【正文】 2023/3/23 0:43:1300:43:1323 March 20231一個(gè)人即使已登上 頂 峰，也仍要自 強(qiáng) 不息。 23 三月 202312:43:13 上午 00:43:13三月 211最具挑 戰(zhàn) 性的挑 戰(zhàn) 莫 過 于提升自我。 勝 人者有力，自 勝 者 強(qiáng) 。 三月 2100:43:1300:43Mar2123Mar211越是無能的人，越喜 歡 挑剔 別 人的 錯(cuò) 兒。 三月 21三月 21Tuesday, March 23, 2023 閱讀 一切好 書 如同和 過 去最杰出的人 談話 。 2023/3/23 0:43:1300:43:1323 March 20231空山新雨后，天氣晚來秋。 23 三月 202312:43:13 上午 00:43:13三月 211楚塞三湘接， 荊門 九派通。 00:43:1300:43:1300:43Tuesday, March 23, 20231不知香 積 寺，數(shù)里入云峰。 00:43:1300:43:1300:433/23/2023 12:43:13 AM1成功就是日復(fù)一日那一點(diǎn)點(diǎn)小小努力的 積 累。 12:43:13 上午 12:43 上午 00:43:13三月 21沒有失 敗 ，只有 暫時(shí) 停止成功！。 三月 2112:43 上午 三月 2100:43March 23, 20231行 動(dòng) 出成果，工作出 財(cái) 富。 三月 21三月 2100:43:1300:43:13March 23, 20231他 鄉(xiāng) 生白 發(fā) ，舊國(guó) 見 青山。 三月 2100:43:1300:43Mar2123Mar211故人江海 別 ，幾度隔山川。 三月 21三月 21Tuesday, March 23, 2023雨中黃葉 樹 ，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 serviceKEY MESSAGES VALUE CHAIN STRATEGY18SAMSUNG010605BJkickoff2NOKIA IS STRONG AT MARKETING, SALES AND SERVICE, BUT WEAK AT TECHNOLOGYManufacturing and supply chainSales and distributionMarketing and branding RDStrengthsLevers 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” service19SAMSUNG010605BJkickoff2….on Nokia ……on MotorolaNOKIA HAS REPUTATION GAP AS TECHNOLOGY LEADER, AND TARGET DIFFERENT CUSTOMER SEGMENTS FROM MOTOROLANokia hasgood productdesignsNokia phonesare for female oryounger peopleNokia is second toupgrade productsMotorola productsare more formalMotorola alwaysintroduces newtechnology to themarket firstLoyal useris whitecollarworker….on technology leadership and innovation….on design… on typical loyal users20SAMSUNG010605BJkickoff2NOKIA DISTRIBUTES THROUGH SIX FIRSTTIER RESELLERS AND DEVELOPS EXCLUSIVE SPECIALIST SHOPSNokia Channel Structure? Late entry to the China market with less historic overhead? Flat distribution channels? Develops exclusive specialist shops? Provides aftersale servicesSource: China Computer JournalVendor1sttier resellersConsumers2ndtier resellersRetailers/retail chain stores6%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 21SAMSUNG010605BJkickoff2ORGANIZATION AND OWNERSHIP1. Bac