Chapter 228 The fist product that breaks the deadlock
As the traditional world king of office equipment, Atlantic Business Machines still inherits the advantages of the former and firmly occupies 29% of the world's traditional office market share, but the situation is quite bad.
The blue giant IBM is fully committed to the field of office equipment. It not only occupies 69% of the world's market share in the field of desktop computers, but also continues to erode market share in the field of traditional office equipment such as typewriters and word processors. It currently exceeds its competitors and accounts for 37.4%.
market share, becoming the new king of the office equipment market.
In addition, rising stars Xerox, Cisco, Hitachi, Ricoh, Sharp, Minolta, and Panasonic are rushing to catch up. The current situation can be described as being attacked from both sides and getting worse.
Boston, global headquarters R&D center.
A group of people wearing light blue protective clothing walked into the modern and technological R&D center. First there was a tall young man, who was the boss Wang Yaocheng who came to inspect.
Accompanied by Chambers and a group of R&D center executives, he was listening to the report;
The headquarters R&D center has been repositioned and shifted to the field of product application technology, focusing on improving and improving existing flagship products, developing new products, and reserving next-generation product technology to provide strong impetus for corporate development.
All those ambitious and cutting-edge R&D have been moved to Red Hat in Silicon Valley.
"Boss, we have carefully prepared a key product for the company to break the deadlock. Please go this way."
Everyone came to a slightly messy laboratory. The space was very large. The surrounding experimental equipment was constantly flashing signal lights, and various cables were connected to an ugly device in the center.
This equipment does not have any outer cover, and the mechanical operation inside can be clearly seen. A halo of light flashes from time to time on the top surface, and the sound of "click, click" mechanical operation is pleasant and pleasant to the ear.
"This is...an office xerograph?"
"Oh, my God! We also wanted to give you a surprise. I didn't expect the boss to recognize it at a glance." Dr. Stako from the R&D Center couldn't help but exclaimed in admiration.
Dr. Staco is an Italian-American, a visiting professor at the Massachusetts Institute of Technology, and an academic authority in the field of electronic information engineering. Due to his long-term high-level administrative work, he has become a little cough, cough...
Good at flattering.
"Thank you for the compliment, doctor, but why is this machine so complicated?"
Wang Yaocheng frowned and looked at the complex machine that was half a man tall in front of him. It was long and a bit like an assembly line. It was more than five meters across. It was really too huge.
Chambers behind him glanced at Dr. Stark, and when he saw the other person opening his mouth to explain, he immediately stopped him with his eyes.
After a while,
Wang Yaocheng smacked the taste of it, this is what feelings are like;
The copying machine spits out the paper and sends it to the binding machine along the belt pulley. Then it is sorted, cut, and attached with a prepared cover, and a complete copy of the material is completed.
His sister!
Where is the copy machine here?
This is obviously the assembly line of a printing factory. Although it is a bit simple, it does have the basic copying and binding assembly line functions.
This is simply a case of water in the head, and the direction of scientific research has gone astray.
Just like a patient with obsessive-compulsive disorder, he insists on doing things perfectly and does not want to leave any flaws. The print command is issued in the computer over there, and the complete and bound copy materials are harvested here.
How much additional cost will this add?
The purpose is to make it easier for the office clerk, so that her delicate fingers do not need to use a manual binding machine.
Damn it! What a stupid design.
Wang Yaocheng could feel it without looking back. Chambers, the CEO he promoted, must have noticed it too. Without explanation, he wanted to test himself!
Okay, I'll give you some good stuff to scare you. I'll definitely make your grandson regret it.
"This bullshit design is a waste of money. Who was the original project team leader?" Wang Yaocheng said in a bad tone and looked at Dr. Starco with cold eyes, making the other person tremble;
"Boss, he...he has now been transferred to the industrial control machinery group, and his position as the person in charge has been removed. He is just an ordinary researcher."
"Humph, there is still something unique in mechanical design, but this kind of designer has no market awareness and cannot be in charge of a project team." This sentence has already sentenced this researcher to life, and there is no hope of promotion in this life.
"The electrostatic copier should be pure. Disconnect it from here. All the subsequent functions are not needed. All this machine needs is to provide high-quality copying capabilities. Everything is centered on improving copying capabilities. This is the core competition of the copier.
force."
Wang Yaocheng reprimanded a group of senior executives: "Use your brains, a machine can't do everything. How can such idiotic ideas have a chance to survive if they are out of touch with the facts?
Every office machine requires specialization, take the copy machine as an example;
The focus of scientific research is to improve the efficiency of copying, improve the quality of the copy machine, reduce the cost of copying, and provide practical products to users.
Improving the quality of copiers can be subdivided into developing better photosensitive drums, adopting clever designs to improve exposure performance, and having better development effects. There are many directions that we can work on.
Pacific Business Machines Corporation is committed to providing users with better products and improving user experience. It is not just words. Your R&D center must be suitable for customer use and strive to create excellent products.
In terms of consumables, more high-quality and fine toner, silicone oil, developing magnetic rollers, and ink barrels can do a lot of work..."
A group of high-level officials were scolded and obeyed, and Dr. Stark was even sweating coldly. From time to time, he glanced at his immediate superior, Chambers, with resentful eyes, and his bitterness flowed out of nowhere.
"...fuck you, whoever dares to joke with my money will make him regret it for the rest of his life, you understand."
Wang Yaocheng turned into a tyrant at this moment, staring fiercely at everyone, including Chambers.
"Don't worry, boss! We will do what you ask for." Everyone was so reprimanded that they broke out in cold sweat.
at this time
Wang Yaocheng turned around and saw that the original copying machinery, which was similar to the production line, had been disconnected, leaving only a simple copying machine, and all other unnecessary mechanical mechanisms had been removed.
The paper in the copier has been used up, and the researcher is loading paper into it through a small opening on the side. The opening on the side is not large, making the task of loading paper very difficult.
Wang Yaocheng frowned again;
"People from the product design department come here and take a look. The paper loading design is so awkward. This is a commonly used function of copiers. Why can't the design be simpler?"
"Design a drawer under here. After opening it, put the paper in it. Just push it and close it. Even a three-year-old child can complete it."
"And here, after copying, a person still has to stand here holding the paper. Can't we design a simple tray?"
"Everything should be considered from the perspective of customer experience. It is not enough to just say something. It must be implemented into every aspect of the design and experience it carefully as a customer."
At this time, all the senior officials were amazed.
Everyone here has more than ten years of experience in the industry, so they can naturally judge whether the product design flaws mentioned by the boss are correct?
Undoubtedly, this is a truly genius idea.
Let Atlantic Business Machines' copier products better meet user needs. When the copy quality is similar, customers will naturally be willing to choose products with a better customer experience. There is no doubt about this.
Chambers was completely convinced by his genius boss and said respectfully, "Boss, after carefully sorting out the company's patent library, we are going to focus on launching the copier as a flagship product.
In terms of technology reserves and patent reserves, the company is not inferior to Xerox, the copier expert, and in some aspects is even better than the other party.
Through the high-intensity test of the prototype, the performance in all aspects was compared with Xerox's latest copier products. The parameters were 87:89. Xerox's products have better long-term working effects, and our company's products have better development effects.
Compared with products from Japanese factories, our products are superior and have better performance.
The current industrial prototype has been tested and is still being modified. With the addition of the improved features mentioned by the boss, our products will definitely be more competitive than others."
"Um!"
Wang Yaocheng nodded approvingly. Chambers is indeed worthy of being the best manager. He has worked in various departments of IBM, Wangan Computer and Cisco. He has rich experience in product sales and industrial production. He found a breakthrough at a glance.
.
current
IBM, the blue giant, is focusing on personal desktop and office computers, and its market share is unparalleled. Its lead is becoming increasingly unshakable. It is absolutely unreasonable to challenge them head-on.
In the entire field of office equipment, Atlantic Business Machines still has a certain market share in traditional office equipment, such as 1200 typewriters, scanners, WPS processors, etc., but it is not enough to support the entire company.
Copier equipment is undoubtedly an excellent entry point. The company's technological reserves and patent levels are very strong. However, in this segment of the American market, Xerox has not yet fully grown up, making it an easy target for bullying.
From the perspective of the global market, Japanese-funded companies account for half of the market. Their products are cheap enough and have good performance, so they are naturally widely welcomed.
In 1993, the global copier market totaled US$6.5 billion, with a production volume of about 4 million units, and an average unit price of US$1,625.
The largest markets are the United States, Europe and Japan. The United States and Europe account for 82.3% of the market share and are the largest sales markets for copiers.
For Atlantic Business Machines, it has sufficient technical foundation and is not afraid of competition.
Moreover, the unit price of copier equipment is high enough and the profit margin is also good. It is very suitable from all aspects to take on the important task in this transitional stage.
Atlantic Business Machines has enough factory equipment to put it into production quickly. As long as the advertising can keep up, the market will be very good.
Wang Yaocheng walked forward with his hands behind his back and asked in a calm tone, "How are you going to organize production?"
"Boss, I want to quickly recruit employees to expand production. It is expected that the product will be launched within two months. The output can reach 400,000 units this year. We will use our mature sales channels to quickly capture the American and European markets." Chambers carefully said.
Answer cautiously.
"Have you ever thought about how many people you would recruit?"
Chambers; "A fully automatic production line requires about 2,300 people, plus 2,500 management personnel. If we want to further expand the production scale, we will need to recruit more workers."
"Have you calculated the cost?"
Chambers; "We have calculated that if we follow Xerox's current sales price, our product can be sold for US$2,500 per unit. The price/performance ratio is better than Xerox's latest product, and the profit margin can reach 38%."
"Humph, Xerox and IBM copiers are able to maintain such high prices because of tariff protection. They are not competitive at all in the world market. With so many competitors, the sudden extra 400,000 units of production capacity is only
How can the American market digest it?" Wang Yaocheng poured cold water on it without hesitation.
"But... we have traditional brands and mature sales channels, and we can also sell some high-end products in the European market."
"There is an old saying in China: before you think about victory, think about defeat first."
"What does boss mean?"
Wang Yaocheng stared at Chambers deeply; "OEM, OEM."
This sentence was like a bolt from the blue, instantly splitting the fog in Chambers's heart. He understood everything immediately, and the admiration in his heart rolled in like a torrent of river water.
According to the annual salary of American workers, including other benefits, it is about 40,000 US dollars per year, which is 60% higher than the national average income. With 2,500 employees, taxes and other costs are close to 200 million US dollars.
If the same factory were placed in China, with an annual salary of 6,000 yuan, the operating cost would not exceed two million US dollars, and all savings would be profits.
This is just the labor cost. If plastic molds, mechanical equipment, materials, etc. are added, the cost of a copier will be reduced by 60% or more. What a competitive advantage this is!
Not to mention the US market, you can target markets all over the world.
As production increases, the cost diluted to each copier will be less. After the economies of scale are realized, it is impossible for domestic manufacturers to be rivals.
There is only one situation, that is, manufacturers from the country of origin also move to China for production, but this is by no means a matter of a day or two, and the lifelong employment system is not a joke.
Even if the production plant is moved, how will so many employees be accommodated?
If it works well, it can at least squeeze out more than half of the world's photocopier manufacturers.
In an instant, countless thoughts flashed through Chambers' mind. He couldn't wait to put them into practice and immediately went to China to set up a factory for production.
As for the production scale?
The first phase of the project is tentatively planned to be 1 million units, and the second phase will be expanded depending on the situation.
With the mature sales channels of the original company, all products can be sold all over the world at the first time. How can an American brand with high quality, low price and high quality not be popular?
In the face of powerful American brands, if market competition alone has unparalleled competitiveness, even a small company will have to kneel down.
If you want to discriminate against American brands, the Section 337 investigation is no joke. Whether it is a European or a Chinese, you will be killed in minutes.
Lao Mi is so overbearing, and has no reason to forcefully fight for three points. If the truth is on his side, humming, from the commander-in-chief to the Ministry of Commerce, from the state parliament to the Western mainstream media, these forces combined will ask you if you are afraid.
not to mention
After winning the Cold War and the Gulf War, the United States has become a global hegemon, and its prestige is unprecedentedly high. There are many lickers in our own countries, in Europe, in South Asia, and in every corner of the world. It is absolutely treasonous to discriminate against American brands.