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Editor's note

Not by Su Ning and country of the United States " a song-and-dance duet popular in the Northeast " puzzle, think they are equal to the 3C channel of whole China. In fact, retail share comes from Chinese nearly 70% above besides two big tycoons, especially 3, 4 class market. Not only such, a column still is worn in further collapse " a song-and-dance duet popular in the Northeast " game. Secret and not announce after a few years, below Hai Erqi be being arranged every day already was China the 3rd Dalian locks up force, at present it channel of place of incorporate into one's own forces, build closer cooperation with upper reaches...

In magnify of president of beautiful electric equipment of Zhang Jindong of president of Su Ning electric equipment, nation, may be opposite their partner, zhang Ruimin of president of group of Er of capital home sea is malcontent.

Because, pass a few years of secret and not the matting of announce, below division of sea Er group " arrange electric equipment every day " chain, already began to make the enemy of beauty of Su Ning, country. Begin to be in quickly when two big tycoons 3, when 4 class channel is permeated, they discover, in former days arrange every day already go ahead of the rest one pace, acting integrated part.

Look first electric equipment of a villages and towns louis vuitton outlet stores interlinked the Fujian Province recently the information of backside of door store start business.

Additional kind " double brand "

On November 18, the flagship store that southeast electric equipment grows 7000 square metre of happy city in the Fujian Province tries do business. Although issueing spit, but the sale that day still achieves 5 million yuan. Conspicuous is, be in " southeast electric equipment " below door head, still hanging " arrange electric equipment every day " board.

Weng Wuyue tells the president of southeast electric equipment " daily of the first finance and economics " reporter, begin to join in this year arrange electric equipment every day. Besides long happy new store, southeast electric equipment already had more than 10 villages and towns to interlinked inn to also change " double door head " , registered the renown name that arranges every day.

This held water 2000, the electric equipment agency in Fuzhou rise to power and position, already was the Fujian Province now one of chain of electric equipment of 3 large area. Weng Wuyue says frankly, this is by the country beautiful, Su Ning forces come out.

2004, the country is beautiful in blessing Qing Dynasty city opened his to be in inn of door of the first 3 class market of domestic, in city of this county class most when inn of beautiful door of state of Home Ceng Yousi, remain only at present; Su Ning also opened 6 doors store in place inside a year, remain 3 only now. The strong opponent faces the door, southeast electric equipment opened store of more than 10 doors at a heat in those days, management area broke up 3 times.

Current, southeast electric equipment has 25 doors store in Fujian, in the Fuzhou City, Pu Tian city has 1 each, the others distributings in blessing clear, long happy etc 3, 4 class market. The sales revenue 2010 exceeds 400 million yuan, the sales revenue 2011 will achieve about 600 million yuan.

In March-April 2011 portion, southeast electric equipment and arrange every day joint-stock hold water " Fujian arranges electric equipment limited company every day " , by arrange every day accuse 51% , share of southeast electric equipment 49% . Joint-stock company grows in Fujian 3, the electric equipment wholesale business of 4 class market Wu.

The product that Fujian arranges distribute every day includes commander in chief (of sea Er child brand) , love be an official is amounted to, the brand such as Xia Pu. Because just started, the wholesale forehead of a month makes an appointment with 10 million yuan only now. Arrange every day be in southeast electric equipment and do not have louis vuitton outlet online share, new company is occupied in the quantity offerring money of southeast electric equipment than temporary not tall also, why is southeast electric equipment willing to hang the door head that arranges every day in inn of more than 10 doors?

"We value drift net of its sale net, service network, content. " Weng Wuyue says, the thing that arranges every day flows, the service is very perfect; Sale plan has had thick frame, it is OK to be refined operation, can become site hot, new store of future can hang two cards.

Beauty of Su Ning, country is being accelerated to 2, 3 class markets are permeated. Weng Wuyue believes, southeast electric equipment can be defended so that live. "We and arrange collaboration to do every day wholesale, can enlarge appreciation space, the key is make sale big, raise the speech before the supplier to counterpoise. Raise the speech before the supplier to counterpoise..

Weng Wuyue discloses, next Fujian are arranged every day brand of acting more foreign capital, and the second line brand that borrows home appliance go to the countryside to rise abruptly, "The business chance that grabs times of go to the countryside of the home appliance after feeding " .

"We are to carry Cheng "

Besides southeast electric equipment, xinjiang " my home electric equipment " , continous is in relief " domestic blessing incoming telegram implement " etc also with authentic louis vuitton outlet arrange every day spread out similar collaboration, established Xinjiang to be arranged every day respectively, Sichuan is arranged every day wait for joint-stock company to do wholesale business Wu, register a name more on storefront.

Since be arranged every day,be to do wholesale, socially so much hang " arrange every day " the door inn of the brand is it is had truly certainly, so electric equipment of Er of pardonable sea (01169.HK) 2011 discuss in half annals arrange channel business every day when development is rapid, did not say to be arranged every day unexpectedly have store of how many door, say instead " sea Er brand shop already had 789 in prefectural class, 2984 are extended in network of class of villages and towns, covered 2120 counties of countrywide, enclothe rate amount to 94% " .

Arrange a relevant personage to ever said frankly to our newspaper reporter every day, country beautiful, Su Ning is " B2C " , be being arranged every day is " B2B " .

This year first half louis vuitton outlet store online of the year, with " arrange every day " income of integrated service business adds the channel that give priority to suddenly compared to the same period 123.9% reach twenty-two billion two hundred and thirty-four million yuan, replace washing machine to make sea Er electric equipment advocate course of study. This personage discloses, arrange the sales revenue that predicted 100 million yuan to achieve 46 billion ~470 2011 every day; The sales revenue that is not sea Er product among them will accomplish 4 billion yuan this year, next year can accomplish 10 billion yuan.

"The key that it develops quickly depends on 3 pieces of nets -- net of content drift net, sale, service network. " this personage thinks, be in 3, 4 class market, area interlinks the protagonist that becomes competition by right of person arteries and veins of place, resource, information, beauty of Su Ning, country also is quickening the pace that is down dilate, competition is met necessarily aggravate.

"The difficulty with development country the biggest market depends on content flows and serving. " this personage says, 3, the brand shop development of 4 louis vuitton 2012 class market is very rapid, but because lack powerful tiring-room to do,prop up, management quality is good not much, chinese area is so large, individual boss so much, "So we choose to provide tiring-room service, the contrary that does not become collaboration " .

This personage analogy says: "Country beautiful, Su Ning is hotel of 5 stars class, rustic small shop run by couple is hostel, be being arranged every day is ' carry Cheng ' . " no matter who wants money, arrange every day proffer flows deserve to send wait for a service.

Through establishing joint-stock company with area chain, arrange every day " change enemy for friend " , get through 3, the retail channel of 4 class market, be helpful for doing wholesale business Wu big. Weng Wuyue tells a reporter, prospective Fujian is arranged every day 30% what will occupy southeast electric equipment to be measured for goods.

"A dad gives birth to two sons "

Secretary-general Wu Xian builds alliance of business of channel of electron of consumption of whole nation of Trade Association of Chinese electric home applianceslouis vuitton outlets equipment inn and brand shop of Er of a sea every day unexpectedly, he plaints: "Brand also go to the countryside. "Brand also go to the countryside..

Arrange every day with sea Er what relation be between brand shop? Wu Xian is built made an example, "A dad gives birth to two sons. "A dad gives birth to two sons..

The chain of southeast electric equipment has a few in inn also is sea Er brand shop. Weng Wuyue says, sea Er brand shop sells Haierpin the product of the card only, arrange the product of card of wholesale dispute sea Er every day, hanging all sorts of products inside the door inn that arranges a brand every day to be able to sell of course.

Wu Xian builds an analysis to say, sea Er brand shop is the network that enclothes completely, have to villages and towns from the big city such as Beijing, Shanghai, Guangzhou; And the network that arranges every day basically is enclothed 3, 4 class market. If be in same the town has door store, both still can put in competition.

"Arrange every day more agile " , wu Xian is built say, sea Er is very strict to brand shop management, and the terminal expression form that arranges every day is varied, have what hang double door head in that way like southeast electric equipment, also have pure hang " arrange electric louis vuitton wallets equipment every day " door inn. "Your product 100% from arrange replenish onr's stock to also go every day, 20%~30% from arrange replenish onr's stock to also go every day, do not hang arrange a brand every day stock also goes. Do not hang arrange a brand every day stock also goes..

Be based on this to plant just about not exclusive cooperative thinking, arrange quickly many home area to interlink business to enrol every day to general. "Erupt painfully as rural market disappear, 3, the high grade agency of 4 class market was become rare lack resource " , wu Xian is built think, er development brand shop mixes the sea to arrange two systems every day, "Wrestle of valuable assistant each other " , can race to control more " the position " .

And development channel business, it is sea Er in recent years the key to service transition one pace. Zhang Tieyan of chief inspector of operation of brand of sea Er whole world expresses, pass sortie current job, hai Erxi hopes to let consumer have more convenient experience, also drive the sale of oneself product at the same time. And, sea Er sells a product not only, still sell a solution, include green home appliance, U-HOME, business to wait with air louis vuitton speedy conditioning. "Arrive from the product solution, just be sea Er the essence to service transition. Just be sea Er the essence to service transition..

Zhang Tieyan discloses, arrange the foundation in solid net to go up every day, also developing " arrange happy home every day " net waiting for empty, understand the requirement of consumer better through empty net, find dominant position of oneself product, service truly.

"The country is beautiful, revive market of Ning Xiangsan, 4 class is permeated quickly, arrange every day compete to it inevitable. " Zhang Tieyan thinks, the competition ability of channel does not care about who be, and choosing at serving whether comprehensive, brand enough. Current, GE, Hua Shuo, Acer, Xia Pu, HP already borrowed force to arrange development country market every day. Can leave final conclusion. Rural market is golden mine, also have a lot of marsh. Who is felt was opposite direction, ability escape is fenny, dig golden mine.

Read related:

[34 class market: Heart of beautiful, Su Ning has the state strength to spare is insufficient]

"What won't this matter say temporarily. " should be asked about by the reporter about 3, the gucci outlet circumstance of 4 class market, home appliance of this pair of China sells national beautiful He Suning a the largest competitor requirements exceptionally consistent.

This nodded their soft costal region probably. Current, two big tycoons do not have truly beautiful expression in this one area.

"Beautiful, Su Ning is in the country this respect all the time very obscure, general meeting announced how many inn, but did not say to close how many store, the outside is so right their 3, the amount does not have the exact storefront of 4 class market accurate acknowledge. " Wu Peng of chief inspector of Zhong Yikang channel is right " daily of the first finance and economics " say.

Sink quickly

Wu Peng expresses, in 3, 4 class market is extended on, country foreground of beautiful, Su Ning is not very good, market of class of rural villages and towns, local army group is very powerful, the brand is approbated degree very tall.

Dan Guomei, Su Ning won't abandon this market, still continueing to increase the market to sink at present strength.

This year in November, high group of Guangzhou country beautiful general manager shows to our newspaper, 2012, guangzhou country beauty will quicken outspread pace, execute double brand to run, leave to Hunan even " always happy " , predict to realized year of sale to break through 10 billion yuan 2012.

According to the plan, the first year, the country is beautiful will be outspread radius in order to grow individual plant pool; The 2nd year, with this world of Heng Yang, beneficial, Yue Yang and other places is outspread radius; Change in order to conceive the 3rd year, and other places of a surname bottom is the 3rd outspread radius.

High group says, before gucci outlet national beautiful course a few years fumble, had found suit 3, the mode of 4 class market: Through having an assistant oneself construction, all holds bar, get through supplies catenary system, content to shed a system, rangsuoni, Xia Pu be in 3, the channel that the brand that 4 class market does not have sale orgnaization can carry one class market, by the country beautiful thing flows match, classics 3, change trains of inn of door of 4 class market, consumer of final and fast service in the hand. And, compare 3, the price with high theory of 4 class market, the price that the United States unites the nation, also become its to enter 3, the edge tool of 4 class market.

And Su Ning electric equipment also announced future 10 years to develop program and strategy. Regard Su Ning future as direction of two big main attack, it is to extend 3, 4 class and overseas market, 2 it is by home appliance major hypostatic chain shops to whole class network platform upgrades.

Money newspaper data showed Su Ning first half of the year 2011, up to on June 30, 2011, the company already was in 243 ground of countrywide class above city has chain store to add up to 1451, among them the county presses down inn 128. Su Ning says to already was in 3, 4 class market obtains level sex result, the amount occupies storefront to go up quite year end promotes 1.83% .

Su Ning says in money newspaper, sink in channel in extending, su Ning combines market condition, advance groovy inn (give priority to with community inn) and the development of prefectural town inn, 2, the sale performance with 3 class better market, also make community inn can grow than the sale faster. Data shows, su Ning is in one, 2, 3, of 4 class market can sell than storefront grow to be respectively compared to the same period 1.84% , 5.78% , 5.61% with 3.44% .

And arrived this year the 3rd quarter, su Ning is new enter town of above of 6 ground level, open chain store newly 92, 88 the home, counties press down inn of its middling compasses inn inn of 2 the home, high-quality goods 2, displacement / close chain store 6, add chain store completely 86, number of prefectural town inn rises it is 132.

Nevertheless Wu Peng thinks, although be in,beauty of country of 3 class market, Su Ning opened many store really, but competition ability is not satisfactory. "The home appliance that basically is place is retail the place of the market army very powerful. Nevertheless beautiful, Su Ning is less than the country fortunately on him head, manufacturer is in, this market also is not their main profit point, accordingly they also are not very care about 3, the gain circumstance of 4 class market, market share just is their target. Market share just is their target..

"Above all, sink downward more, cost of set up shop is lower; Additional, have the support of manufacturer, without trouble back at home. To seek the market have rate, they won't abandon this market. What beautiful, Su Ning wants the state is market share, below the condition that allows in the condition, next regular meetings increase the development strength of 3 class market, have develop 4 class market optionally. " Wu Peng says.

The heart has strength to spare to be not worth

Face home appliance the strong nick of this locality army, country beautiful, Su Ning appears unable to do what one wants very much to do at present.

Senior analyst Li Xuerong is cast to say to the reporter in, country determination of beautiful, Su Ning is very big, progress is not great.

Before policy of home appliance go to the countryside is fulfilled two years, retail brand already did a few this locality in succession big, hold first machine, country beautiful, Su Ning starts later, and at present favourable policy is exiting the market stage by stage, the meeting is right 3, generation of 4 class market is restrained. Beautiful, Su Ning leaves the country right now the pressure of deep trench grows day and day.

Be in 3, 4 class market, beautiful, Su Ning does not have the country advantage, photograph instead is scotoma many. Area chain has sunk to villages and towns now, develop in economy especially area. Dan Wupeng thinks, rural market is spent to the acknowledge of local brand taller, when choosing to buy to native land brand approbate what exceed pair of values even is sensitive.

At the beginning of buying means to be developed in the market, time-tested. Buy the famous channel business of local market, will win the market to favor a right choice should be for beautiful to the country, Su Ning.

"But will look with respect to present circumstance, to 3, of 4 class extend and buy won't do it seems that. " Wu Peng says, "Local army cent is a few kinds, have state-owend enterprise background, do not care about the bade of your country beauty, Su Ning; The 2nd kind is oneself is done very by force, also have appear on the market desire, regard the local channel business of ultimate goal as IPO even, it of beautiful to the country, Su Ning buy itself to do not have interest, country beautiful, Su Ning bids also may not arrives high move the other side; The 3rd kind is a few young shopkeeper, set up shop is not much, area also is not very wide, but there often is appeal power in local dispute, with ab extra in the argue of big channel business, the country beautiful, Su Ning is hit rarely in. And from at present feasibility condition looks, this is planted and buy really also succeed two years rarely recently. This is planted and buy really also succeed two years rarely recently..

Li Xuerong thinks, content shedding deserves to send following to go up also is a country beautiful, Su Ning marchs 3, element of a of 4 class market main obstacle, although be in the channel of beauty of state of city of a gleam of, Su Ning already very mature, but be in 3, 4 class market condition is completely different, this is returned to them is a scotoma.

An Zhong of Guo of chief inspector of sale of the home appliance that collect silver expresses before this, beautiful, Su Ning is in the country 3, 4 class market regards development as direction, but impossible that one pace reachs the designated position. 3, 4 class market and mode of operation of one class market are different. Beautiful, Su Ning uses the country step of operation of one class market will operate 3, 4 class market, can encounter problem of natural environment disaffected, and a lot of consumer believe local industry more. (rich of article of Liu beautiful king)

[comment: Brand shop ties goes enterprise of happy fruit home appliance to quicken channel to permeate]

Those who make Su Ning electric equipment, nation beautiful electric equipment nervous, it is local chain not merely, still have the home appliance company that will try to permeate channel all the time for years.

For instance, a few years ago, ever planted greatly " happy tree " channel and the TCL group that fails to obtain happy fruit, depending on " TCL brand shop " in rural market stage a come back.

Chen Weidong of CEO of group of industry of TCL home appliance to " daily of the first finance and economics " the reporter discloses, TCL conformity black report and white report resource, in Shandong, Henan, Hunan, Sichuan, Guangdong, Heibei 6 are saved this year, had opened brand shop of about 800 TCL. 2012, TCL brand shop will be rolled out to the whole nation, inn number plans to add reach 4000.

"Before group of TCL home appliance a few managers want to do this thing. " Chen Weidong says, company interior reachs consensus eventually this year.

In recent years, as policy of home appliance go to the countryside drive, division force, beautiful, sea Er, sea believes the brand shop that wait to drive straight in, in rural market spring up all over the place, and delimit with respect to Ceng Mou 10 years ago development country is new-style and current the TCL of industry condition however " case big early, drive a late market " . Why does right now bring up again develop the brand shop system of villages and towns?

Look from the industry, policy of home appliance go to the countryside is entered exit a passageway, rural high grade agency becomes contention target. By this year November, policy of home appliance go to the countryside in the Shandong that takes the lead in carrying out, Henan, Sichuan 3 provinces expire end, the end of next year, the beginning of the year of the year after next also will be stopped in the others province in succession. But the hot earth that the rural market that grows quickly already was competition, " 3, 4 class market gets the world " . So, before TCL wants to ring down the curtain in policy, fast layout villages and towns.

Look from oneself, since this year, the battalion of TCL group closes improve, realize net profit first half of the year 539 million yuan, grow 241.67% compared to the same period. After this shows TCL experiences internationalization and be being bought, already restored vitality stage by stage, the resource that can have have more than needed will make new investment. And, li Dongsheng of TCL group president, CEO emphasizes strengthening interior to cooperate with again and again on interiorly conference.

Moreover TCL is about to send force afresh in domain of white home appliance. Already threw enlarge of course of study of air conditioning of 300 million yuan of support to produce this year, add to joint-stock compressor project endowment 70 million yuan. Air conditioning of program next year sells 4.5 million, the income of group of whole home appliance breaks through 10 billion yuan. This also needs to use color television business " guide and support " white report and business of small home appliance.

2006, TCL ever opened up endowment develop energetically in the country " happy tree electric equipment " join in chain store, made grand plan for a time. The result is bought as a result of the conflict of equity and part, internationalization however under wait for a reason without enough capital support and die young.

This stage a come back, TCL chose the form of brand shop, and did not go again join in the old road that interlinks inn.

"TCL brand shop and ' happy tree ' it is two different matters. " Chen Weidong expresses, TCL brand shop depends on product of integrated TCL interior and exterior channel resource, promote different product to enter identical current channel, retail without sortie. And cultivate a sortie happily current domain, include to purchase, cent is sold wait for link, management product still includes the product besides TCL.

Chen Weidong thinks, developing brand shop is pair of winning options to agency and TCL. Many products go OK together apportion channel is developed, the charge that publicizes promotion; To agency character, outspread product line, to dimensions, profit promotion has profit.

The personage inside course of study points out, "Happy tree " the product that connects him TCL in those days does not have curry favor with. To absorb lessons drawn from others' mistakes, develop brand shop this, TCL established the teamwork work group that each career ministries participate in technically, established joint fund.

Quite interesting is, sea Er came however " retrorse operation " , make system of sea Er brand shop first, be in in recent years 3, quickness of 4 class market is extended " arrange every day " current channel.

The operation mode that arranges every day and in those days happy tree also has clear distinction. Look from equity, happy tree is accuse a 90% above by TCL, because this is other the enthusiasm that manufacturer enters is not tall; And be being arranged every day is with each district " local villain " cooperate, with area chain establishs joint-stock company to develop wholesale business Wu, and inside the product that does not take sea Er brand, make hard for open platform.

Look from capital, when happy tree is born not to meet, the group when needing capital digests internationalization and buy an item, have not enough time " for blood " ; And arrange every day at present already " load " sea Er electric equipment this one Hong Kong appears on the market company, win capital support very easily.

Although arrange development every day very fast, but the success just can leave final conclusion after 3 years two even. Rural market is golden mine, also have a lot of marsh. Who is felt was opposite direction, ability escape is fenny, dig golden mine. (Wang Zhen)

Really the blogging is spreading its wings rapidly. Your write up is a fine example of it. I am hoping the same best work from you in the future as well. In fact your creative writing abilities has inspired me. Rack Space

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