"Mr. Liu, Dell Computer, which uses the direct sales model, has suddenly emerged this year and will be one of the main competitors of Guozhi Computer in the future. What measures do you plan to take to deal with it?"
Dell Computer entered the Chinese market in 1994. In July 1998, Dell Computer Company invested heavily in Ludao to build a production factory, set up Dell Ludao Customer Center, set up direct-sales stores in first-tier cities, and adopted a direct sales model.
In a previous life, Dell Computer used the direct sales model to dislodge Compaq Computer from the world's number one sales position, which eventually led to Compaq being acquired by Hewlett-Packard. I can't remember the specific time.
In the past life in China, Amway products adopted the direct sales model. The products were expensive and the rebates were generous. They were promoted through colleagues, relatives and friends. Out of favor, colleagues, relatives and friends bought one or two bottles. In the end, the popular Amway products disappeared in China. .
Due to imperfect laws and inadequate law enforcement, the direct selling model in China often encounters counterfeit and shoddy products, which are difficult to return, safeguard rights, and repair. It has gradually evolved into a pyramid selling model in the country, and the pyramid selling model is banned in the country.
Door-to-door salesmen have become liars.
The direct sales model has no market in China!
Dell Computer is also in decline in China.
In order to motivate the management and ordinary employees of Guozhi Computer Company, Sun Jian promised in 1997 that after Guozhi Computer Company's computer sales became the first in the country, he would use Taobao Holdings Company's 2% stake in Guozhi Computer Co., Ltd. Shares will be awarded to the management and ordinary employees of Guozhi Semiconductor Research Institute, Guozhi Semiconductor Equipment Company, Guozhi Intelligent Security Company and Guozhi Computer Co., Ltd. based on performance.
"Mr. Sun, Vice President Liu and I analyzed Dell's computer direct sales model. Dell manufactures computers according to customer needs and ships directly to customers with its powerful logistics system. It can effectively understand customer needs and quickly respond to the computer market. In response, compared with the traditional distribution model, the direct sales model eliminates middlemen, reduces computer prices and inventory time, seizes market share with price advantages, and is able to stand out in the European and American computer markets."
"Mr. Sun, we heard that Dell China built a factory in Ludao last August and recruited 200 salespeople for training. Now it has set up direct stores in Ludao, Beijing and Shanghai to sell Dell computers, but we think There is no strong logistics system in China to support it. It is difficult for Dell Computer to ensure that computers are delivered to customers on time. Dell Computer's direct sales model will not be able to solve logistics difficulties in China for a period of time. On the contrary, we can use Taobao e-commerce company With more than 500 Taobao electrical appliance shopping malls and five-star customer service centers across the country, we adopt online and offline sales models and deliver high-quality and low-cost Guozhi brand computers to every customer in a timely manner through Taobao Electrical Appliance Logistics Corporation. In the hands of customers, computer software upgrades and after-sales services are also guaranteed.”
Both Liu Hongyu and Liu Dakun understood that Guozhi Computer could defeat Lenovo Computer in less than two years, which was inseparable from the close cooperation of R&D, production, transportation, sales and after-sales service companies under Taobao Holdings.
With the help of the Internet, the management of Guozhi Computer Company can clearly understand the status of hardware production, computer assembly, software pre-installation, computer inventory, computer transportation, computer sales and computer after-sales service through pengERp7.0, and can adjust production plans in a timely manner according to market demand.
Lenovo, Great Wall, Founder, Tongchuang, Hisense, Tongfang, Ziguang, Xingde, Haixing, Heguang, Haier, Acer, Changling Shengfang, Wansidi, Acer and other domestic first-line brand computer companies, Tongguozhi Computer Company information Compared with traditional management methods, there is still a big gap; even big foreign brand computer companies such as Compaq, IBM, Dell and hopE, although they also have ERp management methods, they are also computer assembly companies, and the CPU and operating system are controlled by Intel. , Amd, Cyrix, Microsoft and Kunpeng Software Group, the price increases and decreases of CPU and other core components are beyond their control.
If 1997 was the year of the home computer, there is no doubt that 1998 was the year of the notebook computer.
In 1997, the sales volume of domestic notebook computers was 180,000 units, which was insignificant compared with developed countries such as the United States. Since the selling price of such products is generally more than 20,000 yuan, and the number of manufacturers was not very large that year, each company won The huge profits have made some manufacturers who have been busy with desktop computers for a long time jealous.
In 1998, when "thousands of pear trees bloomed", consumers suddenly discovered that a large number of notebook computer brands suddenly emerged on the market. There were no less than 20 new and old computer brands in total, including Toshiba, IBM, Compaq, HP, Dell, NEc, Guozhi, Zhaoyang, Ziguang, Huasheng, Lunfei, Acer, Hengsheng, etc.
In early March 1998, Jingcheng Qiaoye Industrial Co., Ltd. and Jingcheng Hengchang Company jointly launched the Tonghe series of notebook computers. In mid-April, Jingcheng Hengchang Company announced that the retail price of Tonghe notebook computers for 1200t was 9999 yuan, causing an uproar in the industry. The war for laptops worth 10,000 yuan, which lasted for half a year, quickly started.
The penetration rate of domestic desktop computers is less than 10%, and ordinary citizens cannot easily afford 9,999 yuan, so they stay away from laptops.
In July 1998, the decision was issued that the political and legal organs of the J team would no longer engage in business activities, and the crackdown on smuggling was intensified to effectively curb illegal entry channels. Computer accessories and complete machines were imported through normal customs declaration, and the prices in the computer market were reduced. Prices generally rose by about 10%, market competition became more standardized, and sales of branded computers increased significantly.
"That's right, put it into practice as soon as you think of it! Let me give you an idea. The same model has two prices, online and offline. The price difference is 5%. Consumers are encouraged to buy computers through online shopping."
Sun Jian was happy because Liu Hongyu and Liu Dakun lived up to his expectations. They were able to find solutions to problems themselves and were forward-thinking.
Once the Taobao e-commerce company's online sales of Guozhi brand computers become popular, the public Taobao e-commerce company's IPO and listing on Nasdaq in the second half of the year will also get twice the result with half the effort.
"Okay, Mr. Sun."
Ordinary people in China are still on the fence about online shopping. A computer is discounted by 5%, which means it is 200 yuan to 2,000 yuan cheaper, which greatly benefits consumers. Liu Hongyu has a premonition that Guozhi Computer's online sales will be booming.
"Mr. Liu, with the rapid development of domestic Internet construction, the demand for online office work has increased significantly. Starting from the second half of this year, government departments will launch a series of government Internet projects. Government departments' purchases of computers and network equipment will increase significantly. You have launched several desktop computers and notebook computers with excellent performance and affordable prices specifically for government centralized procurement. They use Guozhi brand CPU and Kunpeng operating system. With computer information security as the biggest selling point, you have set off a round of Internet information security protection on the Internet. activity of consciousness.”
