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Volume One Chapter 594 Signing with Fengze

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    Although major supermarkets and stores in Hong Kong have not actively contacted Media Asia, Lin Xiaozhi is not the kind of person who likes to wait for customers to come to his door.  He knew very well that the smell of good wine should be feared by dark alleys. While he was working hard to mobilize all channels to advertise Media Asia SVCD, he also asked Media Asia Electronics to proactively send people to visit supermarkets and stores in Hong Kong. Soon,  Under various profit concessions, about 300 Media Asia SVCDs and some optical discs were sold to more than 20 supermarkets and stores at an average price of HK$3,400 per unit and half of the purchase price paid in advance. ?? Lin Xiaozhi actually considered setting the sales price of the machine lower at the beginning, and then driving the sales of CDs at a low price to make profits.  After repeated cuts, the final industrial production price of Media Asia SVCD has reached a level where the average cost per 100,000 units produced can be controlled at about HK$1,840. That is to say, even after deducting freight, wear and tear on various links and channels, and advertising expenses  , sold for more than 2,500 Hong Kong dollars, and almost all the gains were profits.  Undoubtedly, before the white home appliances have not yet been impacted by the rise of China's manufacturing industry, the profit of the electronic manufacturing industry that master the core technology is still very sufficient.  For example, Panasonic and Sony, which are currently bullish around the world and spend heavily on mergers and acquisitions, not to mention their annual profits of billions of dollars. The Haier Group, which has recently emerged in mainland China, is now inferior to foreign companies every year due to sales quality and technology.  For a generation and a half of home appliances, the profit earned by each one is so exciting that it is eye-catching.  However, Lin Xiaozhi's idea was simply stopped by Yang Songguang, the newly recruited president of Media Asia Electronics. This professional manager who had served as the deputy general manager of Fengze Electric Co., Ltd., Hong Kong's leading electronics sales giant for eight years, understood very well.  He told him that Media Asia SVCD¡¯s initial huge profits would not last long.  In particular, the emergence of this product will obviously have a serious impact on Japanese video projection equipment manufacturing companies. Once Japanese electrical appliance giants such as Sony and Panasonic, and even Philips and Siemens start to attack, the two sides will surely enter a price war.  By then, Media Asia Electronics, which already focuses on mid-to-low-end products, will start a war with the giants in the electronics manufacturing industry, and its profits will definitely fall sharply. Therefore, the current good times will not last for a few days.  If you set the price too low once it debuts, you will obviously be operating at a loss.  Lin Xiaozhi is not the kind of person who is headstrong. He is very clear that the gap between his company's business strategies and those professional managers who graduated from regular business schools is not even a little bit.  Therefore, in the face of Yang Songguang's persuasion, he completely delegated power without much intervention. After ending the initial promotion of Media Asia SVCD, he completely handed over Media Asia Electronics to him.  And Yang Songguang did not disappoint him. He continued Lin Xiaozhi's previous strategy. He also believed that Media Asia SVCD, which relied solely on consumer reservations for direct sales, was bound to lose a lot of consumers. The only way to do this was to actively open up major supermarkets and stores.  Only through sales channels can we have a foothold after the electronic giants noticed that Media Asia Electronics began to fight back.  He then actively contacted many supermarkets and stores, and even contacted Lin Liyu, the president of Fortress Electric through the contacts he had left when he worked at Fortress Electric to discuss cooperation!  Fengze Electric Co., Ltd.  ¡°Long time no see, Mr. Lin!¡± Yang Songguang, who took the initiative to visit, shook hands with a middle-aged man with a smile on his face.  "When you told me that you were resigning three months ago, I was still curious about which company could poach this great talent of yours. Recently, I saw that Media Asia Electronics was coming fiercely. Lao Yang, why don't you invite me?  It¡¯s not okay to have a drink!¡± This middle-aged man is Lin Liyu, the current president of Fortress Electric, and Yang Songguang¡¯s former boss. The two have a good personal relationship.  Fortress Electric was founded in 1975 by the Hong Kong Electric Company in Fortress Hill, Hong Kong Island. Hong Kong Electric was originally used as an electricity payment center to promote the use of electricity. It developed rapidly after selling basic electrical appliances through water in the early 1980s. By 1986, it was  Hutchison Whampoa, owned by Hong Kong tycoon Li Chaoren, already had more than 20 chain stores in Hong Kong when it was acquired, making it the largest electrical appliance sales chain giant in Hong Kong.  Whether it is video projection equipment owned by Sony, Panasonic, Philips or Siemens, the most important distributor in Hong Kong is Fortress Electric.  After Hutchison Whampoa integrated all of its electrical appliance retail business into Fortress Electric two years ago, Fortress Electric now has nearly 40 contact stores, completely consolidating its status as a Hong Kong electrical appliance sales giant.  Lin Liyu was replaced by Zhang Lin, the former president of Fortress Electronics, who was transferred to Watsons as executive director and general manager around the time Yang Songguang resigned in the second half of this year.  If he hadn't been poached by Lin Xiaozhi with a high salary, Yang Songguang might have taken over from Lin Liyu and become the general manager of Fortress Electric.  Although, the SVCD produced by Media Asia Electronics has been coming fiercely recently. Not only is the price lower, but the change in the model of replacing video cassettes with cheap portable optical discs is indeed as "innovative" as advertised by Media Asia Electronics.  But Fengze Electrical AppliancesAs the overlord of Hong Kong's electrical appliance sales that the major electronics giants are trying to win over, in the first half of this year alone, the sales of several Panasonic video projection equipment brought him more than 29 million Hong Kong dollars in sales, with a net profit of nearly 200 million Hong Kong dollars.  700,000 Hong Kong dollars.  Anyone who wants them to sell another product that will obviously conflict with other video projection equipment would be very reserved.  Therefore, although Media Asia SVCD continued to become a controversial topic in Hong Kong after Media Asia Electronics¡¯ product launch conference, although some people at Fortress Electric noticed the business opportunities, they still did not take the initiative to send anyone to contact them.  On the one hand, it is the self-confidence of being the overlord of electrical appliances sales in Hong Kong, but on the other hand, it is sitting on the sidelines, waiting for Media Asia Electronics to offer more preferential terms for it.  Now, they finally waited until Yang Songguang, the president of Media Asia Electronics, came to discuss cooperation with Fortress Electric.  "Mr. Lin, we are all old friends. We don't talk secretly. My purpose of coming today is to talk to Fortress about the sales of Media Asia SVCD in your Fortress store. I believe that after this period of publicity and word-of-mouth fermentation, Guiyang will  The company should be very aware of the excellent performance and price of our new Media Asia products. Currently, no video projection products in the world can compete with our SVCD! " Lin Liyu looked at the confident Yang Songguang and said,  Smiling but not retorting.  As the leader in the electrical appliance sales industry in Hong Kong, he naturally knows that although Yang Songguang talks a lot, this is indeed the case at present.  Regardless of whether the five Japanese electrical appliance giants Panasonic, Sony, Toshiba, Fujitsu and Sharp are currently conquering cities around the world and defeating European and American local electrical appliance manufacturers, or the European duo-Siemens and Philips - dominate Europe and the United States, in  The cheapest video projection equipment sold in Hong Kong costs more than HK$6,000, and it is still an old model from five or six years ago.  There is really no video projection equipment that can match Media Asia Electronics' newly launched SVCD in terms of performance and price.  However, although Media Asia SVCD has been well publicized and has good quality and reputation, Lin Liyu will not let go easily just for the sake of personal friendship. After all, he is the current head of Fortress Electric and needs to provide nearly 40 stores for the entire company.  of thousands of employees.  So after Yang Songguang finished speaking, he pondered for a moment before speaking: "Lao Yang, Media Asia Electronics has announced a unified market sales price of 3888 yuan. I admit that this price is fully competitive with any brand of video projector.  But it¡¯s also killing us sellers. If you can¡¯t give us a supply price that satisfies Fengze, we can only wait and see!¡± Yang Songguang¡¯s eyes flashed: ¡°Mr. Lin, what do you mean?¡±  He simply stretched out two fingers and waved them in front of him.  Yang Songguang frowned lightly, knowing that the other party's asking price was 20% gross profit, which was higher than the average 12-15% gross profit offered to Fortress by electronic giants such as Panasonic and Sony, but it was not in line with his bottom line.  It's big so we can talk about it.  Yang Songguang pretended to think about it, then quickly shook his head and said: "The supply price to the first batch of sellers is HK$3,300 per unit. This price, including the current advertising, we are already operating at a loss. So once we supply the goods in the future  After the channel is completed, the price we supply to Hong Kong sellers will be uniformly raised by HK$100-150. MediaAsia Electronics attaches great importance to the cooperation with Fortress. If Mr. Lin is sincere, we will also price it at HK$3,250 per unit.  Fortress picks up the goods and guarantees a price increase of at least HK$50 for future supplies to ensure Fortress's sales profit. At the same time, for CD sales, our price per disc is set at HK$33, which is two yuan cheaper than other supply channels.  Money, this is no better than genuine video tapes that cannot be sold. I might as well tell Mr. Lin about it. Our boss, Mr. Lin Xiaozhi, is contacting major film companies in Hong Kong. At present, he has reached preliminary agreements with Yongsheng, Princess Jin and others. In the future, Hong Kong  All the film company's discs will be recorded and sold through Media Asia Video! " These profit concession conditions really moved Lin Liyu's heart, but he still did not agree immediately. Instead, he shook his head at the unsatisfied request: "The conditions are so-so, and Panasonic and Sony are giving it.  Our conditions are better than those of Media Asia Electronics. Let me add one more. If you can meet it, the contract will be signed today. " "What are the conditions?" "Give us the exclusive sales rights in Macau and Taiwan.  , as long as you nod, Fortress will immediately purchase 5,000 Media Asia SVCDs from Media Asia Electronics, paying half in cash and the other half a month later! " This request makes Yang Songguang a little embarrassed. It's okay in Macau, because the market is small!  It¡¯s not small, but it¡¯s not big either. Boss Lin Xiaozhi has positioned Media Asia Electronics as the production first generation and the R&D first generation, with sales only secondary. He even mentioned that it could be handed over to agents when they communicated before.  But it¡¯s hard to say in Taiwan Province. As one of the Four Asian Tigers, Taiwan Province not only has a population of about 20 million, but its per capita income is only slightly lower than that of Hong Kong. It is one of the most important markets for electronics giants in Asia.  Media Asia Electronics even if it can only be in TaiwanBay accounts for about 10% of the market, which is enough to support the entire company.  But after pondering for a while, he felt that considering that the boss Lin Xiaozhi was not on the right track with the Taiwanese authorities, it was not impossible to leave the SVCD sales to Fortress. At least if Taiwan really wanted to cause trouble, it would just be  Li Chaoren's brand name is enough for the Taiwan Provincial authorities to consider.  But the market must not be given up to Fengze so easily. He also followed Lin Liyu's example. Although he agreed in his heart, the conditions had to be set out: "The exclusive sales rights in Macau can be given to you, but certainly not in Taiwan.  Before I left my job, Fortress only had six stores in Taiwan, four of which are in Taipei, one in Kaohsiung, and one in Keelung. Since Fortress wants to expand the market with our Media Asia products, you must also show sincerity!  " "Add 3,000 units to the reservation. If Media Asia Electronics has enough inventory, we can add another 2,000 units. At the same time, we will be responsible for the publicity in Taiwan Province. In exchange, you need to provide Fortress with a separate batch of Mandarin versions.  CDs!¡± Now Yang Songguang was completely moved. Fortress ordered 10,000 SVCDs from Media Asia Electronics, which was almost a few percent more than the current orders received by Media Asia Electronics.  Should I be said to be the leader in the electrical appliance sales industry in Hong Kong?  Yang Songguang has spent time in Fengze and knows that ordering 10,000 units in one go is probably Fengze¡¯s bottom line.  Because it takes time for Fortress to withdraw funds, and half of the down payment is required from Media Asia Electronics, which requires a lot of working capital.  At that moment, he no longer hesitated and was ready to go back. Even if his boss Lin Xiaozhi refused, he would convince him to agree. He made the decision on the spot and reached a verbal agreement with Lin Liyu, and made an appointment to bring a legal consultant to draft and sign the contract on the spot in the afternoon.
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