Return to 2000: Captain of the Great Powers

Chapter 420 The entire Japanese civil aviation is his plaything!

Xu Cang, who hadn't seen him for many days, walked in slowly, Guan Yueling's eyelids trembled slightly, and he looked at the sales manager: "You go out first."

The head of the sales section knows Xu Cang. To be precise, there are not many people in Japan who have access to civilized society who don't know Xu Cang.During this period, Xu Cang had an extremely strong bond with 9. The TV and newspapers were full of Xu Cang, and he didn’t want to know about it.

Sensing the somewhat strange atmosphere between Xu Cang and Guan Yueling, the head of the sales department immediately felt that something was wrong. Needless to say, Guan Yueling wanted to run away as soon as possible.

Leaving the office as if escaping, Xu Cang sat leisurely on the small sofa, and looked at Guan Yueling playfully: "Why didn't you tell me, when you accepted JCAB's European route, you shouldn't have hesitated so much, right? "

The muscles on Guan Yueling's face were twitching: "I don't know what you're talking about."

"Are you still thinking of denying it at this point?" Xu Cang smiled and said, "It's like there are so many refunds, and you're still fantasizing about other reasons?"

Mentioning this, Guan Yueling tensed up all of a sudden: "You did this?"

"What? I don't quite understand what you mean. I'm just exposing the facts. It will disturb me when you say that about me." Xu Cang spoke lightly: "Or do you want to deny it again?"

In fact, Xu Cang's words had already been admitted in a disguised form, which made Guan Yueling extremely annoyed.

"Xu Cang, we are still in a cooperative relationship. Is this how you treat your partner?"

Hearing this, Xu Cang's face suddenly turned cold: "Partners? Did I not help you solve the Japan-US air route issue? Or, in the implementation of the agreement, did I commit any treacherous behavior? No, these behaviors are not all Are you doing it?"

Guan Yueling's rosy lips moved, but she didn't know how to refute.

It is true that Xu Cang is serious about fulfilling the agreements that have been signed, but this is not the case for ANA. For example, the last time he unilaterally terminated the training contract with Spring Airlines and refused to allow Spring Airlines flight attendants to enter the ANA campus.

Guan Yueling, who knew he was wrong, said in a weaker tone, "It won't do you any good."

"But it's not bad, is it?" Xu Cang said with a smile: "Domestic routes are fundamentally different from foreign routes. The entry threshold for domestic routes is relatively low, which causes more competition and diversion in domestic routes, and people have the right to choose." There are also more. However, the entry threshold for international routes, especially ocean routes such as Japan, the United States, and Japan and Europe, is very high. In Japan, only JAL and you have corresponding intercontinental routes, which makes the choice of international routes difficult. There's not a lot of variety."

Xu Cang's meaning is very simple. Passengers choose airlines for domestic routes, and there are often several airlines operating the same route.At this time, the tendency of passengers plays a decisive role.

In the past, ANA relied on shaping itself to be ahead of the times, breaking the traditional corporate image, and first opening up the situation among young people.Young people are an important group of civil aviation flight.Then, with the fermentation of word of mouth, it gradually spread to more age groups.

It is absolutely impossible to say that there is any generation gap between ANA and JAL or Jiasu Airlines in terms of aircraft service.

In fact, it's just like the ad.

Is advertising used to drive consumers to purchase immediately?

No!

Ads don't have such a strong effect most of the time.

The real effect of advertising is to gently push consumers when they are in front of the shelf and are confused by the dazzling array of similar products, so that consumers can choose their own products.

This is the concept of the so-called final push!
Whether it is the brainwashing of advertisements day after day, or the huge efforts of companies to shape their own image, the goal is to tame consumers' inclinations in the final consumption stage.

When buying domestic air tickets, there are tickets for ANA, JAL and Jiasu Airlines at about the same time.In the long-term concept implantation, consumers will associate JAL with old-fashioned, JAL with obsolete, and ANA with advanced.

However, now that this concept has been transformed into a villain exchanging benefits, that tendency is naturally no longer biased towards ANA.

Because of the diversity of choices in the domestic market, the choice of passengers depends entirely on personal preferences, so it is naturally most affected by public opinion.

However, in international routes, especially those popular Japan-US and Japan-Europe routes, this diversity of choices does not exist.

Contrary to domestic routes where passengers choose airlines, on popular international routes, airlines choose passengers. If you don’t sit, some people rush to sit.

Because the United States and Europe are the places where many go abroad to work and study, that is a rigid consumer demand.At this time, personal likes and dislikes have less influence. You can’t miss the international flight with only two flights a week just because you hate ANA, right?
Therefore, Xu Cangcai said that domestic routes are basically affected by public opinion, and international routes are less affected.

"So, what do you want to say?" Guan Yueling could see that Xu Cang didn't come here this time to make sarcastic remarks, but came with a plan.

"Take this opportunity, how about placing ANA's operation center on international routes?" Xu Cang asked suddenly.

Guan Yueling took a deep breath: "You mean we should give up the domestic market?"

"Why?" Xu Cang smiled and said, "Can't you?"

Guanyue Ling said coldly: "Don't you know that our current advantage over JAL is in domestic routes?"

"So what? Is it a question of whether you want it or not? It's obviously a question of whether you can." Xu Cang said: "Perhaps, you can spend a few more years to eliminate the impact of this incident. But, believe me, this is just It’s just the beginning. For a company of ANA’s size, it couldn’t be easier to find out some black material. These black materials don’t need to be explosive, they just need to be released every now and then to ensure that the public’s negative influence on ANA has a strong impact. Long-term continuity is fine.”

No one is perfect, even ordinary people will have such and such small problems.

However, these small problems usually do not cause much resentment.Let's take an extreme example, an ordinary person spit anywhere, that is to say, he is said to be of average quality.But if a murderer spits, many people will argue from various angles about the inferior nature of this person, lack of education, and may even extend to family issues in the end.

After all, once word of mouth starts to collapse, then breathing is wrong afterwards.

Xu Cang thought he couldn't find such powerful negative news about ANA today, but for some originally insignificant negative news, such as labor disputes, wouldn't there be as much as he wanted?
He couldn't continue to collapse ANA's image, but it was easy to maintain ANA's low-level image.

Just like what the sales manager said before, a good image needs years of care, but it will collapse overnight, and if you want to rebuild it, it will take several times, or even dozens of times of effort.

The pillar of ANA is the domestic market. If there is a problem with this pillar, it will be dangerous.

"There are only two paths in front of you now. Either stick to it and continue to cultivate the domestic market, or change the company's main business and target foreign countries." Xu Cang said: "Actually, in my opinion , you have only one way to choose. Under such circumstances, JAL will not just sit back and watch you reshape the company's image. Presumably, JAL still has a lot of black materials about you. It's just that these black materials were not fatal before. But it’s different now. You need to put in ten times more effort to catch JAL’s move, and in the end it becomes an endless war of attrition. Although JAL is decaying day by day, fortunately, the ancestors have a strong foundation and can still afford it Yes, especially in terms of consumption rate, you are much faster than Japan Airlines, and the result must be that you can't hold on."

Guan Yueling gritted her silver teeth lightly: "You did it!"

"What do you call my bureau?" Xu Cang asked back: "When you were selecting your own user groups, you should have thought of today's ending. The ideas of young people are always at the forefront of the times, so they hate the old-fashioned. It captures this point very well, and creates a difference in corporate image with JAL, which has won the favor of young people. However, you should also know that young people's thinking is so free and unfettered, so self-contained And escape, they would abandon JAL because of the so-called old-fashioned impression in the past, so they will abandon you today."

In the end, Xu Cang thought of a good term in the future to describe the user group of ANA in the domestic market, that is passerby fans.

Don't look at ANA's leading position in the Japanese domestic market, but in fact there are not many diehard users.Relatively speaking, as far as the domestic market is concerned, Jiasu Airlines has the most loyal users, but they are older.

The biggest feature of passer-by fans is that they do not have a strong tendency to consume, and they are easy to change their consumption habits under the influence of other factors.

All Nippon Airways broke out that there was an exchange of interests with JCAB, and it involved the most sensitive topic of hijacking today, which itself is an extremely huge scandal.This scandal can completely reverse the consumption propensity of passer-by users.

Therefore, from the very beginning, Xu Cang didn't think that ANA would continue to concentrate a lot of power on the domestic market, unless ANA was willing to go back to the hard days of being suppressed by Japan Airlines everywhere.

I could have endured the darkness if I hadn't seen the light.

This is the case of ANA. The decline in the past two years has overwhelmed JAL, and the board of directors of ANA may not be able to bear it if ANA goes back to its former useless life.

Guan Yueling patted the table: "It seems that we have been given two ways, but in fact there is only one way. Abandon the domestic market and fight with Japan Airlines in the international market, and then you will reap the benefits of the fisherman!"

"I don't need to talk about such an obvious thing." Xu Cang said leisurely: "At the beginning, when I was laying out Japan, I first chose to cooperate with you. After all, no matter from which point of view, Japan Airlines is rotten. It was much less difficult to overcome. However, two things changed my opinion."

"what?"

"The corruption of Japan Airlines surprised me. It is really a precarious house, and it will collapse with a slight push. If Japan Airlines falls too fast, it will not be conducive to my means of restraint in ANA. On the contrary, the icing on the cake will be far away. It’s not as good as sending charcoal in the snow. If I bet on JAL at this time, I can get more valuable bargaining chips. Moreover, it is not in my interest to be the only one big company. In addition, JCAB will not sit idly by and watch this happen. I This bottom line must be guarded.”

If there is a large amount of foreign capital in a domestic civil aviation monopoly enterprise, it will easily cause vigilance at the official level, which is obviously not wise enough.Therefore, the situation where the two heroes stand side by side is what Xu Cang wants.

It's like Xu Cang only shot Asiana Airlines, and didn't shoot Korean Air.

In fact, Korean Air has many loopholes, and the scale of Korean airlines is not as large as that of Japan Airlines or All Nippon Airways, and the operation difficulty is even smaller.

If it takes effort, Xu Cang is sure to incorporate Korean Air into his territory within five years.

However, Xu Cang will not do this, which will easily attract the attention of the Korean civil aviation department.

However, in Guan Yueling's eyes, there is one word that fits Xu Cang's behavior.

Only Guan Yueling gritted his teeth and spit out four words: "Respect yourself!"

"No, this is called the way of balance." Xu Cang's eyes were as sharp as a hawk: "If you choose the first way, then we can wait and see if you ANA still have a chance to make a comeback. However, if you choose the second way Lu, I have some preset directions, I wonder if President Guanyue is interested?"

Guan Yueling immediately became vigilant, she felt that ANA was slowly getting into a trap set by Xu Cang, but she still asked instinctively: "What?"

"I can solve the route review issues of EASA and FAA. At least I can guarantee at least five routes between Japan, the United States and Japan and Europe. These five routes are all your exclusive routes, plus three joint venture routes with Delta. It should be enough for you to digest in the international market for a long time."

"What! You can solve the route audit of EASA and FAA, how is it possible?" Guan Yueling looked at Xu Cang in disbelief: "How can you have such energy?"

"You don't need to worry about this!" Xu Cang said with a smile: "However, if you start to shift your main business to foreign countries, the domestic market will inevitably shrink, and the fleet of narrow-body aircraft must be cut. Then, as a condition for cooperation, you All the trimmed narrow-body aircraft will be handed over to me. Of course, in terms of price, I hope that ANA can base it on a reasonable and acceptable level.”

Guan Yueling was stunned: "You want our company's narrow-body aircraft? 737? What do you want these aircraft for? Your domestic company lacks capacity?"

"It is so troublesome to change the nationality registration of these planes. All these planes will be handed over to Jiasu Airlines."

"Jiasu Airlines?" Guan Yueling's reaction was so fast that he couldn't help screaming: "You want to use our fleet of narrow-body aircraft to complete the model reform of Jiasu Airlines?",

Xu Cang smiled lightly: "Is it not possible?"

"Why do you want to help Jiasu Airlines?" Guan Yueling only felt confused: "You have already included Jiasu Airlines in your pocket?"

Xu Cang shrugged: "Not long ago."

"But, why did you acquire Jiasu Airlines and spend a lot of effort to help them complete the fleet reform?" At this point, Guanyue Ling was stunned: "JAL, you are going to enter Japan Airlines through Jiasu Airlines. The decision-making layer!?"

"JAL is as rigid and old-fashioned as you think and advertise, and I can only make such a big circle." Xu Cang raised his chin slightly: "After you give up the domestic market, Jiasu Airlines will Going against the trend, becoming the number one in the domestic market, and completing the model reform at the same time, I will be in an absolutely favorable position in the merger negotiations with Japan Airlines. And I, as the owner of Jiasu Airlines, will use Japan Airlines and The merger of Jiasu Airlines into the top leadership of JAL."

"But you only have one board seat!"

"No, it's two!" Xu Cang said with a smile: "As long as Jiasu completes the reform and secures its No. [-] position in the domestic market, its value can occupy two seats on the JAL board of directors."

Guan Yueling gritted her teeth: "But this is still not enough!"

"That's right!" Xu Cang raised a finger: "So, I will also get a seat on the JAL board of directors of Tokyo International Airport Terminal Co., Ltd. in the future. I occupy three seats on the JAL board of directors. From the perspective of voting rights, I It has surpassed the chairman of JAL and become the largest shareholder."

"You can get a seat at Tokyo International Airport Terminal Co., Ltd.? Why don't I know?"

"There are still many things you don't know." Xu Cang smiled.

Guan Yueling took a deep breath: "Aren't you afraid that I will spoil your good deed just by telling me like that?"

"Then you are not afraid that I will give those ten international routes to Japan Airlines?" Xu Cang sneered, "Whether it is you or Japan Airlines, you must and can only follow the path I preset."

Guan Yueling's chest heaved rapidly, ANA seemed to have a chance to choose, but in fact other roads are dead ends, and the only way to do it is to follow Xu Cang's road.

However, there is still a huge problem.

"A total of thirteen international routes, so many routes have exceeded the capacity limit of our wide-body aircraft fleet." Guan Yueling said in a low voice: "Even if we place an order now, the order of delivery will definitely be later."

"No need!" Xu Cang snapped his fingers: "Coincidentally, I have ten high-ranking orders for 777s in my hand. If you need them, I can transfer them to you, as long as your price is right. If it is soon, it will be ready by the end of the year." Ready to start delivery, how?"

"You..." Guan Yueling just felt dizzy, no matter how stupid she was, she could tell that Xu Cang was playing with ANA as a toy.Or, to be precise, ANA, JAL and even Jiasu are his marionettes.

The entire Japan Civil Aviation is his plaything!

(End of this chapter)