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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 dealers. Pen "Fun" Pavilion www.biquge.info

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 size in each region and charges a deposit ranging from one to five million, and it may be more accurate to say that the "three-class" agency system.

Aida Electronics is so engaged, almost all over the powerful electrical agents are recruited into their channel network, in the complete process of commodity circulation, dealers are a very important part, is a direct impact on the market terminal of a link.

Xie Jiannan knew this very well in his heart, when Liu Minghui had been by Zhang Ke's side for more than two years, what he saw, heard, and felt from Zhang Ke was also this conclusion.

Liu Minghui and the ten senior sales executives who followed him from AIDA Electronics to Kewang also knew very well what their greatest value to Kewang was, and used the contacts they had accumulated in AIDA Electronics to help Kewang quickly establish a fairly smooth channel network that could exert influence on the terminal markets around the world.

Only leave them ten days to run outside, to the 23rd, 24th, Aida Electronics dealers will gather in Haizhou, with Aida Electronics' usual means of controlling people, Liu Minghui is afraid that it will be difficult to contact the people he wants to contact before the dealer conference of Aida Electronics (the difficulty of contacting Chen Xinsheng and Aimer makes them feel uneasy). If these dealers have signed next year's agency contract with Aida Electronics, it will be useless for them to bother afterwards, 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.

On the 23rd, Liu Minghui returned to Haizhou first, people were tired to the point that they could fall asleep on the sofa, Liu Minghui sat on his leather wide armrest high-back office chair in the southwest corner of the office on the twelfth floor of the Futian Building and fell asleep quickly, he accompanied Shi Yiyu, the boss of Shanghai Yongcheng to pay household appliances yesterday, until two o'clock in the morning, but drove back to Haizhou directly from Shanghai, only had time to wash up in the company's bathroom, and it was time to go to work.

I dreamed that the phone rang for a while, Liu Minghui didn't bother to answer the phone even in his dream, until he felt that someone was pushing him, he woke up and almost fell off the chair, looking at his secretary standing at the desk covering his mouth and snickering, Liu Minghui rubbed his face and asked her, "What's the matter?" "This secretary was recruited by the Personnel Department, and he looks good, and Liu Minghui is embarrassed to keep a straight face with others. In addition to the general manager and vice president, Kewang is equipped with a secretary. Xie Jiannan doesn't have a secretary here, and after this period of time is over, Xie Jiannan has to go back to preside over his Haitai Electric.

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

"Did he call my office?"

"It's been ringing for a while, and you haven't even woken up."

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

Kewang terminal occupies ten to twelve floors, four or five thousand square meters of office area, relatively speaking, the space is empty, the offices of senior managers 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, the offices of the market quality control and sales and service departments are mixed together, the offices of the production department are placed in the production area, and the R&D department is placed in the urban area.

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

"You're tired from driving back in the early morning, and you didn't wake you up after two phone calls?" Xie Jiannan asked.

"It seems that I heard it, and it felt like it was a dream, so I didn't bother to answer it, but I didn't expect it to be a phone call to wake up." Liu Minghui explained that the secretary told Xie Jiannan about sleeping on the table, and there was nothing bad to say.

"You are not happy to let you go back to sleep and come to the company again," Xie Jiannan smiled, stood up, and invited Liu Minghui to sit down in the rest area at the corner of the office, "Last year, Chen Xinsheng, Zhang Yaping, and Aimer all came to Haizhou at this time, what is the story behind the scenes, judging from the reaction of the market, they should have a secret agreement." ”

"As far as I know, there are two main things," Liu Minghui sat on the sofa, saw Chen Jing help him make coffee, pretended to be panicked and took it, put the hot coffee on the glass table, and continued the topic just now, "One is the priority supply agreement for Philips movements, at that time, Philips's production capacity was at its maximum, and it could only produce 25 sets of movements per month, and Aida Electronics contracted 100,000 sets at once...... There is also a joint venture with TI Company to establish the Taite Optoelectronics Research Institute, these things were personally talked about by Zhang Ke, and I have never heard him talk about specific things. ”

At the beginning of 96, Su Jindong and Ding Huai organized people to develop a prototype of the DVD player, and it was not until June that Zhang Ke officially transferred Zhou You, Liu Minghui, Zhou Yiping, and Jiang Wei from Kumho to set up various departments of Aida Electronics, Liu Minghui was borrowed for a short period of time, and he returned to Kumho Planning Department to work in March 96, so for him, from the beginning of 96 to the end of June to start the market, Su Jindong and Ding Huai just organized people to develop prototypes, and many things, he was not clear, After all, when it comes to the secret agreement with TI Company, not only is it not clear to him, but also Zhou Yiping and Yang Yun are not clear, and Jiang Wei and Zhou You also learned about the secrets of these companies after they decided to mention vice presidents.

"At that time, the movement was so in demand, 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 Xinke Electronics, but Xinke chose to cooperate with Sony, and even postponed the time for the product to be launched, and it happened that Aida won the bid, and Zhang Ke also threatened Zhang Yaping at that time that he would cooperate with Sony, so as to compete for the priority supply agreement......

"Zhang Yaping shouldn't be so weak." Xie Jiannan still has doubts in his heart, Sony did not come up with stable quality movement products until May this year, even if Aida Electronics can follow up in time in the system control technology, it will waste a long time, Zhang Yaping can not ignore this, how can he despise Zhang Ke to coerce it?

"Zhang Yaping himself is very supportive of the development of the domestic electronics industry, in fact, before winning the bid, it was about the beginning of October, Zhang Ke and Philips were talking about priority supply, at that time, Zhang Yaping ignored us, just in October last year, Aida did a lot of work on Zhang Yaping, until Aida won the bid, some things were logical." Liu Minghui explained.

"It also makes sense," Xie Jiannan's brows didn't stretch, and he asked Liu Minghui, "Then what do you think will happen this time?" Chen Xinsheng and Aimer have been living in Haizhou for more than half a month, and Zhang Yaping also arrived in Haizhou the day before yesterday. ”

"Zhang Yaping also arrived in Haizhou ahead of schedule?" Liu Minghui knew about Chen Xinsheng and Aimer's affairs in Haizhou, but he didn't know that Zhang Yaping had also arrived in Haizhou.

"Yes, and we haven't reached it yet." The shadow on Xie Jiannan's heart is very heavy, when King Ke wants to show his skills, whether it is TI, Scober, or Philips, as long as he does a little bit of tricks, it is enough to have a very bad impact on King Ke.

"The capacity elasticity of the decoder board is large, especially TI is one of the world's largest semiconductor chip manufacturers, and we have signed a priority supply agreement with TI and Scober, so there is no problem with this piece," Thinking about the deposit of 40 million, Xie Jiannan still felt a little wronged, and inexplicably put a piece for Zhang Ke at the banquet. Aida can't digest 100,000 sets of movements in a month, and you can make a lot of money in vain if you change hands, and there are indeed manufacturers who directly resell the movement and make a windfall, "The movement is different, the output of the first and second phases of Philips' Shanghai factory is almost close to the design capacity, and I haven't heard that there is an intention to continue to expand production......

"Ninety-six years, Philips movement market share is close to 80%, they may think that the next year will be by Sony, Pioneer strong competition, there is no plan to expand production, and the decoder market to the two companies monopoly situation, the key component of the movement laser reading head, pioneer, Sony and many other Japanese manufacturers can produce, Philips can not consider this, Philips is so cold, we can consider Sony's movement first......"

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

Xie Zhan said: "Sony's movement is exclusively for Xinke, we want to use Sony's movement, how to solve the system control programming, where to buy the control chip?" ”

"These things, we always have to do them," Xie Jiannan patted his thigh lightly, "Minister Liu's idea is good, we will visit Sony's representatives in the afternoon, I heard that they also came in advance, but the contact with Aida is not so close, presumably at this time we are also lonely, we have no technology for the time being, we can ask Sony to let them support us." ”

Chen Jing said: "The outer application technology should be jointly developed by Xinke and Sony, and it is probably impossible for Xinke to open the outer application technology to enterprises in the same industry, right?" "Kewang won the CCTV standard king, which also has a direct impact on Xinke Electronics.

"Let's get in touch with Sony first, mainly to put pressure on Philips to see if they pretend to be indifferent, or if they really don't pay attention to our Kewang, and always buying a movement from Sony is the last plan." Xie Jiannan feels that for the time being, the balance of supply and demand of the movement is easy to be artificially controlled, 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, so that other DVD player manufacturers are severely limited by the supply of movements from January to May and cannot increase production, but Aida has an exclusive supply of 100,000 sets of movements every month. If next year's DVD player market is once again limited by the supply of movements, Aida will play this hand again, and no matter how much Kewang invests in market promotion, it is impossible to surpass Aida.

Xie Jiannan took the initiative to visit and Sony was invited to Haizhou to participate in the Aida Electronics Distributor Conference of the general manager of the components department in China to put pressure on Philips, did play a role, Zhang Yaping took the time to visit the production base of Kewang in the electronics industrial park on the afternoon of the 24th, but the words hurt Xie Jiannan's heart, Zhang Yaping looked at Liu Minghui and said: "Minister Liu is a person from Aida, the two companies in production management, what can you see the similarities and differences?" ”

Liu Minghui was speechless and prevaricated: "I usually don't care enough about this piece? "When he was in AIDA Electronics, he was almost forced to accompany Zhang Ke to participate in the production workshop every time, and he never took into account how thoroughly they did the people who did the market had to understand production.

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

"Chairman Xie should really dig up at least one of Su Jindong and Lu Qingsheng," Zhang Yaping pouted, when Aida was still a small factory last year, the level of production management was not comparable to Kewang at this time, he smiled and said, "Before, we communicated on the phone, we are looking forward to Kewang next year to achieve good results in the market, next year, we have not signed any long-term supply agreement with any company, so there is no need to sign this agreement with Kewang." ”

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

"You also know that Sony is increasing the supply of movements, and the possibility of a shortage of movements next year is relatively small, so there is no need to sign any priority supply agreements." Even if he doesn't consider anything else, Zhang Yaping doesn't have much good impression of Kewang, an enterprise that doesn't pay attention to business integrity, and naturally doesn't want a priority supply agreement to become a tool in Kewang's hands to crack down on other companies, Zhang Yaping's tone is still slow, "If Kewang wants to insist, I don't think I'll wait for the dealer conference of Aida Electronics to talk about this matter?" ”

"After the IDA Electronics Dealer Conference?" Xie Jiannan asked, "What is the big move of AIDA at the dealer conference?" ”

"This, it's inconvenient for me to say," Zhang Yaping refused to disclose Aida's trade secrets, Xie Jiannan was very rude to ask this, Zhang Yaping looked at Liu Minghui, "Minister Liu doesn't know?" ”

"Clear what?" Liu Minghui was a little confused.

Zhang Yaping smiled and said, "It seems that Minister Liu has been focusing on market operation...... but he no longer has any evaluation of Liu Minghui.

After visiting Kewang's factory, Zhang Yaping declined Xie Jiannan's hospitality at their banquet and said, "There are still some things to deal with in the evening, so leave the opportunity for later." ”

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

Hearing Zhang Yaping say this, Xie Jiannan's heart was blocked again, listening to Zhang Yaping's tone just now, what is there in Aida Electronics this time, Liu Minghui should know it, Xie Jiannan doesn't think that Liu Minghui has anything to hide from himself, his vision is limited, he just sighed lightly and didn't ask anything.

Xie Zhan couldn't help but complain loudly: "Why did Aida and them win the bid king, and Philips, Skober, and TI all came to cheer one by one, but ignored us?" What are we not as good as AIDA! ”

"Aida has today's glory, and naturally there are places where he succeeds," Chen Jing said, "Aren't we also learning from their model?" ”

"I'll just complain a little," Xie Zhan was a little displeased, but he couldn't say too heavy words, and squinted at Liu Minghui, "What do you say we are not as good as Aida?" Don't be the same as Idabi now, a year ago, Idada did better than us? ”

Xie Jiannan glanced at Chen Jing, and he knew in his heart: There should be something about Aida that others can't learn, and 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, which is probably the best time for Sony to quickly catch up with Philips, but Sony will consider the attitude of Xinke Electronics on this matter. Kewang won next year's CCTV advertising time, which has an impact on Aida Electronics, and also has 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 also talk to him about cooperation with him with a very positive attitude.

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

At the end of last year, TI, Scober, Philips and Aida Electronics got together, and Philips got the benefit of agreeing to a few companies to only open system applications and control technologies based on Philips movements, which naturally excluded Sony, Philips' biggest potential competitor at the time. However, the difficulty of the application and control technology of the DVD player system is not great, and Zhang Ke gathered a group of engineers such as Ding Huai and Su Jindong to work hard for four months, and they almost figured it out.

When Xinke Electronics abandoned Philips to use Sony movements, it also developed corresponding application technologies at the same time, so in early May, Sony movements were off the assembly line, and Xinke Electronics followed up with the launch of products, but all the supporting technologies were developed by Xinke Electronics alone, and were not transferred to Sony to support other DVD player assembly manufacturers to compete with themselves.

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

Zhang Yaping had considered that he would face fierce competition from Sony next year, and there was no plan to continue the expansion of the Shanghai factory.

Zhang Yaping almost couldn't believe that Aida could develop all the technology needed for the super VCD system on its own, and when he knew about it, Aida had signed a cooperation agreement with TI and Scober to jointly develop the third-generation decoding chip; In addition to the patented technology related to decoding chips, AIDA also has several patented technologies for control chips.

Zhang Yaping knows that in order to quickly promote the super VCD, in addition to the launch of the third generation of decoding chips, it is impossible for Aida Electronics to pinch the patented technology of the control chip in his hands, but Aida Electronics will transfer the patented technology to Sony, then Sony may surpass Philips in the field of super VCD in the field of movements, Zhang Yaping has carefully studied, to develop alternative technologies in the short term, it is very difficult, not to mention that the third-generation decoding chip development cooperation agreement signed by Aida Electronics and TI and Scober has a bundled nature. There will be a certain degree of dismantling of alternative technologies; If Aida Electronics transfers its patented technology to Philips, Sony will never be able to surpass Philips, except in the era of DVD players.

Of course, Zhang Ke's request made him quite hesitant, Zhang Ke wants to build a movement factory, and needs several patented technologies in the hands of Philips, of course, the Taite Optoelectronics Research Institute will also come up with two heavier patented technologies to increase the exchange of chips, among which the laser reading head shutter dustproof patent technology, Zhang Yaping is very greedy: the laser reading head into the dust will seriously shorten the service life, Philips has also been studying the dust-proof technology of the laser reading head.

Zhang Yaping is faced with a choice, in the field of disc machine movements, either compete with Sony or Aida; Rejecting Zhang Ke's request is simply pushing TI and Scober to Sony.