At the south gate of the 203 courtyard, I saw Jia Yimin riding a 28-inch large sedan to clear the way, followed by two crown cars.

A group of people followed Jia Yimin to the office building of the 203rd Hospital.

Then, two Singaporeans, two Hong Kongers, and three Chinese were welcomed into the conference room.

After the two parties chatted for a while, they quickly got into the topic.

First, Fang Qidong introduced the overview of 203 Institute and Microcomputer Application Technology Service Center on the projector.

Since PHC is a joint venture between PH Company and the Electronics Import and Export Company under the Ministry of Electronics Industry, and Institute 203 is the most powerful research institute under the Ministry of Electronics Industry, PHC is well prepared and has no confidence in the technical strength of Institute 203.

No doubt.

Therefore, the communication between the two parties on jointly establishing PHC product technical services and after-sales maintenance centers went smoothly.

The negotiation soon entered the substantive content, mainly discussing the service content and scope of responsibilities that the technical service center will undertake, as well as the responsibilities and obligations of the PHC.

PHC stated bluntly that in the future, every time PHC sells a computer in the Chinese market, it will allocate 600 yuan to the technical service center as user technical support service fees.

The maintenance of each microcomputer component will be settled separately based on the actual component cost. These spare parts include spare parts provided by PHC and components that the technical service center solves on its own.

Fang Qidong and Jia Yimin calculated at the same time, one thousand units, ten thousand units...

At this moment, the two of them tried their best to suppress the ecstasy in their hearts, but pretended to be calm and took notes carefully on their notepads.

As the negotiations progressed, the issues involved became more and more detailed and the progress became slower and slower.

Especially when talking about the product failure repair process and response speed, Jia Yimin raised many questions about the specific details.

For example, whether the fault is confirmed by the PHC or the 203 Hospital Technical Service Center.

How should the response speed of first-, second- and third-tier cities be distinguished and defined, etc.

PHC aspects have been explained and confirmed.

Next, there is the establishment of the PHC maintenance spare parts warehouse, dedicated management of incoming and outgoing warehouses, etc. Both parties also confirmed the relevant terms.

In one day, the negotiation went very smoothly.

The technical service center will send personnel to Singapore in a week to receive PHC's one-month maintenance engineer-related training.

What everyone present did not expect was that just when the negotiation was about to end successfully, Zhou Haiyang, who was sitting on Fang Qidong's right, tilted his head and said to him in a voice that almost only Fang Qidong could hear: "Teacher Fang.

, can I ask a technical operation question to the PHC?"

Fang Qidong couldn't help but be stunned by Zhou Haiyang's sudden request. He glanced at Zhou Haiyang but didn't reply.

From his observations of Zhou Haiyang in the past few days, it's not that he doesn't believe Zhou Haiyang, but he doesn't know what Zhou Haiyang wants to ask? He doesn't know for sure.

After all, we are dealing with foreign businessmen. Moreover, today's negotiation is generally satisfactory. Don't make any extraneous matters...

But on this occasion, it was not convenient for Fang Qidong to ask Zhou Haiyang.

So, Fang Qidong turned to Jia Yimin, who was sitting on his left, and conveyed Zhou Haiyang's message...

Jia Yimin was also stunned at first, but after thinking for a moment, he nodded.

Then, Fang Qidong gave Zhou Haiyang a sign of agreement.

At the negotiation table, a voice came out immediately: "As a technical engineer at the Technical Service Center of the 203 Academy, I would like to make a suggestion on the technical services of PHC products and PHC."

When the people from PHC saw this, they looked at each other.

The leader of the PHC team was a Singaporean Chinese. He quickly asked a Chinese employee next to him: Who is this?

Hearing this, Fang Qidong replied: "He is a recent college graduate assigned to College 203. His name is Zhou Haiyang."

Zhou Haiyang paused and then said: "As the sales of PH microcomputers in the Chinese market increase, users will be spread across various industries and fields. Different users will also have different response speeds to technical services and after-sales maintenance.

How to provide relevant technical services and after-sales maintenance will play a key role in the future share of PH microcomputers in the Chinese market.

Of course, it is also related to the reputation of the 203 hospital.

The services we talked about before are mainly telephone technical support and user repair services, and they are free services for one year.

What if some customers require on-site technical support and maintenance? What if users require the service to be increased to three years free of charge?

Especially users in the government and financial industries have relatively high requirements for services.

This situation seems to be not very sensitive at the current stage when Huaxia Computer is just emerging, and users have not thought of it, but it will definitely be inevitable in the future.

Especially as the competition in the microcomputer market becomes fierce, the homogeneity of products will become more and more serious.

Then, the response of technical services and after-sales maintenance has become the main reference for users to judge and select brands.”

A Hong Kong person from PHC raised his hand and interjected: "The question you raised is also an issue that PHC is currently considering based on the special circumstances of the Chinese market. In this regard, I would like to hear what good suggestions you have.

?”

Zhou Haiyang smiled slightly at the other party: "My suggestion is that PHC's technical support and after-sales maintenance can set up two different service standards.

One is an on-site service, and the other is a service where users come to their homes for repairs.

Under the above two standards, it can be further divided into one-year free and three-year free.

This divides services into four different standards.

According to these four different standards, it is further subdivided into three different response times, such as 7x24 hours, 6x24 hours, and 6x8 hours.

Because some users cannot shut down their machines 24 hours a day, if a problem occurs, not only do they need a quick response, but they also need on-site repairs or replacement of spare parts."

The Singaporean leader looked at Zhou Haiyang with wide eyes and asked in broken Chinese: "So, how can we let users confirm which service they need at the beginning?"

"This is easy to do!" Zhou Haiyang continued: "There are two ways for users to confirm the services they need.

One is that when the user makes a purchase, he or she chooses one year of free on-site service, three years of free on-site service, or repair service. At the same time, the user selects the response time of the service.

When selling PH products in this way, the sales representative should make it clear to users that the prices for different service levels are different.

As long as the user approves, the user's service level can be noted on the warranty card.

When the user receives the product, he or she will send a copy of the warranty card to the technical service center, so that we can classify and prepare the service levels for the user in advance.

Another way is to promote PHC's service level to users through the technical service center of our 203 hospital.

After users experience the original service, as long as they feel inconvenienced or cannot meet their service requirements, they can upgrade the service level based on the original service.

For example, one year of free repair is upgraded to one year of on-site maintenance, one year of on-site maintenance is upgraded to three years of on-site maintenance, etc.

At this time, users can purchase PHC upgrade services through the technical service center."

After hearing what Zhou Haiyang said, the Singaporeans and Hong Kong people at PHC suddenly showed smiles of satisfaction, applauded and applauded in unison!

Because they know in their hearts that in this way, PHC can make a lot of money from technical services and after-sales maintenance.

Seeing this, Zhou Haiyang paused and then said: "Slow down! I haven't finished speaking yet."

The Singaporean waved his hand, signaling Zhou Haiyang to continue.

Zhou Haiyang coughed lightly and continued: "In this way, it not only meets the service requirements of different users, but more importantly, it maintains PHC's corporate image and brand reputation.

For this reason, our technical service center requires that no matter whether the user purchases the PHC upgrade service through the first method or the second method, the technical service center will charge 50% of the profit of the value-added service as our fee to ensure service quality.

"

The PHC staff were stunned when they heard what Zhou Haiyang said!

They have no objection to the plan proposed by Zhou Haiyang, but they have objections to the 50% withdrawal of the value-added service part.

Finally, after negotiations between the two parties, Fang Qidong and Jia Yimin came forward to give PHC a step forward and determined that 35% of the profit from the value-added portion of technical services should belong to the technical service center.

In this way, in addition to the 600 yuan service fee paid by PHC to the technical service center for each piece of equipment sold, plus the profit from the value-added part of technical services... Fang Qidong and Jia Yimin were so happy that they used the excuse to go to the bathroom several times and hid aside to steal.

happy……
Chapter completed!