"Flying! Flying!"

"After crossing Hukou, we communicate with each other!"

"The water of the Nine Curved Yellow River will not change the love of China!"

Almost all newspaper headlines are used to report the success of Ke Shouliang. Whether it is a serious central media or a more down-to-earth local media, they all give high praise and profound interpretations. At the same time, the advertisement of Bencao Oral Liquid carefully produced by Phoenix Bird and Teng Jinglin also landed on the prime time of major satellite TV stations, and further elaborated on the well-known health concept of "Flying to Win" on the scene through this 30-second advertisement. The exquisite sense of picture, warm lens language, and especially the advertising slogan "Bencao Oral Liquid, your health is more important than everything" makes Bencao Ruolan's corporate image and product positioning completely different from Sanshu Oral Liquid, which is shining in the health care product market.

This is also the result that Wen Fan and Meng want. Instead of competing with Sanshu to the low-end market, it is better to directly improve the level and win the mid-to-high-end people. Although the market share data may be slightly inferior, in terms of profitability, customer loyalty and long-term planning, it is undoubtedly a better choice!

Bencao Ruolan previously divided the country into five major regions, central China, east China, north China, south China and northeast China. Each region established a marketing branch. The branch adopted the general manager responsibility system and set up a personnel department, terminal department, finance department and marketing department. It has established a three-level distribution system in provinces, cities and counties, and has basically completed the channel layout.

As the advertising effect is a geometric multiple, sales in the five major regions have been booming, not only important towns like Beijing Hujiang. Some remote third-tier cities that are not planned have also experienced supply in short supply. Fan Bo fully demonstrated his outstanding talent as a marketing master, and managed all this in an orderly manner, conquered the city and was invincible. He frantically squeezed the living space of other health products with a dark horse attitude. Even Sanshu, the boss of the industry, felt this fierce offensive. In order to ensure the sales target of 8 billion in 1996, Wu Jiaxin added an advertising budget of 500 million with a stroke of his pen.

However, as John Warnermaker, the founder of the American department store, said: "I only know that half of my advertising costs have been wasted, but I don't know which half has been wasted." Marketing budgets like Sanshu that are added to deal with their opponents can really have minimal effects, let alone be compared with classic cases like "flying across the Yellow River" that are once in a decade.

Lu Wei, who volunteered to transfer from the R&D department to the sales department, has also grown rapidly in sales work that can best train personal abilities. Within months, he represented the headquarters to all channels in the five major regions, and was appreciated by Fan Bo through his own abilities, becoming the deputy general manager of the branch in Central China. His promotion was so fast that he even surpassed many of the confidant backbones who had been following Fan Bo since the Biluochun period. A dazzling new star rose slowly!

Bencao Ruolan made a good start, and Chuangtu Technology followed closely behind. But unlike Bencao's high-profile, Chuangtu's customers are mainly telecom operators in various provinces and cities. In the context of the 1996 era, they are actually postal and telecommunications bureaus and their subordinate telecommunications departments. Dealing with government departments is completely different from the trading rules between enterprises. They pay attention to sleekness and advancement and retreat. On the one hand, you must carefully adapt to the unique culture of the officialdom, and try your best to avoid falling into unspoken rules and unable to get out of it. Walking a tightrope at the junction of black and white is not an extraordinary master, and it is easy to fall off the cliff from the wire!

So what Chuangtu has to take is another road, without overwhelming advertisements. Without bomb-intensive bombing publicity, it slowly penetrated the entire Chuangtu into the flesh and blood of the telecommunications network in a silent place!

Since the early 1990s, the telecommunications market in the Republic gradually recovered, especially with the innovation and promotion of program control technology, the telecommunications network across the country faced a comprehensive update and transformation. This was undoubtedly a huge business opportunity, but for private technology companies that were struggling at the time, on the one hand, they were limited to policies and could not obtain large loans from banks and lacked sufficient funds to support the funds required for scientific research; on the other hand, due to the lack of scientific research funds, the technology lags far behind foreign companies, forming an unsolvable paradoxical circle. This also caused the post and telecommunications bureaus in large and medium-sized cities and developed provinces to distrust the quality of domestic products. Telecommunications equipment is generally purchased well-known foreign brands, such as Nokia, Ericsson, etc., while domestic suppliers can only barely make a living in some remote townships that large companies have no time to take care of.

The same old saying is that technology is the primary productive force. How can spears and big swords fight against spears and cannons? The strength is not on the same level at all, so how can we compete with it head-on?

Therefore, the situation where the Eighth Route Army could not defeat foreign devils continued from the 1980s to the mid-1990s, to the 1995 and 1996. After the second revolution of local switching equipment, from a technical perspective alone, although there is still a gap compared with foreign countries, it can at least meet the initial network needs of the country. The program-controlled exchange patent obtained by Wen Liang tried his best to get from Shangning Hi-Tech is one of the best!

Under the leadership of Yin Yong, Chuangtu Technology used all its manpower and material resources to gather a large number of high-end talents, worked overtime and stayed asleep. It took more than half a year to improve and productize this technology, and produced the first batch of samples at the end of September. Then, through Zuo Jing, the relationship between Lingyang Post and Telecommunications Bureau was opened and sent to them for free trial. After more than two months of operation, the machine dissipated well, the circuit was stable, and the parameters were normal. The overall effect was not worse than that of foreign equipment, but the price was much cheaper.

However, the next problem was that although Lingyang Post and Telecommunications Bureau showed great interest in the products of Chuangtu, and was also stingy with various praises, once it involved practical issues such as supply contracts, it immediately avoided and stammered, and finally revealed the truth in a concealed manner: it is not impossible to purchase a small amount of local quantity for Secretary Zuo, but the power of the municipal bureau is not enough for supply contracts of this scale. If the provincial bureau does not have the approval and recognition of the provincial bureau, and the rash replacement of suppliers is still an unknown private enterprise, the consequences will be difficult to predict.

It is true that Yin Yong is a genius, but he focuses more on the technical level and has a management plan. It is also good to inspire people and unite the whole country. However, how to find a visionary idea to explore, consolidate and occupy the market at an absolute disadvantage is not a responsibility he can bear.

Fortunately, Wen Liang was prepared for this!

ps:
Chapter completed!