China's Radio Industry
In the decline of the local professional communications equipment manufacturing adheres to Motorola, HYT has now become a headache for opponents to make
A fairly long period of time, multinational companies are on China's strength in the professional field of communications equipment, a description of little change: the map of China on the southeast corner of Quanzhou is the hometown of Chinese-made walkie-talkie, there are many employees in these industries, but most of them engaged in distribution and assembly business, no technical strength, the whole of China only a handful of decent radio companies - a word that is, where the radio industry has not yet started, 97% of the market occupied by the International brand.
However, the Iraqi National Guard in 2004 when the communications equipment bidding to participate in bidding for Motorola and other industry giants have an end are a Chinese company called HYT defeated - although the latter is only one ending in 2005 sales However, the company 600 million yuan. But believe it or not, this is not a coincidence behavior: In the HYT set up 10 years, it has sold its products to more than 80 countries and regions. "We not only sell walkie-talkie, we can also build a country by country of professional communications network," Chen Ching-HYT president of the state of the "Global Entrepreneur," said, "the world has no rival can have such strength."
In the field of public communications equipment, Huawei has already rushed all over the world; now, Zheng-fully so that their own in the professional field of communications equipment to play the same role.
More than 10 years ago, Chen Ching-state distribution of walkie-talkie, or a number of Quanzhou, there is no technical strength is one of the practitioners. He has also gone through a "Made in China" and the typical path of entrepreneurs: There is no concept of economics and business management, but willing to try and willing to learn from mistakes; almost no companies have found a beginning do ourselves a development focus, but the They keep in mind that an unusual phenomenon, because there is indicates that business opportunities; once found such an opportunity, they quickly go all out to succeed.
In the early 1990s, before the decline of industry in Quanzhou, walkie-talkie, Chen has accumulated through the distribution of walkie-talkie 200 million yuan of wealth. However, other Quanzhou after another to find other business opportunities outside the home is different from Chen think they understand only the radio industry, "I do not act rashly," he said, "I think the radio industry, characterized by very consistent with my personality, attention to deep plowing not likely to have ups and downs. "Although at the time dominated the domestic market are foreign brands, but Mr judge such a big one on the market, there should be room for local brands. He decided to invest their own R & D walkie-talkie.
This is 1993, Chen fought in Shenzhen Click to view weather forecasts for cities of Shenzhen and more established HYT. 3 technical staff around a large table, there is no laboratory equipment, hand placement, using microwave oven roasted solder. Two years later, this model C160 product was born.
But this is the case of a failure. C160 is priced international brands of 1 / 3, get some sales, but with more than 2 million invested, or far from ideal. "I almost penniless." Chen made another decision: the agent of transformation into a Motorola walkie-talkie. On the one hand there is a direct source of income, is also available on Motorola's on the training of agents learned of their technology and market understanding.
"Their technology is very deep understanding of the customer are also unique. We are learning by doing, by the second and third generation products, the overall standard has improved a lot." Says Chen Ching-state. The situation a little bit open. In 1997, HYT has been rated as high-tech enterprise in Shenzhen City.
This process, Chen will also be one of Motorola's technology executives drawn into his own camp. In 2003, he acquired a systems integration company to open up radio industry, up and down the chain. The landmark breakthrough was in 2004. Chen seized a multinational manufacturer of professional communications gap: Without exception, these companies do not have to sell into China's walkie-talkie for localization, which limits its products, such as the police and other departments in the best-selling - scattered throughout the country police exposure to English seemed very used to.
Chen in 2004, successfully developed a Chinese-language radio show. In this way, HYT police occupied the domestic market, 30% of the market share. "On one hand, this shows that we have a strong software platform, on the other," Chen said, "Chinese display showed a good affinity to the customer, but also a sign of our customer service innovation for the formal establishment of the positioning of them . "
At this point Chen clearly found that resolving the conflict between customer demand and profitability of the method: the design in China, Chinese, Russian in Russia on the design, to the Turkish of Turkey on the design of products; re-consider the products of other application environments: Iraq unusually dry, the product must meet the highest dust level; Japan over the water, intercom is easy to fall into the water, it must achieve the highest water level.
Chen Ching-state, we never stopped trying to be technically ahead of the competition, but it also must have other skills. With most of the other competitors, the HYT in the process of communication with customers is more serious, "no one asked for were we are brought back to form a solution, so that today, we are increasing the ability to meet customer requirements Powerful. "
"Re-create another history,"
A firm foothold in the domestic market, the "I want to become a truly global company," Chen said, he want to win the U.S. market, where accounts for 40% of the global handset market share. This year in May, Chen has just acquired an American company. It was originally a Motorola, the largest agent in South America, taking into account marketing and customer understanding of the localization, in his view the operation of acquisition of a local company will have better results.
He did not disclose the transaction amount, but the global operation is Chen in 1994, excited about things. This year, Chen for the first time visit to the United States, "where things are expensive, we are thirsty, and others did not dare to buy, they buy a cola drink, has only just got 2 money, I think this is produced in the United States, should only cheaper. "embarrassed Chen recalls," As a result price of 2.5 U.S. dollars, equivalent to more than 20 yuan block. very expensive, but at that time I thought, if those doing business here, that the more money ah. "
A few years later, Chen encounter a Korean to become a global attack HYT catalyst. The Korean company is only more than 20 employees, but he has billed as the world has his business, under the Chen's curiosity, he explained that he would be designated as the world's seven regions, each send a representative . "Our domestic market is small, there is no way." Koreans to Chen explained.
Chen in 2000, learned to go to the first one on behalf of expatriates. The U.S. industry keen on studying the early history of trying to make their own predictions to coincide with the subsequent development of the industry, said after the entrants, when China are joining the WTO, the market has become increasingly global, especially in the high-tech field, increasingly unable to rely solely on the domestic market to support the.
He's the only one who speaks English sent to the United States, followed by the United Kingdom and India. In 2005, the income from overseas has accounted for 50% of total revenues HYT.
In order to enter the United States fire service procurement systems, HYT has designed a recording and alarm functions with the product. In the fire fighting process, the firefighters could easily be smoke smoked down other players who have not been found, resulting in life-threatening, but you can hit the ground HYT sound the alarm if other members of such incidents can quickly carry out its rescue; while its full recording function, so that the higher authorities to easily identify a particular misconduct of the responsible person. Now, HYT has received the U.S. Fire Administration, the General Post Office orders, occupied the market share of 3%.
But Chen said the Chinese to do good, or a Chinese company to be a clear advantage in the United States, and then swept the world. He hoped that the newly acquired company can help the fact, 2-3 years, the U.S. market share of 15%.
"China's radio industry, upgrading of history that is almost HYT created. Now, we have to create another history." Says Chen Ching-state.
China's Radio Industry
By: zzj89@foxmail.com
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