding board has great capacity flexibility, especially ti is one of the largest semiconductor chip manufacturers in the world, and we have signed priority supply agreements with Ti and scober, so there is no problem in this one." considering the deposit of 40 million yuan, Xie Jiannan still felt wronged, so he gave Zhang Ke a toast, When Aida electronics signed a priority supply agreement with Philips last year, it did not provide warranty at all. I said that according to the tight market situation of the movement at that time, Aida could not digest 100000 sets of movement in a month and could make a lot of money in vain. At that time, manufacturers did resell the movement directly and made a windfall, "The movement is different. The output of phase I and phase II of Philips Shanghai plant is close to the design capacity, and I haven't heard of any intention to continue to expand production..."

"In 1996, the market share of Philips movement was close to 80%. They may think that there will be strong competition from Sony and pioneer in the next year, so there is no plan to expand production. Different from the monopoly of the decoding board market to the two companies, Philips can not ignore this. Philips can not afford to take this into account Philips is so cold, we can consider choosing Sony's movement 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 dedicated to new technology. We want to use Sony's movement. How to solve the system control programming and where to buy the control chip?"

"We always have to do these things," Xie Jiannan patted his thigh. "Minister Liu's idea is good. We went to visit Sony's representatives in the afternoon. I heard that they came in advance, but they were not so close to IDA. We must be lonely at this time. We don't have technology for the time being. We can ask Sonny for their support."

Chen Jing said: "the outer application technology should be developed by Xinke together with Sony. It is probably impossible for Xinke to open the outer application technology to enterprises in the same industry." Kewang's winning the CCTV Standard King also has a direct impact on Xinke electronics.

"Let's contact Sony first. The main thing is to put pressure on Philips to see if they pretend to be indifferent or really don't pay attention to Kewang. Always buying a movement from Sony is the last plan." Xie Jiannan feels that this is the only way for the time being. The balance between supply and demand of the movement is easy to be controlled. The example at the beginning of the year can also be said that the priority supply agreement between Aida electronics and Philips broke the balance between supply and demand, which made other DVD player manufacturers seriously limited by the supply of the movement from January to May and unable to increase production. Only Aida enjoys the supply of 100000 sets of movement every month. It will be next year The DVD player market is once again limited by the supply of movement. If IDA plays this hand again, Kewang can't surpass IDA even if he invests more in market publicity.

Xie Jiannan took the initiative to visit the general manager of the components department in China who was invited by Sony to Haizhou to attend the AIDA electronics dealer conference. The move of exerting pressure on Philips did play a role. Zhang Yaping took time to visit Kewang's production base in the electronics industrial park on the afternoon of the 24th. What he said hurt Xie Jiannan's heart. Zhang Yaping looked at Liu Minghui and said: "Minister Liu is from IDA. What are the similarities and differences between the two companies in production management?"

Liu Minghui hesitated and prevaricated: "I don't care enough about this piece at ordinary times?" when he was in Aida electronics, he was almost forced to accompany Zhang Ke to the production workshop every time. He never considered how thorough their market people had to know about production.

Xie Jiannan said: "Su Jindong and Lu Qingsheng have a good level in production management. We Kewang will strive to improve."

"Chairman Xie really should dig at least one of Su Jindong and Lu Qingsheng," Zhang Yaping said with a smile. When IDA was a small factory last year, its level of production management was not comparable to that of the king of science and technology at this time, he said with a smile, "Before that, we passed it on the phone. We look forward to Kewang's good market performance next year. Next year, we have not signed any long-term supply agreement with any enterprise, so it is not necessary to sign this agreement with Kewang."

"What if Sony agrees to give priority to supplying Kewang?" Xie Jiannan made a small push.

"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 without considering others, Zhang Yaping doesn't have much favor with Kewang, an enterprise that doesn't pay attention to business integrity. Naturally, he doesn't want a priority supply agreement to become a tool for Kewang to crack down on other enterprises. Zhang Yaping's tone is still slow. "If Kewang wants to insist, I think we'll talk about it after the dealer conference of Aida Electronics?"

"Wait until after the dealer conference of IDA Electronics?" Xie Jiannan asked, "what big moves does IDA make at the dealer conference?"

"Well, it's inconvenient for me to say," Zhang Yaping refused to disclose IDA's business secrets. It's impolite for Xie Jiannan to ask. Zhang Yaping looked at Liu Minghui, "Minister Liu doesn't know?"

"What do you know?" Liu Minghui was confused.

Zhang Yaping smiled and said, "it seems that minister Liu has been very focused on market operation..." he no longer made any comments on Liu Minghui.

After visiting Kewang's factory, Zhang Yaping declined Jiannan's reception and said, "there are still some things to deal with in the evening. Let's leave the opportunity for the future."

Zhang Yaping and his assistant drove over from Shanghai and didn't ask Kewang to send them a car. Xie Jiannan warmly wanted to arrange to show them the way. Zhang Yaping said, "no, we've been walking here to Chengshan road for several times these days. We know each other."

Listening to Zhang Yaping's words, Xie Jiannan's heart was blocked again. Listening to Zhang Yaping's tone just now, Liu Minghui should know what IDA electronics has this time. Xie Jiannan didn't think Liu Minghui had anything to hide himself. His vision was limited. He just sighed gently and didn't ask anything.

Xie Zhan couldn't help complaining loudly: "why did IDA win the championship? Philips, scober and Ti all came to support us one by one, but ignored us? What's worse than IDA!"

"ADA has today's glory, and naturally he has his success," Chen Jing said. "Aren't we also learning their model?"

"I'll complain a little," Xie Zhan was a little unhappy, but he couldn't say too much. He squinted at Liu Minghui. "What do you think we are inferior to IDA? Don't compare with IDA now. IDA did better than us a year ago?"

Xie Jiannan glanced at Chen Jing. He knew clearly in his heart: there should be something else in IDA that others can't learn. The enterprise should also have the characteristics of the enterprise, but he won't say these words.

Zhang Yaping also knows that Sony will take this opportunity to actively strive for Kewang to become their main customer. This is probably the best time for Sony to quickly catch up with Philips, but Sony will consider Xinke Electronics' attitude towards this matter. Kewang won the advertising time of CCTV Standard King next year, which has an impact on IDA electronics and Xinke electronics.

If this is the case, Zhang Yaping will not sign the so-called priority supply agreement with Kewang, but will also talk about cooperation with him in 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, Ti, scooter, Philips and Ida electronics got together. Philips got the advantage of agreeing several companies to only open system application and control technology based on Philips movement, which naturally excluded Sony, Philips's biggest potential competitor at that time. However, it was not difficult to apply and control technology for DVD player system. Zhang Ke gathered Ding Huai, Su Jindong, etc A group of engineers worked hard for four months and almost figured it out.

When Xinke electronics abandoned Philips to use Sony movement, it also developed corresponding application technologies at the same time. Therefore, when Sony movement went offline in early May, Xinke electronics immediately launched products. However, all supporting technologies were independently developed by Xinke electronics and were not transferred to Sony to support other DVD player assembly manufacturers to compete with itself.

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

Zhang Yaping had previously considered that he would face fierce competition from Sony next year, and there was no plan to continue the expansion of the Shanghai factory. Before coming to Haizhou, he had been considering the competition with Sony in the movement market, but IDA always had amazing joy.

Zhang Yaping could hardly believe that IDA could independently develop all the technologies needed for the super VCD system. When he knew this, IDA had signed a cooperation agreement with Ti and scober to jointly develop the third generation decoding chip; in addition to the patented technologies related to the decoding chip, IDA also had several patented technologies for the control chip.

Zhang Yaping knows that in order to quickly promote the super VCD, in addition to launching the third generation decoding chip, ADA electronics can not hold the patented technology of the control chip in hand, but if ADA electronics transfers the patented technology to Sony, Sony may surpass Philips in the field of movement with the help of super VCD. Zhang Yaping has carefully studied it, It is very difficult to develop alternative technologies in the short term, not to mention the binding nature of the third generation decoding chip development cooperation agreement signed by IDA electronics, Ti and scober, which will eliminate alternative technologies to a certain extent; If IDA electronics transfers its patented technology to Philips, Sony will never surpass Philips unless it comes to the era of DVD player.

Of course, Zhang Ke's request made him hesitate. To build a movement factory, Zhang Ke needs several patented technologies in Philips's hands. Of course, Tete photoelectric research institute will also come up with two heavy patented technologies to increase the exchange chips. Among them, Zhang Yaping is greedy for the patent technology of shutter dust prevention of laser reading head: the dust of laser reading head will seriously shorten the service life, Philips has also been studying the dust prevention technology of laser reading head.

Zhang Yaping faces a choice. In the field of disc player movement, he will either compete with Sony or IDA; Refusing Zhang Ke's request is simply pushing Ti and scober to Sony.

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