Skyworth the secret of surviving

Nothing better than having a private business owner in trouble even worse things.

Late last year, Skyworth Digital (0751.HK) Stephen Wong, founder and leader of the legal issues encountered so many people can ride out the storm began to question the Skyworth. As private enterprises grew up fast, 10 years seems to have been troubled Skyworth, though always at a crucial moment before the head off, but the bosses who do not believe the trouble will not bring turmoil.

But after a few months but did not Skyworth performance as bad as people imagine. 2000, color TV market in China is still a small role in the Skyworth, 4-year period has been the first leap into the field Army. September 30, 2004 April 1, 2005 during the day, Skyworth's turnover of 4.349 billion Hong Kong dollars, the same period the previous year's 3.644 billion dollar increase of 30.86%; net profit of 187 million Hong Kong dollars, the same period the previous year's 081 million Hong Kong dollar soared 130%. Huang Hongsheng cause ridden in time, Skyworth has not stuck in mud, on the contrary, the high rate of business growth is actually rare in recent years, can be financially very rare that a good year.

At present, the past did not pay too much attention to competitors amazed Skyworth Skyworth excellent market performance, start it as a major competitor. "Skyworth took four years to nearly 5 billion yuan sales volume achieved from nearly 10 billion yuan, mainly R & D and market integration than good." Has more than one industry on the development of such a characterization of Skyworth. It usually does not Visible of Skyworth, R & D and the market in the end in what pattern?

Institute of multifunctional

Skyworth Research Institute at the New Komeito town Skyworth 15 mu production base in a corner, through the busy clutter of the workshop, the Institute three-storey building looks like a workshop. Boxes piled around the street, next to a plant in the workers are from the 4th floor, leaned out the window of a home-made using slide down to send foam packaging. This is probably the most we have seen crude research environment where, for comparison, many companies institute always has the most bright and comfortable office environment.

In fact, Skyworth Institute of itself really is a productive sector. In the third floor of the Institute has six different types on the production line, which is Skyworth Institute pilot and production departments. Original new product is a small trial and pilot on the production sector to carry out large-scale production line, once one part of the problem, a line of a hundred people had to stop to wait for changes. To avoid this, after the Institute of reform put into research and development testing phase, trying to design the product itself and in the R & D department to resolve the issue. As a result, the organizational structure of the Institute after the original innovation is simply engaged in scientific research, now transformed into an independent research entity, and entered the industrialization stage, not only do technology also start the process.

Skyworth Institute now has 700 people, about 200 developers, managers have twenty or thirty people, the rest are as skilled workers. New product came out, the first small-batch test and improve. That can be invested, and then into the pilot line production of 200 units to 2,000. Wait until sufficient production efficiency, process no problem, product maturity and then submitted to the production sector for large-scale production.

Skyworth's engineering strength of the weak, which is chosen to produce the phase section on the Institute to complete one of the reasons. Interestingly, the Institute's pilot line can support themselves, they do not test planned for the production department for processing, production departments to pay the appropriate fees, such as the Institute will make its annual funding of several million dollars.

In addition to volume production new products, the Institute will bear the test marketing of new products, such as pilot line to be first produced in 2000, sets new products to market for the first test market, the advantage of doing R & D in the first time to know how the sales of new products, there is any problems, shorten product development and industrialization process. Finished before the design transferred to production systems, production finished go to sales, production will become the information center and then back to R & D, but now simply open up a direct chain R & D and market access.

Dean Lihong An introduction, when Vice-President Zhang Zhihua, said with a smile Zhang Zhihua, "name pushed, name Tuitui Tui", research vice president Zhang Zhihua is responsible for promoting the veterans department, because the new products come out, the R & D also responsible for new technology and new product introductions to the production and sales. "Because the market a new product do not know what kind of advantage, so R & D personnel to branch offices around the country to go on all the technical training and introducing new products." Zhang Zhihua said.

Currently, Skyworth set up a special "product committee" members from R & D, marketing, sales, service department related to the composition, generally seven or eight individuals, each month there is joint production, supply and research and to communicate information. If a market product problems, marketing research and a team to go immediately to resolve.

Market Research Institute

Skyworth TV division president Zhang Xuebin recall a time when he assumed office, Stephen Wong called him in the past, the task entrusted to him the first thing is to let him start from the R & D department, investigate product quality problems and find solutions. Because at that time there's a lot of product quality has become a bottleneck in the system. Huang Hongsheng means let him first go to the months of R & D, Zhang Xuebin was spent on R & D department went to two weeks time to do a lap investigation.

In June 2001 long before the period of time, Skyworth's R & D by sector of the four groups; Institute of Software, Hardware Institute, Institute of Electronics Research Institute and HD, for each group by a boss. They would each go to the upper reaches of IC companies understand the new technology to the other experimental techniques are being developed to take over. Risks of doing so is either developed and market the products are out of touch, not the market needed products; or found out some products that do no use; or the IC itself is not mature, and blindly follow some of conceptual experimental products, the company invested huge, often for others to experiment, Guer losses.

In addition, the product developed, the R & D no further processes, such as a lack of first test and pilot the process and can not check the product R & D products directly out of production, something has gone wrong and come back again and again affected stability of product quality.

In fact, from June 2001 Skyworth Academia Sinica Lihong An now, was appointed chief scientist, has overall responsibility for research and development, to Zhang Xuebin to set up after the TV business unit during the period before, seems to have set out to find Skyworth solution. But wound up in the Skyworth, the solution has to be developed not just a part of the problem, but the entire business process and organizational structure of the adjustment, so until May 21, 2001 Zhang Xuebin the TV division was established integrated production and marketing research really began, and R & D innovation also will started.

It is said, after an extended stay, Zhang Xuebin first thing to do is to link research and development and sales. R & D personnel at the time of performance evaluation is not a standard, previously viewed not come to work, and whether the overtime was, and how each government department to do, and are more qualitative rather than quantitative indicators.

April 18, 2001 is the Skyworth annual technology conference in the conference relates to the recognition of science and technology R & D personnel, money allocated for the practice of Zhang Xuebin raised a new idea, based on the contribution of corporate profits to consider incentives for R & D personnel, new incentive program will be in accordance with the group who designed the designer of these products ultimately sold in the market to extract the ratio of the number of profit incentives. This new program has been supported by Lihong An Dean, because he started from 2000, tried to effective structural reform, trying to develop into a stable profit center.

"The designer of the technology and market profits bonuses linked to the completion of market-oriented, focus on efficiency change is the foundation of all." Xue-Bin Zhang recalls.

Risk and risk aversion

To open up R & D and market access, while the R & D personnel and market linked incentive mechanism makes R & D R & D project teams from product planning, technical solutions, such as matching production to market through the track in the end, can achieve rapid market reaction, but which also contains certain risks.

This risk is often competitors Skyworth question: This makes a certain product items may be over-dependent on one person or several people, the group's backbone once they left, the project may be paralyzed.

"We have been exploring this problem, and now a lot lower this risk. One is thinking of the design platform, the design of all the basic platform to share, many things are standardized, the second is to strengthen the management of each step completed, the results should be written into a file, people go, the file is still there; third of each project is not a person to do, is a group. in arranging a project consciously arrange replacement, in a project group where two people may or three people doing the same role, but for a different focus. Through these methods avoid the risk that the method from scratch with the end of the current would indeed greatly increase efficiency, researchers would be very concerned about his product, they often go to market see the technology has no problem selling status. "Lihong An said.

Zhang Xuebin said Skyworth Group R & D investment has accounted for sales of 1 / 4, but Skyworth Research Institute has been trying to save costs as much as possible through various channels. For example they will actively participate in national research and development projects, from a subsidy; joint upstream businesses invest in new product development, but also with the development of the joint tube factory dies. When they push "flat Storm" is the time to find manufacturers willing to do joint development of the mold tube. "Because of the high cost of a mold, tube manufacturers will be out some money, thus reducing our risk." Research vice president Zhang Zhihua said.

Skyworth Institute definition of innovation itself has been adjusted, and their principle is innovative but not too much ahead. "We think the year ahead after." Lihong An said, "As long as a year ahead to products, product technology R & D may be a few years to do well, we are likely to become victims of the industry." He felt that combining the actual situation of Skyworth and industrial location, put out the satellite products uneconomical. "Products ahead of 3 months to 6 months is the best time to market, rivals such as large-scale investment, the market matured, Skyworth and then accelerated forward, to obtain high profits."

Today, however, Skyworth is facing greater challenges Academy. In 2004, Skyworth Group, the purpose of the establishment of the Academia Sinica in the hope that they will not only TV division is responsible, but also for the new industrial technology research and development companies. Skyworth has always pursued "with fewer people doing more things," was only about 200 R & D team under enormous pressure. "This year, the pace of product development research institute to reach last year's 1.7 times." One researcher said, "We estimate that during the New Year I am afraid that can not rest."

In fact, Skyworth Institute now finds itself a bit confusing law and order, Gong Ming Town, attracting R & D personnel disadvantage. The Research Institute to meet the Group's 100 billion yuan in 2015 to achieve the scale of need in research and development to make some changes in the layout. Example, need to pay more attention to more sophisticated techniques, but "we are now considering a 3 to 5 years of product, but it does not take into account the product after 10 years; In fact, when conditions permit, we really hope that the Institute of Environment and equipment can be improved. "










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Expert Q & A: formation of six key issues WLAN

Wireless network in its "ubiquitous" in pursuing the appeal is becoming the focus. Both the network upgrade or re-networking, people always want their network to get rid of the shackles of cable, into the free world. However, compared to wired and wireless products or new things, not all users can set up a good grasp of key points. Here, we collected six questions to answer with a universal, we want to help set up WLAN.

Is 802.11g or 802.11b?

For now, people have three ways to achieve wireless Internet, wireless Internet access and WLAN respectively, CDMA, GPRS Internet. In terms of domestic users, either speed or charges, WLAN wireless Internet is a great program experience wireless freedom. WLAN networks are now on the market to set rates according to the different products can be divided into 11M, 54M, 22M, 108M, among which the most common before the two products. So for home users, both standard products which is more suitable?

To answer this question is not very easy, because although 802.11b 802.11g products can be viewed as a product upgrade, but in compatibility, stability and coverage area, the price advantage is not obvious. First of all, 802.11b 11M transmission products faster than DSL, LAN and other family type common broadband access speed, fully meet the home users share wireless broadband Internet access needs. Secondly, 802.11b products in the price acceptable, from the current price point of view, the brand of 802.11g with 802.11b products is often the price of 2 to 3 times, but just recently a few companies will lower prices to the user acceptable level. Have proven more 802.11b products, great choice, it is more suitable for home users choose.

802.11g is the mainstream of future development, but here to remind everyone that, 802.11g and 802.11b products product mix, the throughput can only reach 14.4M or so, so 802.11g products more suitable for the formation of the new network.

Need to purchase separate wireless firewall?

Network security is an eternal topic, but in the wireless network is particularly heavy. As for what kind of 802.11x security vulnerabilities will not repeat them here. We want to answer the question is: set up a separate wireless network requires acquisition of the wireless firewall?

In the wireless field, to concentrate on products dedicated to firewall functionality is not much, if any, the price can not afford home users. In other words, wireless firewalls and other products is always bundled with other products as an additional functionality, which is the most common wireless broadband router.

Wireless Broadband Router is higher than the cost of wireless AP products, is the realization of a home network to share a good product. Home prices remain at between 500 to 1,000 yuan in sales during the summer, their prices have dropped significantly. These products are typically integrated AP, routing and switching functions, and some products are also using advanced Stateful Packet Inspection firewall, DoS attacks can be protective, but also the possible problems E-mail to issue a warning notice. In addition, many products also have a variety of security measures, such as 128-bit WEP encryption, SSID hiding, MAC address filtering. MAC address filtering which is commonly used in high-efficiency small-scale network security solution that user data packets by examining the source MAC address to authenticate the user's credibility. For advanced users, but also through the VPN feature to create their own dedicated security channel.

To ensure the security of wireless networks, using a firewall is necessary, but not for home users need to buy more, those with a wireless router firewall and associated security measures to meet the demand. Although this hardware firewall can not block all network viruses, hacker attacks, but to prevent or have a certain effect, while not occupy system resources. Finally need to remind you that in the wireless network, the traditional software firewall, antivirus software can also play the role of a good safety precaution.

Wireless LAN is a USB interface, or PCI interface?

Wireless LAN according to the different interface types, divided into three types, namely, PCMCIA wireless network card, PCI wireless network card and USB wireless network card. Which, PCMCIA wireless network card can only be used for notebook, desktop computers for the latter two.

PCI wireless card for desktop machine is mainly designed to use PCI slot, its advantage is independent of the host CPU, and the direct exchange of data between computer memory and reduce the CPU burden. But its disadvantages are also obvious, is not adjustable signal receiving position, vulnerable to interference from the host computer, easily dropped. USB interface using the wireless network card not only has the Plug and Play, heat strong performance, transmission speed advantages, but also the ability to easily use USB extension cable the network adapters from the computer, to avoid interference and adjusts the position and direction card. The drawback is not easy to manage, and the price is relatively slightly more expensive.

From the above analysis we can see, unless your motherboard does not support USB interface, or should be preferred USB wireless network card, and prices are generally acceptable, as the TP-Link WN230 USB Wireless Network Card only 290 yuan. If your USB device more, you can "drag 4" USB adapter head solution.

Wireless Set is sad to you?

From the recent promotions of view, the most dazzling variety of wireless packages. From the business point of view, such products are mainly targeted primary users, aimed at expanding its market share, Erju the product compatibility, Pipei upper right Xiaofeizheyou Yi Ding guiding significance, In addition, the costs remains the more obvious the concessions. But from the consumer point of view, this is not necessarily cheaper so well accounted for. I need a friend from work, started early in the unit using wireless, and recently also want to set up a wireless network at home. Although the wireless sets a very good value for money, but he has a PCMCIA wireless card, just need a wireless router. If he is not worth buying the whole package feel; if a single purchase, the price of the "huge" gap between it difficult to accept.

But needs to be emphasized is that each product has its own market positioning, wireless package deal mainly with the "poor white" of the primary user. Consumers who already have a foundation to buy the wireless package although some inconvenience, but not necessarily spend money wasted. Very worth learning here a kind of practice: in the market looking for a "like-minded" friends, both what they want, with the purchase of a wireless package. Contact each other to stay before breaking up for good care of each other during the warranty period. This will not only enjoy the preferential policies, they get a satisfactory product, but also more of a "circle" friends.

Need to buy the antenna?

People asking for an indefinite distance wireless transmission, and we clearly Products in the "maximum distance" Most things in the absence of any shelter calculated under the conditions of actual use of them failed. We do not need to buy the antenna?

We first of all should be clear, whether the wireless network card, wireless AP or wireless router, have built-in wireless antenna. When the transmission distance close, generally 20 to 30 meters indoor and outdoor 100 meters in 50 hours, no need to purchase an external antenna. Secondly, the effective transmission distance of wireless signal penetration also related to the gap between different products is also very large. Brand-name products can generally be within 30 meters through two Duqiang Bi, and a few low-end products will be dropped may be a turning point. In addition, the decision of the scope of wireless networks is the key AP or wireless router, and wireless network card does not matter much.

From the above analysis we see that, for home users, only when the need for long-distance data transmission, it become necessary to consider outsourcing gain antenna, while the home a short distance transmission is not necessary to purchase another antenna. If the business has repeatedly stated that the product does not configure the external antenna affects the normal transmission, then we have reason to doubt the quality of the product, do not buy this product worth mentioning.

Mature products should pay attention to brand?

Relatively speaking, 802.11b is a relatively mature technology, there is a lot of support for its products, and the price is very attractive. That we can ignore the brand and the value price?

On this problem seems to be some old-fashioned, but we trust in the brand's intention to promote not just limited to the product itself, which requires buyers to look at from the perspective of long-term wireless products.

First of all, on the speed and signal receiving capacity, currently supports the 802.11b standard products are mostly similar, but has much power and stability of the difference. Authentic brand-name manufacturers will adopt a brand of wireless chips and electronic components, reliable quality and stable performance. Individual small factories were mostly unknown even by low-grade defective wireless chip, which resulted in product power is too large or too small. Power is too small, then the wireless network signal coverage and transmission stability of the poor; power is too large, it will have a negative impact on the human body. If a PCMCIA card, laptop wireless freedom on the ability of even worse.

Secondly, wireless products is a time of progress, only those manufacturers have the ability to upgrade the program in time for the users, and small plants will not have the energy to provide this service.

Finally need to be reminded that, although now supports 802.11x standard products a lot, but not quite standard, the manufacturers on product compatibility with each other remains to be further improved. Meanwhile, the manufacturers in order to highlight its own characteristics, but also created a lot of technical terms, there is no energy to ordinary users Discrimination. So if you want your wireless network expansion in time, upgrade it, or choose a brand it. Wireless network in its "ubiquitous" in pursuing the appeal is becoming the focus. Both the network upgrade or re-networking, people always want their network to get rid of the shackles of cable, into the free world. However, compared to wired and wireless products or new things, not all users can set up a good grasp of key points. Here, we collected six questions to answer with a universal, we want to help set up WLAN.







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Rebate good use of this double-edged sword

Rebate is a double-edged sword, if used properly can play the role of dealer incentives can be used properly once, will play opposite effect, become short-term behavior of the induced bad dealer agent.

To motivate distributors, many companies are developing rebate incentives, the intention is to mobilize the enthusiasm of the rebate. Rebate is judged according to certain manufacturers, in cash or in kind to the dealer incentives lag, which has lagged cash features. The current approach of most enterprises is linked with sales. However, the rebate is a double-edged sword, used properly can play the role of dealer incentives can be used properly once, will play opposite effect, become short-term behavior of the induced bad dealer agent.

Manufacturers generally based on the dealer to rebate sales, higher sales volume, the higher the rebate. This is to mobilize the enthusiasm of dealers, to encourage dealers to market and sell their products. This is true to some extent, can play the role of dealer incentives. After all, is very important for the manufacturers to improve sales, especially early in the product market, dealers manufacturers whether their ability is an important standard to dominate the market. When the products to capture the market, manufacturers shifted the focus of sales efforts to stabilize the market. At this time, simply based on sales volume rebates will be more and more obvious defects. To fight for the interests, dealers will want to increase sales, but in a certain time limit of the region can not complete the sales goal, they inevitably think of changing commodity, such as product sales at a low price will be out, or flat out into the flat or even lower in the wholesale purchase price. Results, leading to confusion or even crash the price system.

Case: rebate, is not easy to say love you

Side is always the marketing boss of a cosmetics manufacturer, the sales performance last year, well, this year prepared a go. To achieve this goal, the party always introduced new incentives, based on last year to further improve the amount of sales rebate incentives.

Side developed three different total annual sales volume targets, that is a necessary task, tasks, and sprint for the task, the completion of the higher annual sales targets, the greater the percentage rebate is at the end to inspire more sales distributors. Three indicators as a necessary task 2 million, 2.5 million yuan for the task and the sprint task 3 million yuan, rebate rates were 1%, 3% and 5%, corresponding to the rebate amount of 20 000, 75 000 and 15 million.

From the side view of the total rebate policy, if the dealer will guarantee of 200 million mission, can only get 20,000 yuan of sales rebates, but the completion of three million of the sprint task, you can get 150,000 yuan. So long as a 50% increase in sales, rebates can withstand a good turn.

For dealers, the profits of their own is definitely placed first. Induction of the new rebate policy, the dealer will Qiaojiannaodai red sales, for the maximum amount of rebates received awards. As a result, some dealers wantonly changing commodity to the other regions; some dealers down fire sale prices. It seems as long as they can get the maximum levels of rebates, the expense of profit or cost-effective point spread.

Changing commodity and cheap to stop the fire sale, the gross violation of the dealer for some repeated demands, and threatened to deduct the rebate, but simply does not work. Because manufacturers bunk payment deduction in the hands of dealers, so dealers have nothing to fear. Thus, the situation escalated, intensified, the original number of dealers have been forced to comply with the order involved, the more sold, the lower the price, less than a year, the price close to the "sell through."

Dealers blamed each other, complaints continue, the total party was badly battered, the company's marketing staff around the fire, exhausted, the original "make the market" of the marketing staff has now become a "do fire," the. In order to minimize the gross low-priced products on the market order the destruction of a particularly serious for those who sell regional market, the manufacturers pay for the fire sale of products bought cheap. But the situation has not improved, because the source is not blocked, manufacturers continue to buy cheap products has continued to flow to the market.

How do? Total pain side determined to dealers on the implementation of several serious FALSIFYING out of stock. The dealer was out of stock dissatisfied that none other than the first, if provoked FALSIFYING war, how should I FALSIFYING it? I am not in a FALSIFYING, so what right off my goods? Them in retaliation for manufacturers, the remaining products will be lower prices Shuaixiang market.

Originally wanted to prepare this big, did not expect to like this. Then the manufacturer should be rebates on how to maximize the incentive to check their negative effects? Recommendations from the following three tasks:

1, according to the process of management is necessary to consider the standard rebate

Rebate policies in the development, not solely to sales as a standard, but should be managed according to the needs of integrated assessment process, it is necessary to attach importance to sales incentives, but also should pay attention to process management. This is to help distributors increase sales, but also to prevent irregular operation of the dealers, but also foster a healthy and orderly market environment.

Manufacturers can work for marketing some of the details to set up a reward distribution rate may relate to the scope, vivid point of sale, all items purchase, safety stock, to comply with regional sales, special sales, distribution and compliance of payment and so positive.

1. Shop market display award

Just enter the target market in the product, in order to quickly reach terminal products, manufacturers to distributors Distribution Issues Award as the appropriate human resources, capacity subsidies and distributors of products on display in the best position to be rewarded.

2. Channel maintenance award

To avoid stranded goods dealers and led to products based on the work of lagging sales decline, manufacturers of "channel maintenance award" in the form of incentives for distributors to maintain a product's effective, appropriate size of channel network.

3. Price credibility Award

In order to prevent FALSIFYING, arbitrary price for their bad behavior and causes the final loss of profit margins, manufacturers set the "price of credit Award" to strengthen the dealer's control.

4. A reasonable stock awards

Manufacturers taking into account local market capacity, delivery period, the goods turnover, and accident safety reserves and other factors, to establish "reasonable inventory Prize" to encourage dealers to maintain proper inventory.

5. Competitive Collaboration Award

Implementation of policies for the dealers, advertising and promotional tie, setting up collaboration and information feedback Award, this can strengthen their relationship with the manufacturers, but also dilute the conflict of interest between them.

Second, phase adjustment according to product rebates focus

With a rebate to encourage dealers, manufacturers should first understand the specific objectives to be achieved at this stage what is targeted in order to obtain really want. Stages in different markets, manufacturers of key objectives are different, so the focus at different stages of the rebate should be different, so manufacturers can achieve goals and inspire unity of purpose.

For example, in product introduction focused on the rebate incentives to encourage dealer distribution rate, opening rate, and so vivid indicator of the amount of improvement and dealer delivery to complete; growth stage in the product key lies rebate against competing goods, plus college marketing, market intelligence feedback, distribution efforts, implementation of effective promotional items such incentives ratio supplemented by certain sales incentives; in product maturity will have to attach importance to maintaining access order, rebates should keep area sales, compliance with price regulations mainly shipping and payment compliance, sales incentives play a supporting role only.

Third, as a management tool for rebate

Rebate incentives both play the role of distributors, dealers have to play the role of management and control. Because the rebate is not on the spot cash awards but lagged realized, some dealers profits deduction in the hands of manufacturers, and manufacturers to seize the initiative, if done correctly, can be made into a control dealer rebate an effective tool.

Some manufacturers such rebate policy formulation: Dealers full implementation of the price system by the company's sales rebate of 3%; dealer sales exceeded requirements, rebate of 1%; dealer did not cross-regional sales rebate of 0.5%; Dealers better plan the implementation of marketing and promotions, rebates of 1%. If the dealer is not changing commodity prices and other arbitrary acts, you can get at least 3% of the rebate, if the dealer does not regulate a variety of means to the sales charge ahead, they can only receive 1% rebate, and then sold a large distribution business is not worth the candle. Of course, not only surpassed those sales, and no random act of changing commodity prices dealers benefit the most.

Some manufacturers also more rigorous management to crack down on disorder and other short-term behavior of changing commodity prices, as long as the dealers have random acts of changing commodity prices, the year-end rebate to be abolished, this dealer is a great deterrent. So, manufacturers will be able to use rebates to curb short-term behavior such as changing commodity dealers.

If the company only wanted to give dealers a bigger profit margins, but also to maintain price stability, then how to do? One approach is that business to the dealer's wholesale price is the dealer's Chuhuo Jia, and is not spread, dealer profits have not spread, so that the profit depends entirely on the manufacturers dealer rebate.

Home dairy enterprise is to take this approach, the factory to a dealer price of 10.6 yuan per bag, while a dealer has to lower the price by the distributors, and distributors to higher point Price sold to retailers, a dealer in principle, there is no spread of profits. Pricing policies for sale of products by manufacturers of a dealer, after the end of each quarter, according to the amount of sales per case to a higher rebate amount. The factory price for non-compliance with the policy of a dealer, then no rebate, or even revoke its franchise. This makes the product price in the market to maintain stability and to prevent such a race FALSIFYING bargain confusion, and ensures the dealer profits, enhance their business initiatives.

Reference: Pepsi's rebate policy

Pepsi rebate policy on the provisions of sub-divided into five parts: an annual deduction, quarterly awards, annual awards, specialty awards and incentives to support next year, in addition to annual deduction for the "out back" outside the (specified in the contract of 1% ), and the remaining four awards for the "dark back," without prior agreement of the implementation of standards, afterwards told the dealer.

1. Quarterly Bonus: after the end of each quarter within two months, according to a certain percentage of the product form for purchase. This is not only dealers on the quarter recognition of the work, but also for the next quarter, sales support, so that manufacturers and distributors to promote cooperation in each quarter finished, reflect on the situation of cooperation and summary, mutual exchanges, study the market situation. PepsiCo also send each end of the quarter, sales director of the dealer sales representative training and guidance, to help implement the next quarter sales and implementation of measures to enhance mutual trust.

2. On buckle and annual awards: the year is to complete the sales dealer recognition and reward. Deduction and annual awards in the following year's first quarter, according to purchase a certain percentage of the number given in the form of product.

3. Monopoly incentives: a dealer in the contract period, Pepsi-Cola in soft drink monopoly product, the end of the contract, the factory according to distributor sales, market share as well as cooperation with the manufacturers for their reward. Voluntary agreement established by the distributor monopoly, and in written form to fill in the contract text. In the contract execution process, the factory will check whether the implementation of the monopoly distributor agreement.

4. Support the award next year: the completion of the year sales goal is to continue and Pepsi-Cola companies, and has renewed the contract of sale of the dealer's sales activities in support of the following year, this award the following year at the dealer to complete the premise of the first quarter sales Under the first month in the second quarter to give the product form.

Because of incentives advance over the "bottom" of space is too small, low-cost selling dealer if the losses and risks, manufacturers will not be considered. And Pepsi in the contract also provides for quarterly evaluation of the distributors of some items: for example, actual sales; regional sales market share; to safeguard the sales market and Pepsi sales price stability; whether the implementation of the factory's sales policies and strategies and so on.

To prevent fraudulent sales, the company provides appraisal by the Marketing Department, Planning Department staff are deployed to form a coalition team to inspect from time to time to ensure the accuracy of score results, authenticity, truly reward and manufacturers to jointly maintain and expand market dealers.






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Opened a pack of genuine secret behind the Win 7

November 12 message, Microsoft Windows 7 operating system in China has been officially sold more than half, Artesyn Technologies noted that some people are online and offline sales with a discount price of genuine Windows 7 activation code. Normal retail price of 2,460 yuan for Win 7 Ultimate activation code can be purchased for just 250, this activation can be activated by phone or Internet, except for telephone services is not Microsoft, its function is fully consistent with the retail version.

Low activation code from Microsoft's Developer Network

Artesyn Technologies has a number of visits to this ultra-cheap Win 7 activation code of the dealer, finally learned that these low-cost all genuine Win 7 activation key official from Microsoft MSDN (Microsoft Developer Network), and these low activation of the sale price more than those who paid for the MSDN subscription account owner.

According to the provisions of Microsoft's MSDN, in the payment of a subscription fee, MSDN subscription caught free access to multiple Microsoft products and related ISO image activation.

To Microsoft's MSDN Universal Edition account, for example, you can download all the products Microsoft ISO CD image, and get all the genuine product activation (including activation of 10 retail, Enterprise Edition, Version activation key large customers each one). It is reported that the activation code through the MSDN apply to commodities consistent with the retail version can be upgraded properly activate and enjoy the follow-up, the only difference is that the phone can not get Microsoft's support services.

An interest off the chain behind Windows 7

As early as 8 week, Microsoft online cheap in tracing the source of the serial number had already noticed MSDN subscribers, but only dared to express low activation "may come from MSDN subscribers," not as conclusive. It seems as normal, MSDN subscribers need to pay high fees, these subscribers can not provide a sufficient number of activation in support of long-term sale.

MSDN Universal edition still accounts for example, the market price of more than 30,000 yuan, the use of such accounts for 10 Win 7 Ultimate activation code and a sale is clearly worth the discount, but Artesyn Technologies understand that many people are relying on the business made a fortune, seemingly unprofitable a break already behind Win 7 with a sound chain of interest.

Artesyn Technologies, a willingness to accept the activation key sales staff interviewed said, Windows 7 aimed at individual users of such activation is not their main business, product activation key for enterprise customers is the key profit.

"Many SMEs have the office software and server and desktop operating system needs, these companies generally do not have special software procurement plans and personnel, they are long-term users of pirated. Genuine price they are hard to accept, but also worried about experience related litigation, they will usually do the procurement of genuine spare sets, we can price shipping genuine Folding them, this is our main source of profits; followed by a variety of Microsoft development software and Microsoft-specific software, shipments of such products volume is small, but great profits; Vista and Win 7 to individuals to buy such products can not bring a lot of profits, so take a quantity of a ship just off. "

"An account though expensive, but if caught SME users, enough to make on a small, Win 7 when earned pocket money on such products has."

On the supply problem, he said: "Many large companies have their own MSDN account, but the company will only use one of several Microsoft products, we are the company's software with these buyers are very familiar with it from them received a number of activation code, if necessary, as long as not too exaggerated amount we can meet. "

Activation is difficult to define low-cost illegal

Artesyn Technologies realize that the use of MSDN sales very difficult to define the behavior of low activation is illegal, a legal worker, said that sales activities and sales of pirated different, although it may be in violation of Microsoft and the MSDN subscription agreement between the , but it is difficult to give accurate to judge from the judicial point of view. "The biggest risks may be Microsoft's restrictions on the related products."

Win 7 is not a shock off the regular retail version of Win 7 of the market, more consumers preconceived activation of these low-cost sales were classified as liars go, these low-cost sales were not willing to activation caused by too much about Microsoft's attention .

In interviews, several low-cost activation key buyers of such products, said the reasons for their choice or price, cheap genuine activation key balance of such consumer awareness and purchasing power of the huge gap between.

"Without such a low price of genuine, I cracked version is expected to choose to deal with what", who had just bought a pack Win 7 Ultimate consumer says.







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Five 8-word mantra! Speculative memory are major contributors spit voice

In 2005, in March, speculation has started to move even the memory of the mind. Even a very conservative person drops, so that I even MM. Reason? Very simple, even non-smoking, no drinking, no gambling, cardinal vices as only James is upset because his girlfriend used to get even get a flat even. Sauce for the shrimp sub-one will even think of fried memory? This matter should begin at the beginning, it may be lengthened.

1, from 85 yuan to 300 yuan

Long, long ago, ah, give it a long time an exact date, that is, 2001. In 2001, when, even bought a 128MB of memory HY bulk, cost 85 yuan. Was very pleased, but soon began to regret it, because the price of 85 seems to be a watershed, from 85 after the way the memory price rebound, rebound to the highest time, it seems that the note 128 to more than 300. Even that it hurt, often dreams late at night, mind repeatedly, over and over again just a thought, do not buy the root for the shrimp was 256 too!

In 2001, when even just graduated soon, for the operation of such a high level of capital has no concept of things, memory prices from the mad mad down, even only on the difference between 128 and 256 Bale. But never found, IT circles have the same stock or a house similar kind of thing exists, it is memory.

Memory prices are rising daily ups and downs or, if the stock closed opening day, fun is fun, in life, after all, not affect. Although the fast-changing market, but a small range of cute, even so for consumption in a two end-users, the price fluctuations could indeed be negligible. This situation, in March this year, has finally emerged to change.

Second, Zhuge Liang fried cabbage

Some days there is no concern about the memory market, and they suddenly find, 256MB HY Article bulk prices have fallen below the 200 mark. Shocked surprise, this price is close to that legendary 2001 price. After all, is not then Sentimental boy, this time filled the hearts of the first idea, is no longer a difference between 128 and 256, but the ringing of the words "fried memory!." This idea was very Rangou rush around for a while, prepared a feasibility analysis report (Report to the dual MM), the introduction of venture capital (investment dolls father), pick up the purchase channel (trade secrets, not here revealed), everything is ready, not due east (256 MB memory prices have continued to the bottom 170 of the price), but finally did not even start with the last, because one thing only, that is, this time, Zhuge Liang too much .

Even close to everyone, regardless of IT industry-industry, these days, and my topic is memory crash, ready to hoard memory. This one does have a thin body shape in the next, and reminiscent of the relationship between memory, but otherwise, Ou Yexiang to year even when the idolized Vivian Chow, a film called "Big Time" in the classic Hong Kong films of a classic lines: "When Aunt farms selling vegetables are buying stocks, the stock market crash not far away from." Er er, everyone in the store memory, the memory that store sell it to go under? Market capacity is limited to even run on it, Oujia motherboard to blame, a total of only four memory slots, even after inserting a 1.5GB of memory, no longer could not get more memory, and memory prices dropped cabbage what? After all, not buy it back when the cabbage to eat.

Third, even the analysis of homework

Only one had ever even thought of speculation, after all, failed to materialize. But too early to do a lot of bigger way, homework, lying is useless, as party of a laugh it out Bo.

Ah, the memory price fluctuations why do so? JS popular argument is that hoarding goods, caused by market manipulation. Of course, to even other guy a long time hatred of the JS's point of view, this is a fairly vent, but in fact, slightly analysis, we know that this argument is groundless. Solely on the mainland, the current major memory manufacturers on the mainland market shipments for the month over at 100 K. In such a large magnitude, the one or two distributors to keep stocks at the price it can be said often minimal.

In addition, the memory channels from the manufacturer to end-user hands, the difference is not large, taking up money but many, the memory industry's only survive the rapid circulation of capital. The cash flow on their own end, and brandished a knife from the palace this is no different. Dealers do not know where, how much is a compound surname east?

Third, even if the dealer store goods, can cause memory it when the price rose to a certain extent, but all the way down, it not wonder that. In summary, the memory price fluctuations, and should have little to do with JS. This is not because good intentions do not want to manipulate memory JS Price, JS and even the manufacturer is on such a daunting task it is determined to Shazei, powerless.

4, the vane fab

Ye Hao memory industry, other industries worth mentioning, vane ultimately rests in the hands of the pyramid top. Memory industry pyramid is fab. Fab is a good point of sand into gold treasure, Ou Yexiang to build a wafer plant, is the funding gap slightly, cover can not afford. That is to build a wafer plant more expensive, so fab even the existence of a global scale, it can only 5 bit number coming. Memory, the wafer plant is the manufacturing plant, Kingston and his ilk, it can only be packing plant. Therefore, the price of memory, in fact, is completely controlled by the foundry.

That being the case, the memory price fluctuations, it only reflects the oligarchs fab uneven distribution of benefits it brings feelings of irritability. Memory prices rose in March last year, so that consumers feel aggrieved dealer 钂欏彈涓嶇櫧涔嬪啢 the moment, it is called in Taiwan, Powerchip's fab rise time. Powerchip Semiconductor said to employees in March 2004 received 1 month to 3 months salary. Sources were already in the wafer in the factory to remind South Korea's Powerchip Semiconductor of Taiwan has increased. Perhaps the Koreans feel a little cow enough fab little pressure on them right, nor too seriously, can wait until the South Koreans are beginning to realize because the PSC's powerful impact on their interests all the time late.

Thus, Han Guojing per plant began start together contain other chip fab prices starting from October 2004, chip prices have been falling, even so, the spot price of PSC even than the contract price of grain per plant also low. In oligopoly era oligarchs good if it does not discuss, in the case of conflicting interests is likely to lead to an oligopoly on the product price volatility of the situation.

The recent sharp fall in memory prices, reason, only the old oligarchy and the new oligarchs distribution agreement reached between the interests of small friction Bale. Friction will be over eventually.

The other factor affecting the price of DDR memory, Intel is on the My Fair Lady DDRII, it may just be wishful thinking that the gentleman again bent it. About, and ultimately the fate of just tossing and turning, or at least provide AMD a little joke when the staff lunch? DDR is now high noon, or in any case, when the price of the downturn should not last too long.

5, must know that the grocery shopping the Heart

Of what metaphysics actually not too useful, or down to earth a bit and see if it stores market. Yan, HY sliver bulk material is not cheap and the United States, are dealing with Chinese cabbage is also, only in large, can be referred to as the market benchmark. A-data, Kingston value, LPT and other note, the amount they are cheap enough, is the parity cabbage is also. Kingston Hyper, CORSAIR like, the price is high, the benefits of've only got a fever, or superstitious person can understand, This is the new concept of green cabbage is also high. From the view of the recent price trends, selling inexpensive Chinese cabbage in the price of dealing with Chinese cabbage, cabbage processing, selling price of dealing with another discount, high-tech cabbage Well, relatively far from the market, the concept already fried, so the price reflects the slow, basically still the same.

Well, if the spouse is a consumer choose what kind of cabbage? Even feel that the price of cabbage with handle, inexpensive cabbage is the most sensible choice. Now that the price affordable, there is no need to go for processing cabbage. If at this time to buy green cabbage, is a large reduction in the audience that when we seek to buy only full-price merchandise, though not impossible, but after all some stupid suspect.

Dad burned fragrant cabbage soup has been served meat bones, on the topic of Chinese cabbage is also the end pull. Eloquent a great article, if the fall in the hands of high school language teacher, most can be made irrelevant to write about 1000 miles as the evaluation of the 8 word mantra. In order to avoid misleading the young readers, this central argument in this Summary are as follows:

鈼?In all promising memory crash situation, accumulation of memory is not a good choice, if you want to get memory building block play is not on that list.

鈼?In view of recent serious cabbage prices, memory prices, and cabbage prices have further widened the close, so if you have spare slim motherboard slot, do not hesitate to fill it.

鈼?If you have more abundant resources, fab is a good investment choices, a few more cover it, make no compensation package.






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Scarce in China International Economic and accounting personnel proficient in

After the economic reforms started about 15 years, China's accounting staff for the planned economy are still using the design of book-keeping system, which apart from western accounting. As a result, the Chinese economy with its modern adaptation of qualifications and knowledge of severe shortage of accountants.

Hong Kong, the world's Big Four accounting firm Deloitte & Touche partner 鏂拏鑺嘲鍕?said: "We (in China) is the lack of experienced older accountants? Yes. We are one of the biggest challenges is getting the appropriate experience and oversight of accountants. "

Accounting services market demand is rapidly expanding. Staff lack not only the big four firms and their smaller local competitors headaches, also may slow or even undermine China's integration into the global capital market system process.

Representatives of China's integration into the global system, are those listed outside the mainland state-owned giant original. Trying to emulate their company growing. However, some companies struggle to secure the services of the big four accounting firms face obstacles, they need to make the accounts comply with accounting standards abroad. A Hong Kong investment banker said, "I think 'Big Four' is a huge work pressure. I have seen examples of this: The customer may have to delay a transaction because their auditors can not provide the appropriate resources in a short time. "

China's integration into the global market, the other side, that is, the Shanghai and Shenzhen Stock Exchange, foreign investment, as also by China, the impact of the accounting staff skills.

Secretary-General of China Association of Certified Public Accountants, said: "Over the past 10 years, we have been changes in the accounting point of view." China's seventh largest local accounting firms duty senior partner of Chen Yonghong International believes that, in essence, not a lack of manpower , but the lack of outstanding international talents. He said, "We have many applicants, but only a few are sufficiently professional.






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Firefox 3.6 will be shielded malicious plug-in

Firefox (Firefox) browser, Mozilla developers said Tuesday, the official version of Firefox 3.6 release, it will add a mask malicious plug-in features to enhance the stability of Firefox running.

Mozilla said that Firefox 3.6 will increase called "component directory lock" the new feature, namely the prohibition of outside developers access to the Firefox components directory plug-ins. It is reported that Firefox most of them run the code in the directory. Mozilla that the Firefox 3.6 version add the locking feature, will improve the operational stability of the product.

Firefox front-end development team director Jonathan Nightingale (Johnathan Nightingale) Tuesday said: "We decided to add plug-in access lock function, mainly to improve the operational stability of Firefox." He also said that from Firefox 3.6 version, outside developers have clearly stated in its plug-in version of the Firefox application is not up to the requestor, Mozilla will be shielded.

Nightingale said that as the Firefox 3.6 version will no longer allow access to components external plug-in directory, external developers to write plug-ins in the future need to re-code, which must be based on XPI file format. Nightingale said that although the majority of external plug-in for the sake of users, but there are a small number of malicious plug-in gives users the stability problem, "users to install malicious plug-in, it will encounter other normal functions can not use Firefox, slow down or even collapse of the behavior is running. "

Nightingale and failed to criticize Which plug-ins can cause Firefox to run unstable. Middle of last month, but Mozilla said, because Microsoft released two plug-in for Firefox NET Framework Assistant and Windows Presentation Foundation security risks exist, the network may take the offender to attack, Mozilla Firefox in the decision to shield these two Microsoft plug-in normal use.

Mozilla has said it will try to release before the end of this year, the official version of Firefox 3.6. U.S. Net Applications, Internet traffic monitoring statistics released earlier this month, this year in October during Microsoft's IE browser market share worldwide in September of 65.71% down to 64.64 percent, over the same period the corresponding Firefox market share of 23.75% in September increased to 24.07%.







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