【正文】 2023/3/72023/3/7March 7, 2023 1一個(gè)人即使已登上頂峰，也仍要自強(qiáng)不息。 2023年 3月 7日星期二 2023/3/72023/3/72023/3/7 1最具挑戰(zhàn)性的挑戰(zhàn)莫過(guò)于提升自我。勝人者有力，自勝者強(qiáng)。 2023/3/72023/3/72023/3/7Mar237Mar23 1越是無(wú)能的人，越喜歡挑剔別人的錯(cuò)兒。 2023/3/72023/3/7Tuesday, March 7, 2023 閱讀一切好書(shū)如同和過(guò)去最杰出的人談話。 2023/3/72023/3/7March 7, 2023 1空山新雨后，天氣晚來(lái)秋。 2023年 3月 7日星期二 2023/3/72023/3/72023/3/7 1楚塞三湘接，荊門(mén)九派通。 2023/3/72023/3/72023/3/7Tuesday, March 7, 2023 1不知香積寺，數(shù)里入云峰。 2023/3/72023/3/72023/3/73/7/2023 12:10:20 AM 1成功就是日復(fù)一日那一點(diǎn)點(diǎn)小小努力的積累。 2023/3/72023/3/72023/3/72023/3/7 沒(méi)有失敗，只有暫時(shí)停止成功！。 2023年 3月 2023/3/72023/3/72023/3/73/7/2023 1行動(dòng)出成果，工作出財(cái)富。 2023/3/72023/3/72023/3/72023/3/73/7/2023 1他鄉(xiāng)生白發(fā)，舊國(guó)見(jiàn)青山。 2023/3/72023/3/72023/3/7Mar237Mar23 1故人江海別，幾度隔山川。 2023/3/72023/3/7Tuesday, March 7, 2023 雨中黃葉樹(shù)，燈下白頭人。 however, it spends a great amount of effort in understanding customer requirements and tailors its product to meet these requirements. ? Nokia employs PTAC, CellStar, Beijing Telemunication Equipment Factory, Bright Point, Express Fortune, and Tech Glory as the firsttier resellers to distribute handsets through authorized stores and counters. The distribution channels are relatively flat. ? While its retail shops are growing rapidly to approximately 900 around the country, Nokia also develops exclusive specialist shops in order to provide “onestep” solutions to end users ? Nokia implements a highly efficient customer service system with 250 service stations and mobile service stations for rural areas. It provides good pre and after sales service KEY MESSAGES VALUE CHAIN STRATEGY SAMSUNG010605BJkickoff2 19 NOKIA IS STRONG AT MARKETING, SALES AND SERVICE, BUT WEAK AT TECHNOLOGY Manufacturing and supply chain Sales and distribution Marketing and branding RD Strengths Levers for improvement ? Established RD center in 98/99 in Beijing for China market, with 150 research staff ? Strong in low end development ? Good product quality and design ? Weaker position in high end segment and high end technology ? Position in low end under attack ? Scalable local production ? Optimized logistics ? Countrywide distribution channels and strong channel management ? High retailers preference ? Lower rating of retail support ? Retailer preference not translating into higher market share ? Strong brand awareness and preference ? Promotes “technology based on people” ? Awareness and preference lower than Motorola ? Brand in young market under attack ? Low technology image Service ? Highly efficient customer service system with 250 service stations and mobile service stations for rural areas ? Good pre and after sales service, . “one hour repair” service SAMSUNG010605BJkickoff2 20 ….on Nokia ……on Motorola NOKIA HAS REPUTATION GAP AS TECHNOLOGY LEADER, AND TARGET DIFFERENT CUSTOMER SEGMENTS FROM MOTOROLA Nokia has good product designs Nokia phones are for female or younger people Nokia is second to upgrade products Motorola products are more formal Motorola always introduces new technology to the market first Loyal user is whitecollar worker ….on technology leadership and innovation ….on design … on typical loyal users SAMSUNG010605BJkickoff2 21 NOKIA DISTRIBUTES THROUGH SIX FIRSTTIER RESELLERS AND DEVELOPS EXCLUSIVE SPECIALIST SHOPS Nokia Channel Structure ? Late entry to the China market with less historic overhead ? Flat distribution channels ? Develops exclusive specialist shops ? Provides aftersale services Source: China Computer Journal Vendor 1sttier resellers Consumers 2ndtier resellers Retailers/retail chain stores 6% 3% 91% 22% 33% 36% 6% 33% 58% Rationales ? Nokia employs PTAC, CellStar, Beijing Telemunication Equipment Factory, Bright Point, Express Fortune, and Tech Glory as its 6 firsttier resellers ? Nokia requires resellers to report the promotion plan and product ordering plans a quarter in advance, and since the demand for handsets tends to fluctuate across promotional programs, this inflexible strategy generally limits the potential gain when market demand changes across promotions ? Close to 900 retail shops and counters countrywide, with 50% growth from 1999 ? Form exclusive specialist shop to provide onestep solution to end users SAMSUNG010605BJkickoff2 22 ORGANIZATION AND OWNERSHIP 1. Back