《假装在500强》 第三章 第四节

「And it is not the worst. Brian you might remember we saw some interesting product last year from the market. Our China team came back and confirm that it is actually originally designed by a China factory which is one of our competitor’s supplier. Then, you and Mike beat them by a promotion campaign.」胖子唯有点头。所谓「话术」,就是找出让人共鸣的点。
「But how can we make sure same thing would not happen in the future? Day and night there are people trying to beat Zecker. We are losing visibility.」确实,Zecker已经有好几年没有主动去了解市场了。到了今天,行业内不少好的产品其实并非国际品牌商原创的,而是他们根据在亚洲的供应商提供的ODM原设计而改良的。好的供应商,除了价格优势外,技术,设计能力都是一些很易被忽略的隐性的价值。幸好Zecker是在传统的慢消品行业,不然这几年的光景就够让一家Nokia 落台了。
说到这里,在坐各人的「身体语言」都像说已经被说服了。果然,CEO开口了:「Keep it on. I am listening.」Ben微笑点头,表示感谢支持。
「Beside all those figures, there is one more important thing that we should concern. Now who is running the business, Zecker or supplier?」
未等大老板开口,Scott就说:「That is going too far, Ben」。但CEO却说「?let him finish.」
「We started by outsourcing our production to Asia. Then we closed our plants. We outsourced our engineering after. Our supplier has been so helpful that we don’t need to do the core development work ourselves anymore. As a result, our engineering department downsized more than half in just few years. Even marketing is outsourced. I mean product marketing. Our supplier help us to define all the best-seller feature. They even execute it. They take high quality commercial pictures, develop sales package…and we?just plug and play to our homeland market. And now I heard that we are talking to franchise our brand in China… as our life goes more easier, we are one step close to lost our value.」
说到这里,Brian 的面色突然一沉。他感觉到Ben其实是在说自己和「鑫源」走得太近了。不知从何时开始,鑫源和Zecker间有不少的讨论,都是架空了采购部而直接跟Brian谈的。负责鑫源的采购经理往往都只能在事后打听他们和产品市场部谈了些什么,然后向Ben报告。变得后知后觉的采购部根本没法掌握合作的节奏。当采购经理提出大家要跟公司流程做事时,市场部的Mike总会推说他们谈的主题是市场和产品合作的事,还未有必要「惊动」采购部。后来,Ben根据侧面来的消息,好像Brian正在和鑫源在谈中国市场总代理权。此等大事,采购部居然完全不知道,在情在理都说不过去。只是Ben一直没有正面跟大胖子为此事理论,反而是假装没听见,不知道。旁人都在论说平时的霸道总监在面对着胖老虎时还不过是只小猫。?Ben手下几个心腹大将都心中纳闷,但看到Ben好像不以为然的态度,心想这冷静的上司一定是在忍耐,在等一个时机。
他们对了。
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