1991 Starting from the core

At the Capital International Airport, a group of foreigners got off the plane and tried their best to maintain their grace in the cold wind. After leaving the airport, I got into a large Mercedes-Benz commercial vehicle.

"The climate here is hell, it's colder than Alaska."

Jared started complaining as soon as he got in the car.

A middle-aged white man smiled at him: "You have been here for a year and you haven't adapted yet?"

"Mr. Blanco, the time it takes for a natural person to adapt to the cold is measured in hundreds of years." Jared stretched his hand towards the warm air outlet of the air conditioner and explained with a very fabricated scientific explanation.

Cesar Blanco, Motorola's president of global strategy, came to Tianjin 20 days before the Lunar New Year after Motorola's mainland general manager announced the establishment of a new mobile phone production line.

Here is the first pager production plant established by Motorola in China.

…

Mercedes-Benz Business drove to Tianjin along the highway that had just been opened to traffic. There were many cars on this road, and most of them were small cars.

Judging the development potential of a region through its traffic conditions and infrastructure investment ratio and planning is a basic skill of the strategic development department.

When Motorola learned that the mainland was beginning to build a large number of highways, it decisively chose to enter the mainland market. Two years ago, at the moment when the spring breeze blew, Motorola once again took a step ahead of other international giants and established an electronic equipment manufacturing plant in Tianjin with pagers and mobile phones as its core.

At that time, Motorola's idea was to wait for three years before losing money - because the crossover between Yuanxin and Zhongxin caught Motorola by surprise.

But the result was unexpected. Even if they lost the opportunity of the first Chinese pager, they were still able to make a profit in the first year - although it was very small.

At the same time, the rapid growth of the analog mobile communications market in the past two years has given Motorola executives a foreseeable future and certain possibilities.

Then... Yuan Xin appeared again!

It actually directly connected the mainland to the GSM mobile network...

Frankly speaking, in the eyes of the proud technical department of Motorola, a Chinese system is not even a technology, it is just a trouble, nothing more.

But being able to come up with a complete set of GSM solutions would be really troublesome.

Since its founding, Motorola has unprecedentedly pioneered a new field every ten years - its glorious deeds are too numerous to mention.

Car radios, color TV picture tubes, all-transistor color TVs, semiconductor microprocessors, walkie-talkies, pagers, cellular phones, and "Six Sigma" quality management system certification.

It has even created many industries such as automotive electronics, transistor color TVs, cluster communications, semiconductors, and mobile communications, and has dominated the world in various fields for a long time.

It's so cold at a high place, I draw my sword and look around and feel confused, that's what I'm talking about.

//Note: This description is a quotation, and the original author is Zhou Xibing.

When Motorola turned its global strategy to the East, it suddenly discovered that there was a young company that was almost the same as it was back then, or even more exaggerated. Motorola began to understand Yuanxin, a company that once laid down a straw in its progress. enterprise.

Of course, the current Yuanxin cannot be said to be great, and even the giants are still barely there. But it does rely on technology and foresight to succeed in the semiconductor and communications industries.

This inevitably led Motorola to study Yuanxin's strategic direction - and the result was that Yuanxin had extraordinary confidence in the mainland market.

If Motorola's previous strategy for China was just to casually place a small blind bet and wait for the cards to be drawn, then now, with the emergence of Yuanxin, it means there are more opponents.

Well, there is one more Siemens.

Now that the blind bets are all down, the only thing left to do is to follow.

Whether you lose or win, you have to wait until the river card (the last public card in Texas Hold'em Poker) is played - Moto also wants to see how a company like Yuanxin, which has suddenly emerged relying on technology and foresight, can develop in the mainland market that it values ​​​​To what extent.

If it can develop to a scale that matches its population of more than one billion, then all the investment will be worth it!

So, here comes Cesar.

Comes with Motorola's sincerity to enter the mainland market.

…

Relevant officials from the TJ Investment Promotion Office and the general manager of Motorola (Mainland) and his entourage gave a warm reception.

The day after the official welcoming process went through, Cesar convened a meeting with the heads of relevant departments.

"According to our information, Siemens and Yuanxin are competing for operators and agents at the same time." General Manager Liang Renbing said: "Especially Yuanxin, they rely on the good relationships they have established with communication facility orders and mobile companies, and they are basically invincible. …”

Cesar understood the meaning of invincible and asked with a smile: "Liang, you mean we don't have any advantage?"

Liang Renbing smiled and shook his head: "No. As a newly established enterprise, China Mobile has a clear goal of marketization even though it is a state-owned enterprise. In order to fully mobilize the enthusiasm of local branches, local operating departments have considerable autonomy. . And many people in these departments were in charge of mobile phones under the previous Post and Telecommunications Bureau system. We have frequent business dealings with them and have a good relationship with them."

"Does that mean we still have a chance to cooperate with operators?"

"Yes, and the opportunity is great. The only trouble now is that Yuanxin's trading company has gained the advantage of being the first to launch GSM in the first cities, and has set up specialized stores for mobile communication equipment."

Liang Renbing smiled and said: "Then Vice President Zhang from Yuanxin came over to me specifically and said that the business will be divested, so that we can continue to cooperate with them with confidence."

Jared blinked here and interjected: "Liang, if I understand correctly... the vice president of Yuanxin wants us to hand over our mobile phones to Yuanxin for sale?"

"That's what I mean." Liang Renbing nodded.

Cesar was also surprised for a few seconds, but he soon became calm and even smiled: "It's really a unique business model."

"At present, there is no communication mall in China to compete with it. There is only one electrical appliance chain store in Beijing... But it is still not as large as Yuanxin Trading. Not to mention, they seem to have no desire to sell communication products for the time being."

"If you put aside shopping malls, our channel advantages in various small stores that mainly focus on pagers are quite obvious. After all, MOTO's brand recognition is very high."

Liang Renbing said and handed Cesar a thick stack of Chinese and English materials.

He knew that Cesar came here mainly to announce prices and adjust channels and related policies according to market conditions.

Before that, he must truthfully report to Cesar the situation in the mainland and even the situation of his main opponents in detail.

Cesar took the information, glanced at it and put it on his lap. After thinking for a few seconds, he asked: "It means that the main thing we can rely on now is the mobile company, right?"

"right!"

"Then what's the mobile company's attitude towards motorcycles?" Cesar said and added: "In other words, what is the attitude of the Ministry of Posts and Telecommunications towards motorcycles' mobile phones entering the domestic market."

Liang Renbing was stunned for a moment, thinking of his previous meeting with the general manager of China Mobile, and said firmly: "Welcoming attitude, very warm welcoming attitude."

"OK."