After thinking about it, Song Yang nodded and spoke.

"The membership card model must make customers feel valued, have face, and have a sense of identity. Pirated tapes do go in volume, but the margins are low. In contrast, genuine things are needed by every store, and at least they need to be purchased and placed on the table for inspection. ”

Zhu Ziqiang and Zhang Youjie, veteran traffickers of pirated audio-visual products, both agreed.

"The model I envision is that each city will only open one main store in the first place, and in the future, the big cities can open more branches. These shops have to become cultural landmarks in that city. These stores are directly operated, only do genuine, do a good job in service and word of mouth, and gradually master the genuine wholesale distribution channels. ”

"Those franchise stores, financial and operational can have nothing to do with us, only three points. First, we must recognize our card and give customers discounts. Second, it can help us open a card, and we give them a profit margin. Third, the genuine goods they want have to come from us. ”

"In this way, our card will be able to enjoy more outlets and our franchised stores will be able to enjoy our customer flow. The key problem is how to ensure that many people open our card, and how to ensure the rental risk of the same card in different stores. ”

Zhu Ziqiang listened to him one by one, and his heart blossomed.

Then he said, "I shouldn't have come to the sauna, I don't have a pen!" ”

Song Yang laughed: "It's okay, I'll write it down in detail when I go back and form a plan." As for how to make it possible for many people to open our cards, it involves how to create cultural landmarks. At this point, I will design a head office with a very novel model, large scale, grade and taste. I can buy tapes, I can rent videotapes, I can buy books and read books, I can listen to songs and drink tea. ”

"If you want to describe it, it can be understood as a very leisurely new library and cultural center. Because it is a genuine version, I will be able to continue to organize signings and lectures for some singers and writers in the future, which is a way to make a name for myself. It is because of this consideration that I think it will be a good place outside the south gate of Yanda. ”

Zhu Ziqiang gasped and took a sip of the heat in the pool: "Do you still want to sell books and tea?" ”

"It's not complicated, you can treat it as a franchise contractor in the head office, and you can let them pay less rent at the beginning, as long as you recognize our card and get a discount."

As soon as Song Yang said this, Zhu Ziqiang understood, this is equivalent to opening a shopping mall by himself, just like some Xinhua bookstores also rent a stall to sell stationery to others.

"The key is that because there is a videotape rental business, how to tell whether others will rent a lot in one go and then not pay it back after there are more franchise outlets, causing a deposit dispute between the franchise store and us."

Zhu Ziqiang was stunned when he heard it: "Yes, how to solve it?" ”

"It's not in a hurry, so I didn't do franchise at the beginning, and only focused on the brand and reputation of the head office." Song Yang is confident, "The main profit is still from the complete product volume and membership fees, and the specific external business is mainly in the video hall market." When we have made a name for ourselves, of course there are other conditions when we join. One of them is to pay for our management system, the kind that uses microcomputers. ”

Zhu Ziqiang suddenly didn't understand: "Such an expensive thing? So how can others be willing? ”

"That will be two or three years from now." Song Yang reminded him, "So in the early days, the only way to expand was to make a head office, and with the current model, it is already great for each city to occupy two or three percent or even one or two percent of the market." With membership fees and volume, the supply channels are pinched more and more firmly, and the core competitiveness is behind! ”

Whether it is a video hall or a home video recorder, it will soon face a huge impact: the advent of VCD.

When the time comes, the supply of VCD discs, if people with a heart seize it early, it will be a very powerful means in the early stage.

Therefore, Song Yang has always advised Zhu Ziqiang not to worry, because the VCD machine will not officially enter the market until next year, and it will enter the field of vision of more and more people, and it will break out in a short period of time.

Before VCD came out, it was a waste of money to open so many video tapes in the store?

Zhang Youjie pondered, and now he confessed more: "Such a large-scale store...... It's all genuine, can you make money? ”

Song Yang smiled, talked about a special case, and then said: "In Yanjing, there are many stores where you can buy clothes for more than ten yuan. He is an employee, and his monthly salary plus bonus is in thousands, how did he make money? The characteristics of Yanjing are that there are many people, the base is large, and there is never a shortage of rich people. There are few people who buy genuine copies, but the profit of genuine is actually the largest. Mainly, is there any store that can bring these customers together! ”

Zhang Youjie shook his head: "The unit price can't be compared." How much does a genuine cassette cost? In order to achieve a special earning power, the goods to be sold must be ten or twenty times more than theirs. ”

He is really much more shrewd than Zhu Ziqiang, and he also knows how to calculate.

Song Yang praised it instead: "What you said makes sense, it is difficult to achieve the scale of the clothing category for audio and video products." ”

Zhu Ziqiang will come to his senses: "It's impossible for us to sell clothes!" Besides, do you still want to be like others, who can sell hundreds of thousands of dollars a day and become a multimillionaire in a year? ”

Zhang Youjie had nothing to say.

Song Yang said again: "The profitability of a single store, by opening up the market of video halls, through some other gray edge markets, how to do you better than me." The most important thing is to lay a foundation for integrating the industry in the future and becoming the number one. ”

This touched Zhang Youjie's blind spot in knowledge, and he looked at Song Yang in a daze.

"Now that the wind has changed, there are more and more people trying to make money. The income level will be stable or even explosive, and if you have money, you have to be entertained. These needs are the soil in which this industry grows wildly, and everyone has enough space. But when the industry is saturated and there is no longer such a big profit margin, it will be time for systematic, managed, and planned large-scale players to integrate and occupy the main market. ”

"I can't afford to buy the genuine one now, but in the future, if I have money, I will want to buy the genuine one. Whoever has stronger internal strength will be able to continue to expand at that time. When he becomes the industry boss, the bargaining power, upstream and downstream, and peripheral industries, the profits that cannot be mined by those small shops can be dug out by the industry boss. ”

"As a pioneer of the membership system, we now have a stronger money-absorbing model than others, which is to upgrade ourselves, rather than simply copying them. In the past, it was a surprise victory, but then you have to follow the general trend. It has always been the strong that swallows the weak, and the big swallows the small. Even if the countryside surrounds the city, sooner or later a regular army will have to be trained! ”

Zhang Youjie saw that he was finished, and after a while, he said, "Aren't we unable to take out 1.8 million now?" It is still in the stage of stragglers. ”

Song Yang agreed, but said: "Brother Zhu wants to pull you to make trouble, but he didn't pull the wrong person!" Brother Zhang, it stands to reason that now is indeed not the time to hold high and fight. Therefore, I also suggest that Brother Zhu practice his internal skills first to accumulate experience. Now he is in a hurry, I just talk about how to go on this road in the future. ”

"With you, you must be able to overtake in corners!" Zhu Ziqiang stood up with confidence, "Go and steam and continue to chat, I'm about to soak in bald skin." ”

So I continued to sauna and rub my back.

Zhu Ziqiang insisted on expressing himself, walking on both legs without delay. On the Shimenzhuang side, he continued to make money, expand the supply of goods, and train the team, but Yanjing had to prepare in advance.

The three people standing at the door were refreshed, and Zhu Ziqiang said: "That's it!" Song Yang, at least register the company first and book the place you said! ”

"I won't have money until the end of the year."

"You said that as long as you have 20% of the shares, how much is that? Since it will be officially launched next year, then according to the registered capital of 500,000 yuan first, I will lend you 100,000 yuan first! Zhu Ziqiang can't be said.

“…… Maybe the current situation really needs your recklessness. Song Yang sighed with his confidence in himself, "The sauna is really productive." ”

Galaxy Audio and Video may be doing a lot of things, but it may not be able to do it with Zhu Ziqiang's ability.

Song Yang is not ready to spend too much thought on Galaxy Audio, just point the way.

So he only needs 20%, after all, the main contributors are others. And he has a bit of an investor of the times.

The next day, Song Yang took Zhu Ziqiang to Yanda again and looked at the location outside the south gate.

Definitely a good location, after all, at least for the next ten years, this is the core of Zhongguancun, and the flow of people is terrifying.

And on the northwest side of Yanjing, there are many colleges and universities, and there is no shortage of college students and young men and women who have entered the society with a strong demand for literature and art.

Song Yang didn't go back to the hotel last night, but stayed in Zhang Youjie's room with Zhu Ziqiang, and the three of them actually talked a lot later one night.

Since he decided to do this together, Song Yang also let them talk and teach.

Zhu Ziqiang was very satisfied with Zhang Youjie's shocked eyes, which showed that he was not an exception.

It's just that there are people who are young, but they know too much.

From the trend of the industry to the industrial chain, to the internal management and external marketing, Zhang Youjie actually asked in a ghostly way: "You haven't drunk Meng Po soup, have you?" ”

Song Yang also replied seriously: "It may have expired." ”