Rebirth 79: I opened a bank in the United States

Chapter 651 Channel Resources
"Half and half"

Lying back on the seat, Rick suddenly smiled.He took out two bottles of juice from the drink box next to the small lounge chair, threw one to Carter, and said calmly:

"My dad did talk to me about you during the Christmas reunion. However, he only briefly mentioned that this year's defense budget will increase. Knowing that you have a part of the investment business, he wanted to let Let me tell you, you can pay more attention to the movement of the defense industry sector this year.”

"As for the latter, these are purely my personal thoughts. I am really optimistic about this computer project, even more optimistic than any previous project!"

"Oh why?"

After unscrewing the bottle cap, Carter took a sip of the orange juice in his hand and asked with interest.

"Because this is the fundamental! Moreover, in your situation"

"From the perspective of the general environment, it is almost certain that the federal government will support the manufacturing industry in the next step. Then, once the federal policy comes out, based on your local situation, you will not miss this wave of dividends. More What's more, you still need a lot of cheap labor. This is the advantage of the production side, and the production cost is lower than other people's."

"In terms of technology, IBM's personal PC itself is open source, allowing us to imitate it for free, so let's not talk about it. During the time you haven't come back, I specifically studied the Microsoft you invested in, good guy. They are now IBM's largest software supplier! You are really deep enough, boy!"

"Through Microsoft, you should know John Opel?"

"Hahaha, I don't know him. Although I participated in the talks between Microsoft and IBM back then, I didn't go in-depth, but it's not difficult to get to know him. In addition, I do know some of the heads of IBM's personal PC department."

Facing Rick, Carter didn't hide the situation.

Just because I do computer production myself, the conditions can be described as unique.so.
"I still have that problem. Now I have the advantage, and I don't lack funds. Whether you want to participate or your family, what can you bring me?"

"market!"

"Our family has channels in the Ohio market. Moreover, with our name, your products can quickly open the doors of many shopping malls."

Rick's words made Carter suddenly fall silent.

In this era when there is no shadow of online shopping, a product wants to be sold and sold to consumers.There are almost only two ways: 1. Open a large number of stores by yourself and spread them all over the United States.
This is obviously not cost-effective, the computer is not a fast-moving consumer goods.

Then there is only one way left: go to the dealer or the shopping mall!

Leaving aside the dealers, in 1983, there were no serious and large-scale electronics trading companies in the United States.Or something like a computer city.

Of course, big brother, there is indeed a company with a large number of computer sales channels: IBM
But how could they sell your Carter's products in their own shops and counters?
"I thought about it for a while, and I want to take the low-price route. Then the traditional, step-by-step distribution method has too much impact on the final selling price. In other words, to satisfy the appetite of first-level agents, customers must also buy We barely make any money with cheap computers."

"But we are different, Ohio, so needless to say. Our family has a lot of stores in Ohio, and there is no difficulty in vacating some counters to sell these computers."

"Outside of Ohio, enter shopping malls. Let them help us sell on behalf of us. After each product is sold, give them a certain share. This is the best way to reduce intermediate steps and save costs."

"We don't need to recruit a large number of additional sales staff and pay expensive store or counter rent to spread our products in front of consumers. The only difficulty lies in how to get shopping malls to agree to this cooperation model!"

"This is the value of our family! Because hey hey, my family has a person known as 'Mr. Republican', you can't do this. You can't convince so many Shopping malls, promised to cooperate. Even our family may not be able to do it.”

"But at least, if my dad or my uncle are willing to help. Our success rate must be much higher than yours! At the very least, no one will refuse us an opportunity to meet and talk."

"How? Is this condition enough to enter the game?"

ummm
Rick's words are not difficult for Carter to understand.After all, Carter himself has more or less been involved in the real estate industry. How could he not know that the real estate industry in the United States is almost dominated by the Republican Party.
Of course, this does not mean that there are no Democrats who are real estate developers.A certain red hat who eats melons is now a member of the Democratic Party, but relatively speaking, ten American real estate developers, at least seven Republicans, and the remaining two and a half have close contacts with the Republican Party
It's never been a secret, but isn't commercial real estate like a shopping mall also real estate? !

With the influence of the Taft family in the Republican Party, it is indeed very attractive to Carter to pry open the doors of those shopping malls.
It was originally to grab food from IBM's tiger's mouth, but relatively speaking, IBM is a tiger.It's a bit contemptuous of us. To put it bluntly, a small OEM factory is no less than a blowfly in the eyes of IBM.
People don't care about the market share you can grab as a blowfly, so they can bear it.

As long as any blowfly eats too much and makes the tiger unhappy, then it may bite you!
Product competition exists in two directions: one is technological crushing; the other is channel wars
Although IBM is huge and powerful, they are all large computers!As IBM's software supplier and Microsoft's current executive chairman, Carter is very clear that IBM's technical reserves in the field of personal PCs are actually very small!
In other words, IBM has no way to get rid of itself in the field of minicomputers, which is backed by factories such as Fujitsu and AMD.After all, their own chips are all obtained from Intel.

Then the only thing left, the only way to target yourself, is a channel war!

Block their own sales channels, or squeeze their own channels, such as in the direction of TV shopping.Seize prime channels and prime-time advertising positions through a large amount of funds; such as seizing advantageous locations, booths, etc. in offline channels.
Among the plans mentioned by Rick, what interests Carter the most is not the rapid expansion of channels, but the deep binding of his own interests with those of channel providers such as shopping malls:
The more you sell, the more the channel dealers will earn!

In this case, unless IBM can give them a one-time benefit that they can't afford anyway, otherwise, their own products will not be at a disadvantage in terms of booth exposure and other aspects.

Or in other words, this binding mode is virtually increasing the cost of IBM launching a channel war against itself!

Create a not so strong moat for my computer manufacturing company that has not yet been seen!

(End of this chapter)