Guo Wei's words surprised Liu Chuanzhi very much: "Oh? is it the start-up you just talked about, what inspiration did they give you?"

Guo Wei sighed: "Yes, this is the company. I first learned about this company when my classmates in Bencheng told me. Now in Ben Cheng, if you want to buy a home computer, the first thing that comes to mind is definitely not our Lianxiang, but aliens. Mr. Liu, when I returned to Kyoto from Daya Bay this time, I first went to Zhongguancun Electronic Market, and I really admired their operation model. “

Liu Chuanzhi became interested: "Oh? Come, talk to me about it. “

Liu Chuanzhi was a little surprised, this disciple was usually arrogant and arrogant, and he easily didn't say a word to others. I was also quite dissatisfied with my promotion of Yang Yuanqing as my successor, and I always wanted to compete with Yang Yuanqing. Today, this small company, which has only been established for a few months, is so highly regarded, and it seems that this company does have merit.

Guo Wei excitedly: "This company is completely different from our operating model, we are more like a traditional manufacturing factory, purchasing parts from various suppliers, shipping them to the factory, plus some self-produced parts, assembling them in the factory and shipping them to stores around the world." “

"Aliens, on the other hand, operate much more flexibly. These three stores, all of which operate in the way of front stores and back factories, look no different from some compatible machine merchants, but they are completely different in essence. “

"First of all, he has his own brand. The sign of aliens is more eye-catching than the sign we have linked. And their logos are even more impressive than our alphabetical logos. “

"Secondly, the price. The price of aliens almost smashed through the floor price of the brand machine. The main models of Pentium 100 and 8M memory that they are now promoting, our products similar to them are priced at more than 12000 yuan, while the alien is 7999 yuan. “

"What!?" Liu Chuanzhi is really a little surprised, Lianxiang is currently preparing to fight a price war, Liu Chuanzhi is ready, in the summer will launch the first batch of mainstream configuration home computers with a price of less than 10,000 yuan, in one fell swoop to lay a solid position in the domestic market. But now this company called Alien has actually reduced the price to less than 8000, how can this be played?

Liu Chuanzhi hurriedly asked: "How can they make the price so low? It stands to reason that the cost of accessories obtained by such a small company must be much higher than ours, and if we can't achieve this price, they will definitely not be able to." “

Guo Wei smiled bitterly: "I thought so at first, but then after careful calculation, it was really not like that." “

"In fact, you know that we have a computer with a similar configuration, if all are OEM purchases, the cost of pure accessories is about 6,000 yuan, and in the case of our price of 12,000, the gross profit is only 38%, and the net profit is only less than 30%. This is because our operating costs are much higher than those of the other party. “

"The shops that the aliens choose in various cities are all local electronic markets, and even if you rent ten shops to connect them, the rent is not high. And each store generally does not support more than 10 people, four to six installation workers, one cashier, two to three sales, basically this staffing. In terms of labor costs, it can be said that they are less than one-tenth of ours. “

"Also, in terms of the cost of purchasing accessories, it is true that they can't get such a low price from us. But it's not as big a gap as we think. Guo Wei shook his head and said.

"At present, the competition in the accessories market is becoming increasingly fierce, and the whole machine manufacturer is only a small part of the market. I stared at the door of the alien store in Zhongguancun Electronic City for three days, and the average daily sales of this store alone were more than 15 units. Even if this is their largest store, and the other two stores only have 2/3 of the sales volume in Zhongguancun, their monthly sales of complete machines will be close to 1,000 units. “

"With a monthly sales volume of 1,000 units, it won't be too bad to negotiate the price with any supplier. “

Guo Wei was silent for a moment: "There is also their management fee. “

"If the manpower composition of each of their stores is only like this, it means that the management of their corporate headquarters must also be extremely lean. At this point, the cost savings may not be incalculable. “

Liu Chuanzhi was quite angry, and the management structure of Lianxiang was built by him. Although Guo Wei did not say it explicitly, the implication is undoubtedly to criticize his management structure for being too large and resulting in high management costs.

Seeing Liu Chuanzhi's uncertain expression, Guo Wei didn't continue to talk about it interestingly, originally he wanted to elaborate on his views on aliens from the two aspects of product and marketing. But now it seems that he has made Lao Liu angry again, so let's be honest.

Although Liu Chuanzhi is slightly dissatisfied in his heart, after all, he has been a teacher-student friendship with Guo Wei for many years, and Guo Wei can always maintain market acumen, which is also what he values Guo Wei.

Liu Chuanzhi adjusted his mood and said with a smile: "Xiao Guo, are you too ambitious and destroy our own prestige? Although this company called Alien started quickly, it is a small company after all. “

"We sold 105,000 units last year, and we expect to sell more than 250,000 units this year, and it's hard to say whether they can exceed 10,000 units by the end of the year, because the volume is too small. “

"Besides, they're small now, so their management and operating costs are lower than ours. But if they want to go big, this kind of workshop-style production and sales model will not work. “

"If they were the same size as us, they would have to open at least five stores per city under their current model. But is it possible? If they do get to this amount, the cash flow and the surging management costs will overwhelm them!"

Liu Chuanzhi waved his hand, "I said you, don't think so much about it first, go to HK to do a good job of our HK Lianxiang, and when you get it straightened out, I will transfer you back immediately, and I will definitely give you an explanation when the time comes!"

Guo Wei originally wanted to talk to Liu Chuanzhi, and planned to follow some models of aliens within Lianxiang and create a separate brand to impact the low-end market. But looking at Liu Chuanzhi's current attitude, Guo Wei sighed in his heart, and the words were not spoken.

Guo Wei smiled bitterly: "You are right, what I think is still too simple. When do you think I'm going to Hong Kong?"

Liu Chuanzhi smiled: "Look at you, your temperament is so anxious. Finally, I went back to Kyoto, rested for a day or two, let my colleagues pick you up, and reunite with my family. When the time comes, I will personally escort you to HK to take up your post and cheer you on!"