Chapter 1099: A natural failure

Thinking of the importance of that project to the company and its huge impact on the future, and thinking of the mysterious background and identity of the young man in front of him, Robert. Galvin couldn't help but become enthusiastic, and he asked, "How to say? Eric, do you have a way to change the result?"
"That's impossible." Tan Zhenhua replied: "Mr. Robert, the result has been announced and it was announced by the official government agency of China. I don't think any government agency of any country will make such a contradiction. It’s something — oh, it’s not necessarily. I heard that Indians often do this.

"Sorry, I don't understand." Robert frowned, and he asked: "Eric, since you can't change the result, what is the cooperation you are referring to?"
Tan Zhenhua laughed. He thought about it for a while and said: "Mr. Robert, before explaining the cooperation project, it seems that I need to review Motorola's failure process, but this may offend you."
Robert. Galvin frowned again, but he still made a "please" gesture.
"The National Games is China’s most important traditional national sports event. It is held every 4 years. It will not only select athletes for the Olympics, but also a sports event for our Chinese people. Next year, in 1987, the 6th National Games will be held. To be held in Guangnan City, in order to ensure the smooth development of this grand event, it is obviously necessary to build a good communication system, and China Xia plans to take this opportunity to build the country’s first mobile communication system in Guangnan City, with a wide range of coverage. The main part of the Nancheng District, where all the stadiums and stadiums are located, this is an iconic event, which represents that China will enter a new era of mobile communications from now on. For the enterprises that have undertaken this project, there is no doubt that it will To gain the first-mover advantage in China, we will also rely on this advantage to gain the greatest benefit in the future huge cake of the China Mobile Communications market."
There is no need for Tan Zhenhua to elaborate on these contents, Robert. Galvin knew clearly that if it were not that the project was too important, he wouldn't be sceptical about the failure-the project only included the coverage of one city, and in terms of the amount of the contract itself, it was not. Big, but the meaning is extraordinary.
"However, in this very special project competition, Motorola made a serious mistake." Tan Zhenhua continued: "You are so arrogant, you don't know how to respect customers, and even don't want to understand the basic needs of customers, so you Will lose to Ericsson."
Being accused by a young man who was a few rounds younger than himself, Robert. Galvin's face was difficult to look immediately, but he, who had been in a high position for more than 30 years, immediately realized that this was an opportunity, an opportunity for him to see and hear the truest side of things.
The reason given by this Mr. Eric may be very different from the reason that the person in charge of this project later made to the company for his failure.
"Since 1984, the world has successively entered the era of mobile communications." Tan Zhenhua continued: "Although the first commercial mobile communications system was built by Motorola, it adopted the AMPS standard, and it was soon promoted to the entire country and the entire country. South and North America, Australia and other regions, but in Europe, they did not adopt the American system. This is actually easy to understand, right? Europeans are not willing to pay you royalties for these technologies willingly, or according to their own Say "Motorola tax", so they developed a different system by themselves, which is TACS. Therefore, the contract battle that has just passed in China is not so much a competition between Motorola and Ericsson. The competition between these two systems is a competition between the United States and Europe."
These are the most basic facts, Robert. Galvin is of course very clear. This is also the reason why he or Motorola as a whole attaches so much importance to this "small contract"-which system was adopted when building the first system, which means that China will have a great This system may be adopted all over the country, because it is difficult to imagine that two wireless communication systems will be used in a country-which is very uneconomical for the construction of expensive wireless communication networks. In other words, Behind the system dispute is the competition in the world's largest communications market represented by China's largest population in the world!
Tan Zhenhua suddenly laughed. He said: "What I said just now, Motorola must be very clear. You have spared no effort to promote the benefits of the AMPS system to China, and lobbied the China Post and Telecommunications Department, which is in charge of this matter, but you Ignoring a very important point, there was no possibility of success for the AMPS system from the beginning. In other words, when the project was launched, TACS had already won. All your efforts to promote the AMPS system are destined to be In vain."
"Why? Technically speaking, the two systems have their own advantages and disadvantages. Why did you come to this conclusion?" This is a new point of view. No one has ever commented on Robert. Galvin said this, so even though the failure has passed, he still wanted to know the real reason for the failure in the eyes of this young man from China.
"Because of it." Tan Zhenhua pointed to the DynaTac8000X he put aside again.
Robert. Galvin's brows furrowed again, and he thought about it for a while, only to realize that he still couldn't understand what Eric meant.
It seems that there is no fun playing the dumb puzzle anymore. Tan Zhenhua decided to solve the mystery: "Mr. Robert, this DynaTac8000X was bought by me for 3,995 US dollars not long ago. According to the current exchange rate of 1:3.45, it is worth about RMB 1.4. In fact, in China’s private market, the exchange rate of USD to RMB has been maintained at around 1:6 this year. That is to say, the reasonable price of this mobile phone should be about 24,000 yuan-but considering Tariffs, channel profits and other factors, the price in China’s retail market may be as high as 40,000 yuan. Mr. Robert, for a country with an average monthly salary of around RMB 100, how many people do you think there will be? Have the ability to buy such expensive goods?"
"But what does this have to do with the system dispute?" Robert. Galvin felt that he still failed to understand the inevitable connection between the two things.
Tan Zhenhua spread his hands helplessly and said: "Look, Mr. Robert, I have already said so clearly, and you still haven't understood it. It can be seen that Motorola failed in China for a reason. You really don't understand the true nature of the customer. Need! Well, for your understanding, let me just say it briefly. For Huaxia, the reason why it chose to build the country’s first experimental civil wireless communication system in Guangnan City, except for the communication for the National Games In fact, there is another important reason for the demand. With the advancement of China's reform work, the economic activity of southern cities is getting higher and higher. Among them, the international open metropolis Xiangjiang, which is adjacent to Guangnan, has played a role in it. The important role is that a large number of goods are re-exported through Xiangjiang every day. There are countless Xiangjiang people active in Guangnan. Of course, there are also quite a few mainlanders who need to shuttle between Xiangjiang and Guangnan due to business relations. These talents are the current right A group of people whose mobile communication needs are more urgent, and it just so happens that they often have spending power far exceeding the average level of ordinary mainlanders. Think about it, Mr. Robert, should you consider this when planning the Guangnan wireless communication system in China What about the actual needs of users?"
That's it, Robert. Galvin finally realized it-Eric was right. With the high cost of using mobile phones, the first phase of the wireless communication network in Guangnan City must be those in China. The so-called "get rich first" group of people, and most of these people need to go to Xiangjiang more or less often, because it has now become a transit point and bridgehead for China's trade links with the world-Xiangjiang, currently It is still under the jurisdiction of Britain, so the wireless communication network it builds naturally adopts the European TACS standard. When these people buy mobile communication equipment, they will of course require compatibility with Xiangjiang’s current standard. Even if roaming is not possible for the time being, they At least you need to plug in a phone card to put your mobile phone into use immediately after you get it. These are just needed!
Robert who figured this out. Galvin immediately fell into endless annoyance and anger. At Motorola, no one found such an important factor that can affect the success of the project. The strategy they implemented from the beginning was wrong, so Facing failure in the end is a matter of course!