Media Tycoon since 1999

Chapter 10 This guest is stable

Gao Yang's question today was not a topic prepared in the email at the beginning, but a question he came up with after listening to Xu Yaoming's PPT.

Naturally, Gao Yang can also ask some more pointed questions, such as COMPAQ's current channel agency model, the agency is the so-called "carrying boxes", without the ability to provide value-added services.

Even, COMPAQ's channel management may cover the general generation, the first generation and some provincial distribution, which is quite extensive.

The agent sends money to COMPAQ to purchase goods, and COMPAQ authorizes sales. At the end of the year, in order to complete the sales task, it may also press the agent for goods.

A lot of things in terms of channels go deeper, but that's actually the case.

In this era, the home computer market is still relatively small. Many people choose to go to the computer city to find DIY merchants to install their computers. Branded computers are much more expensive.

Brands such as COMPAQ actually focus on industries and business users. A provincial distributor may have tens or hundreds of computers for a single business, or even tens of thousands of computers for a large order.

In addition, after COMPAQ acquired DEC, the agency systems of the two companies were very different.

DEC makes minicomputers, and the users are usually big customers in the industry, such as banks. The price of a minicomputer may be equivalent to hundreds or thousands of PCs.

It is difficult for DEC's agency system to integrate with COMPAQ. The sales models of the two parties are almost completely different. It is not easy for DEC's agency channel to promote the sales of COMPAQ PCs when selling minicomputers.

However, COMPAQ's PC dealers want to help the sales of minicomputers, but they don't have the ability to be a major customer in the industry. Minicomputers involve a lot of after-sales service.

More importantly, after DEC was acquired by COMPAQ, many DEC users stayed on the sidelines and stopped placing minicomputer orders with DEC, and even canceled the original orders.

In these aspects, Gao Yang can bring up a series of topics after digging deeper, but he doesn't have to do so.

Afterwards, Gao Yang asked another question about the home computer, and stopped interjecting.

These reporters today, no one can compare with Gao Yang in their understanding of IT channels. After all, Gao Yang had 10 years of professional experience in his previous life, and he was even called a channel expert.

That's all for today, just get Xu Yaoming's attention.

After 11 o'clock in the morning, Xu Yaoming's exclusive interview ended. Two or three media outlets were not interested in the channel, and the reporter asked one or two questions to deal with it.

Two reporters stayed behind, exchanged business cards with Xu Yaoming, chatted for a while and left.

Gao Yang stayed at the end, took out the written invitation letter of the CPI channel forum from his bag, and handed it over:

"Mr. Xu, CPI will hold the third channel forum in late November. We would like to invite you to participate and deliver a keynote speech. There will be more than 11 agents from all over the country in this forum, which is very valuable for the channel expansion of COMPAQ."

Xu Yaoming took the invitation letter, looked at it carefully, and asked with a smile: "Where did CPI find these agents?"

Gao Yang introduced: "It's like this, Mr. Xu, the national edition of CPI focuses on channels, and each issue of the newspaper distributes more than 10 copies. We distribute newspapers to IT businesses all over the country for free.

The biggest difference between CPI Group and other IT media is that we have established branches in more than 20 provincial capital cities and municipalities directly under the Central Government, and publish and distribute CPI local editions.

The local version of CPI, in first-tier cities like Shanghai and Guangdong, has a circulation of around 2 copies.In smaller cities, the circulation is also 8000 to 1 copies.

CPI national edition plus local editions have issued a total of more than 40 newspapers in each issue nationwide, and most of the readers are IT businessmen.

It can be said that no media understands IT businesses better than CPI, and no media can cover IT businesses in such a large area.

In fact, IT businesses from all over the country are very active in participating in our channel forum every year, and we will also conduct screening. Most of the participating businesses are company owners. "

These things are just bragging anyway, and Gao Yang bragging is smooth without any pressure.

"Oh?" Xu Yaoming suddenly became interested, "Which cities do these merchants come from, and what products do they sell?"

Gao Yang also introduced: "From the distribution point of view, there are major provinces in all major regions of the country, among which provincial capital cities account for [-]%, and merchants in prefectures and cities account for [-]%. From the perspective of business, PC is the mainstream, accounting for half. In addition, there are also Some make servers, peripherals and other products, and some are SIs and ISVs.”

Xu Yaoming asked again: "Are these bosses paying their own money to participate in your forum?"

Gao Yang smiled and said: "No, we will reimburse the train tickets according to the hard sleeper standard, and we will also be responsible for their board and lodging expenses during their stay in the capital. To invite more than 200 people to the capital, we will spend 50 million yuan."

Xu Yaoming was stunned: "Oh, the media will bear the travel expenses. If I were a local businessman, I would probably be interested. Your event is not bad. Let's study it."

Gao Yang hurriedly said: "Then, when will Mr. Xu be able to confirm?"

Xu Yaoming thought for a while: "It will be within the next week, we will reply you as soon as possible."

Gao Yang said: "Thank you Mr. Xu for your support. I believe that this forum will not disappoint you."

Xu Yaoming quietly flipped through the reporter's business card in his hand, took a look at Gao Yang's business card, and said with a smile: "Reporter Gao, you know a lot about IT channels."

Gao Yang said with a smile: "I have some understanding, I have a friend who is in the computer business."

Xu Yaoming smiled and said, "No wonder."

Taking advantage of this opportunity, Gao Yang chatted with Xu Yaoming again, which also confirmed some of his guesses about COMPAQ's channel management system.

Xu Yaoming even told some inside stories about his friends and businessmen, and finally said: "Reporter Gao, these are just chats between us, you can't write them into the report."

Gao Yang said: "Mr. Xu, don't worry, COMPAQ is our big customer. I understand what to write and what not to write."

Today, I had a pleasant exchange with Xu Yaoming, and Gao Yang felt relieved. The channel forum invited this guest speaker, and there is a high probability that it will be stable.

Xu Yaoming's rank in COMPAQ is not high, but he represents COMPAQ to attend the CPI channel forum. As long as this person is confirmed, CPI will invite other IT companies next, and it will be much smoother.

We had dinner at the hotel at noon, and departed for the city at 01:30 in the afternoon.

Gao Yang got off at the subway station near the East Third Ring Road, then took the subway to Xizhimen, and then took a taxi back to the office.

The national version of the office area is empty, and it is all on weekends.

Gao Yang sat down, took out the envelope given by the public relations company from his bag, opened it, and was very happy.

The carriage fee was 1200 yuan, which should be counted as two interviews today.

That's right, it was supposed to be written in two drafts.

In the first week of work, in addition to the 300 yuan handed in, I received 1800 yuan for the transportation fee.

This era is really a happy time for IT journalists.

Gao Yang remembers that in a year or two, IT manufacturers will have a hard time, and the standard of transportation fees will be reduced to 200 yuan for press conferences and 500 yuan for interviews.

Even for an interview like today, the IT company will not go to the hotel, and directly invite the reporter to the office for a chat.

With nothing to do on weekends and still time, Gao Yang decided to strike while the iron was hot, and immediately rushed out the interview draft of server technology director Chen Shujie.

In less than two hours, the manuscript of more than 2000 words was completed, and with one or two pictures, it was enough to make a version.

COMPAQ is now the largest customer of CPI. No one can say anything when writing a manuscript like this. It was originally to cooperate with other people's advertising.

Gao Yang still had to think about the draft of Xu Yaoming's interview. In addition, he had to wait for the shorthand draft of the stenographer. Gao Yang planned to write this manuscript carefully and write out some opinions, which would also attract Xu Yaoming's attention.

In the previous life, when Gao Yang was an IT reporter, he always put off writing big manuscripts until Thursday or even Friday.

In this life, I can't be lazy anymore, write more manuscripts and earn more money.

(End of this chapter)