RINAPE :: Volume #5

#474: Against person's heart must have

LNMTL needs user funding to survive Read More

The present Taobao net is about to finish, in June can get online certainly, if mp3 cannot catch up with this time the node, the plan that the Taobao net gets online must give in to the capacity the issue then to extend. 眼下的淘宝网已经快完工了,六月份铁定就可以上线,如果mp3赶不上这个时间节点,淘宝网上线的计划就要迁就产能的问题而后延。 Actually the Taobao net can also get online in advance, but Li Mu thought that on first Taobao net, oneself cannot take amusing that acts, initial period of Taobao net is very difficult to promote, is only the invitation present young seller must consume massive manpower and resources, with its this, might certainly as well put out benchmark sex directly, at the beginning of the Taobao net gets online pounds its fame. 其实淘宝网也可以先行上线,但是李牧觉得先上淘宝网,自己没有能拿得出手的噱头,淘宝网初期很难推得动,光是邀请现在的小卖家就要耗费大量的人力物力,与其这样,当然不如直接拿出一个标杆性事件,在淘宝网上线之初就把它的名气砸起来。 If the Taobao net gets online, oneself using YY and using Tieba (Post It), using Easy Music Network, uses Alipay and other platforms crudely to the Taobao net conduction current, such is nothing significance, without attracting eyeball point, the conversion rate of user is too low, if pushes the first user to come to look at the feeling to have no attraction, next time wants to attract him to come in again to be much more difficult. 如果淘宝网上线,自己利用yy、利用贴吧、利用易听网、利用支付宝等平台粗暴的给淘宝网导流,那样是没有什么意义的,没有吸睛点,用户的转化率太低,如果推第一次用户进来看过感觉没什么吸引力,下次再想吸引他进来就要难得多。 Therefore, in Li Mu at heart, he hopes selling of mp3 can get online the time synchronization with the Taobao net, this can achieve the effect maximization. 所以,在李牧心里,他希望mp3的发售能够和淘宝网上线时间统一,这样才能做到效果最大化。 Facing two OEM (original equipment manufacturer) supplier manufacturer not powerful situations, the Li Mu weight over and over, decides to walk two together custom-made plans 面对两家代工厂商不给力的情况,李牧衡量再三,决定走两家一起定制的方案 In the name of Easy Music Science and Technology, signs the OEM (original equipment manufacturer) supplier contract with two companies, first orders 45,000 from Taiwan OEM (original equipment manufacturer) supplier Business there, orders 55,000 from Shenzhen OEM (original equipment manufacturer) supplier business there, and in advance paid for 30% expenses, Easy Music Science and Technology analyzed in the time account not to have how much money initially, therefore then borrowed a sum of money from the Muye Science and Technology tent/account, after waiting for this batch of mp3 to produce and sells, repays. 以易听科技的名义,跟两家公司签订代工合同,首批从台湾代工商那里订购4.5万台,从深市代工商那里订购5.5万台,并且预先支付了30%的费用,易听科技当初拆分的时候账面上就没多少钱,所以便从牧野科技帐上借了一笔钱,等这批mp3生产出来并销售出去之后再偿还。 The times of two factories locate for 27 days, with 30% + 30% + 40% patterns, 100,000 machines deliver goods in three phases, quickest a number of total 30,000 can produce two weeks later, happen to be able to catch up in early June. 两家工厂的工期都定位27天,以30%+30%+40%的模式,十万台机器分三个阶段发货,最快的一批共计三万台在两个星期后就可以生产出来,正好可以赶得上六月初。 In early June to the first large stock of goods, later each week can arrive at the second batch, in this case, Li Mu has the energy to get online the Taobao net in early June, and gets online the promotion of mp3 to rush to purchase directly, when the time comes can the consignment cycle unification subscribes to one week later, after all has the advantage of price to be placed there, the additional Browsing people will not have delivered goods to spoil by the Taobao 24 hours in again in the future, this provision user should be glad to accept very much. 六月初到第一批货,随后的每个星期都可以到第二批,这样的话,李牧就有底气在六月初上线淘宝网,并且直接上线mp3的促销抢购,到时候可以把发货周期统一订到一个星期以后,毕竟有价格的优势摆在那里,再加上网民没有被日后淘宝的24小时内发货惯坏,这个条款用户应该还是很乐于接受的。 The essential detail has pondered clearly, soon before signing, the Li Mu intention moves, under the big evening's telephoning pressure begins the person next day first do not worry to sign, then temporarily looks for Lin Qingya, wants to discuss a quite important and urgent matter with her. 关键细节都已经思考清楚,即将签约之前,李牧心念一动,大晚上打电话压着手底下的人第二天先不要着急签约,然后临时找林清雅,想跟她讨论一个比较重要且紧急的事情。 Two people approximately meet in a Zhongguancun 24 hours of cafe, Li Mu gave two people various points one cup after the iron, said own worry to Lin Qingya. 两人约在中关村一个24小时的咖啡厅见面,李牧给两人各点了一杯拿铁之后,跟林清雅说了一个自己的担忧。 „I thought of an issue a moment ago suddenly, at present before any OEM (original equipment manufacturer) supplier manufacturer, we are the young customers, their most capacities assigned to these had become the super client of scale . Moreover the super client also contributed most earning profits to them, if our mp3 got online in the Taobao net when the time comes, and before me zero profit sales strategy that formulated, will form a huge impact on present all mp3 brands, when the time comes we will definitely become all mp3 brand common enemies, if they gave the OEM (original equipment manufacturer) supplier manufacturer to exert pressure, making the OEM (original equipment manufacturer) supplier manufacturer stop making the product for us, that this/should what to do?” “刚才我忽然想到一个问题,眼下在任何代工厂商面前,我们都是小客户,他们的大部分产能都分配给了那些已成规模的大客户,而且大客户也给他们贡献了大部分的营收利润,如果到时候我们的mp3在淘宝网上线,并且是按照我之前制定的零利润销售策略,对眼下所有的mp3品牌都会形成一个巨大的冲击,到时候我们肯定会成为所有mp3品牌共同的敌人,如果他们给代工厂商施压,让代工厂商停止为我们生产产品,那该怎么办？” Li Mu's was worried that is not unreasonable, once in the industry presents bothering, regardless of this industry previously competed intensely, this bothering will become will be the target of public criticism, will seem like the Hasee computer, in the past the Hasee computer broke through from the complete machine market, is the price war that fought, „4880, rushed to four computers shouldered to go home” the advertisement language in one night Hasee pushed to the nation at the same time, made Hasee other mortal enemies of brand when the industry, if were not Hasee bothered the complete machine produces, perhaps had been given to choke to death from the OEM (original equipment manufacturer) supplier factory this link. 李牧的担心并不是没有道理的,一旦行业里出现搅局者,无论这个行业此前竞争有多激烈,这个搅局者都会成为众矢之的,就好像神舟电脑,当年神舟电脑从整机市场突围的时候,就是打的价格战,“4880,奔四电脑扛回家”的广告语在一夜之间把神舟推向全国的同时,也让神舟在行业里成为其他品牌的死敌,如果不是神舟搅局时的整机都是自产,恐怕早就被人从代工厂这一个环节给掐死了。 Li Mu has no interest that damn, but against person's heart that the domestic mp3 enterprise thinks must have, oneself must mix the meal in others bowl, others will also certainly jump to go all out with oneself. 李牧无心把国内mp3企业想的那么操蛋,不过防人之心不可无,自己要搅和别人碗里的饭菜,别人也一定会跳起来跟自己拼命。 Lin Qingya is also when hears Li Mu to mention this issue, remembers the huge threat of implication. 林清雅也是在听到李牧说起这个问题的时候,才想起这其中蕴含的巨大威胁。 If really such as Li Mu said when the time comes angered the entire mp3 industry, many cartels to the possibility that the OEM (original equipment manufacturer) supplier manufacturer exerts pressure on are very big, when the time comes will extremely possibly have the Hyundai / modern factory business because in every way the pressure, but gives up is the Easy Music Network OEM (original equipment manufacturer) supplier situation happened. 如果真如李牧所说,到时候惹怒了整个mp3行业,多家企业联合起来向代工厂商施压的可能性是非常大的,到时候极可能会出现代工厂商因为多方压力,而放弃为易听网代工的情况发生。 Lin Qingya asked Li Mu: „Chief Li, you felt, if did not discuss regardless the situation of OEM (original equipment manufacturer) supplier manufacturer, if our mp3 go on the market, in having the situation in ample source, how many can one year sell out?” 林清雅问李牧:“李总,你觉得如果抛开代工厂商的情况不谈,我们的mp3如果上市,在有充足货源的情况下,一年能够卖掉多少台？” Li Mu said with a smile: „Conservative estimate this year's mp3 market also nearly ten million stages, if we pattern that uses not to gain mix the market, there is a sufficient source of goods safeguard, sells out over 3 million surely not to have the issue.” 李牧笑道:“保守估计今年的mp3市场也有近千万台,如果我们用不盈利的模式来搅和市场,又有充足的货源保障,卖掉三百万台以上是肯定没问题的。” Lin Qingya said: „3 million, sales volume almost 1 billion, if the market space is so big, we can invest to put up a factory, or purchases one simply?” 林清雅说:“三百万台,销售额就差不多十亿了,如果市场空间真有这么大,我们能不能自己投资建厂,或者干脆收购一家？” Li Mu shakes the head, said: „I do not want to step in the hardware production, once involves to make the link, the trouble was really many.” 李牧摇了摇头,说:“我不想涉足硬件生产,一旦牵扯到生产环节,麻烦就实在是太多了。” Lin Qingya curious asking: „Do most hardware enterprises have oneself production line? Some big brands some will also occupy the proportion not big small product to hand over by OEM (original equipment manufacturer) supplier manufacturer OEM (original equipment manufacturer) supplier.” 林清雅好奇的问道:“大部分的硬件企业都有自己的生产线吧？有些大品牌也只是会把一些所占比重不大的小产品交由代工厂商代工。” Li Mu said with a smile: „If oneself produce, some multi- troubles are we cannot imagine, If nothing else, the factory must pile the hardware and pile manpower, the production line must design builds custom-made, and maintains, the frequent promotion, the huge worker team must very complex control system, the purchase link behind-the-scenes plotting of spare parts and raw material be too many, the matter of cheating on labor and materials is also very difficult to avoid, if produces, these things handled completely really have a headache, under the contrast, I rather enhanced a cost, making the OEM (original equipment manufacturer) supplier manufacturer consider these issues for me, so long as I gave him my request, gave him money, he gave me. The solution production and product control, the post-sale all links, in the contract write to understand sureproof, you complete me to pay money, cannot complete me to bide one's time for punishment momentarily, is relaxed.” 李牧笑道:“如果自己生产,这其中有多麻烦是我们想象不到的,别的不说,工厂要堆硬件、堆人力,生产线要设计定制打造并且维护、频繁升级,庞大的工人团队也要非常复杂的管理制度,零配件、原材料的采购环节黑幕太多,偷工减料的事情也很难避免,如果是自己生产,这些事情全部搞定实在是太头痛了,对比之下,我宁愿提高一点成本,让代工厂商替我去考虑这些问题,我只要给他我的要求,给他钱,他来给我解决生产、品控、售后的所有环节,合同上白纸黑字写明白,你做好我付钱,做不好我随时秋后算账,多轻松。” The Lin Qingya attractive eye pupil is flashing suddenly the different kind brilliance, her pleasantly surprised saying: „Chief Li, I have an idea, you listen to look to be useful.” 林清雅漂亮的眼眸忽然闪动着别样的光彩,她惊喜的说道:“李总,我有个想法,你听听看有没有用。” Li Mu nods: „You said.” 李牧点点头:“你说。” Lin Qingya sits the straight body immediately, excited saying: „You brought about a reconciliation a moment ago with on write to understand sureproof, I think suddenly, we can sign a big contract with OEM (original equipment manufacturer) supplier ahead of time, although we have custom-made 100,000 earlier, but we can gathering agree to 1.2 million.” 林清雅立刻坐直身体,一脸兴奋的说道:“你刚才说合同上白纸黑字写明白,我就忽然想,我们能不能提前跟代工商签一个大合同,虽然我们前期定制十万台,但我们可以把合约定到120万台。” Li Mu just wants saying that if 1.2 million pay the advance payment according to the normal flow, this sum of money may on the sea. 李牧刚想说,120万台如果按照正常流程交定金,这笔钱可就海了去了。 At this time, Lin Qingya also said: „We disassemble in the contract the big contract, one is the agreements of 100,000 direct purchases, we according to the normal flow, the prepayment 30% lend them to begin, remaining 1.1 million, our intention signs with them to the way of agreement, we will pledge to revise and enlarge 1.1 million machines to them within this year, for this reason, we can according to each five Yuan or ten Yuan payment intention gold/metal, if we will break a contract, will give up ordering, the intention gold/metal will belong to them free of charge, if they will break a contract, cannot supply goods on time, they need five times or ten times of compensations give us the penalty.” 这时,林清雅又道:“我们把大合同在合同内拆开,一个是十万台直接订购的协议,我们按照正常流程,先付30%货款他们就开工,剩下的一百一十万台,我们用意向协议的方式跟他们签,我们承诺今年年内会向他们增订110万台机器,为此,我们可以按照每台五元或者十元支付意向金,如果我们违约,放弃订购,意向金无偿归他们所有,如果他们违约,不能按时供货,他们就需要将违约金五倍或者十倍赔偿给我们。” Li Mu gawked staring, asked: „Is your meaning to make a contract trap?” 李牧愣了愣,问:“你的意思是弄一个合约陷阱？” Lin Qingya nods again and again: „That is it, the factory definitely is nothing conflicts to the order, so long as their capacities can take, they certainly ordering without hesitation, if their capacity cannot take, I think that they first will then also sublet to others, because each order them is representing the actual profit.” 林清雅连连点头:“就是这个意思,工厂对订单肯定是没有任何抵触的,只要他们的产能可以拿下,他们就一定会毫不犹豫的接单,如果他们产能拿不下,我想他们也会先接下来再分包给别人,因为每一个订单他们来说都代表着实际的利润。” „Now two OEM (original equipment manufacturer) supplier factories give our production share also about 100,000 every month, we can according to the productive forces that they give, on the grounds of being worried about them adjusts share assignment, signs 1.1 million intention contracts with them, factory certainly complying without hesitation, because in the surface seems like, these 1.1 million intention orders bring only benefit , and no harm whatsoever to them, first we to him a conception to the advance payment, next, they can lock 1.1 million profits ahead of time . Moreover the manufacturer not possible to obtain the situation that in the future can face now, they will wish for earnestly.” “现在两家代工厂每月给我们的生产份额也就十万台左右,我们可以按照他们给出的生产力,以担心他们调整份额分配为由,跟他们签订一百一十万台的意向合约,工厂一定会毫不犹豫的答应,因为表面上看起来,这一百一十万台的意向订单对他们来说有百益而无一害,首先我们会给他一笔意向定金,其次,他们可以提前锁定一百一十万台的利润,而且厂商现在不可能想得到未来会面临的情况,他们会求之不得。” Li Mu hears here, suddenly sees the light at heart. 李牧听到这里,心里也豁然开朗。 Lin Qingya wants to the manufacturer the next wrap/sets, currently the capacities of these two manufacturers also to have certain wealth, capacity wealthy to them is reduction of profit, therefore their naturally hope can a horsepower full production, get so many orders one time, moreover is order that they can definitely digest . Moreover the opposite party also first gives the intention advance payment, reason that this has not rejected to them simply, even if broke a contract must pay ten times of intention gold/metal as the compensation, they should not reject, because they understand, possibility that paid these ten times of indemnities almost for zero, only if were has the nature and man-made disaster not. The controllable factor happened, Li Mu even can also avoid the anxiety in this point to them, adds a provision in the contract directly: The weather, disaster cannot the anti- factor be an exception. 林清雅就是想给厂商下一个套,现在这两家厂商的产能都还有一定的富裕,产能的富裕对他们来说就是利润的降低,所以他们自然希望能够马力全开生产,一次拿到这么多订单,而且又是他们完全可以消化掉的订单数量,而且对方还先给意向定金,这对他们来说简直没有拒绝的理由,即便是违约了要付十倍意向金作为补偿,他们应该也不会拒绝,因为他们自己心里明白,自己付这十倍赔偿金的可能性几乎为零,除非是有天灾人祸等不可控的因素发生,李牧甚至可以在这一点上也给他们免除忧虑,直接在合约上加一个条款:天气、灾难等不可抗因素除外。 However, as the matter stands, so long as the manufacturer signed the contract, you under receiving ambient pressure, thinks that does not produce to me, this may not belong may not the category of anti- factor, so long as when the time comes you dare not to produce to me, you ten times compensate me, only if your flare own factory burnt, otherwise absolutely no discussing. 但是,这样一来,只要厂商签了合同,你在受到外界压力下,就想不给我生产,这可就不属于不可抗因素的范畴了,到时候你只要敢不给我生产,你就得十倍赔我,除非你自己一把火把自己的厂子烧了,否则绝对没的商量。 Thinks of here, Li Mu is also excited, to praise sighed: „Qingya your means were really good, this, this matter was important, you will bump tomorrow with the law, as soon as possible according to the means that you said that drew up a new contract to the OEM (original equipment manufacturer) supplier manufacturer, but you must remember, in a year of big contract, must indicate the OEM (original equipment manufacturer) supplier price to act according to every month stores up the chip the market price to readjust one time, this manufacturer should also agree, now the refresh rate of hardware is so fast, other brands with the manufacturer signed the contract the time, will certainly consider this issue, price definitely frequent adjustment in quite short cycle.” 想到这里,李牧也兴奋起来,赞叹道:“清雅你这个办法真是太棒了,这样吧,这件事情事关重大,你明天跟法务碰一下,尽快按你说的办法,拟出一个新合约给代工厂商,不过你一定要记得,一年的大合约里面,要注明代工价格每月根据储存芯片的市场价格重新调整一次,这个厂商应该也会同意,现在硬件的更新速度这么快,其他品牌跟厂商签合同的时候,也一定会考虑到这个问题,价格肯定会在比较短的周期内频繁调整。” Lin Qingya nods, said: „I will go to work tomorrow begin to make this matter.” 林清雅点了点头,道:“那我明天上班就着手弄这件事。” Li Mu said: „Best to tempt them to sign some capacities to come out in the contract, if can register 2 million to be good.” 李牧说:“最好是能够引诱他们在合约里多签一些产能出来,如果能签到两百万台就再好不过了。” Lin Qingya thinks, said: „This could look at their current orders positions, but I believe that their second half of the year orders should also be at the undetermined condition, we under the order and prepayment intention gold/metal, they definitely first will first give us.”( To be continued.) 林清雅想了想,说:“这可能得看他们目前的订单情况,不过我相信他们后半年的订单应该都还处于待定状态,我们先下订单、先付意向金,他们肯定会优先给我们。”(未完待续。)
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