Wednesday, October 20, 2010

Spot cash: how a "worry" Zile!


Dangers, it is impossible to withdraw it!

Case Study:

To switch to cash the trouble spot sales model

New Year began, as the General Manager of Harbour McKinnon's season has just begun to develop a work plan for the new year. As an important part of the plan, market and sales methods are faced with new challenges.

Quarter of the total had an idea that he seek the advice of several directors, especially South Korea, chairman of views. Han talked about the personal views of chairman, he called the best quarter of the total credit can completely change the current practice of turning cash spot sales model. Harbour Gold Chemical Co., Ltd. is a pesticide formulation to processing enterprises, the restructuring of nearly three years, nearly 12 million yuan in annual sales hovering around the basic. The company has more than 10 varieties of pesticide formulations, mainly for wheat, rice and other crop pests control. Pesticide market today, the basic pesticide formulations for the sales agent sales model. The company has adhered to this sales model, known everything about genome has a large number of returns each year, money hard to withdraw, have a lot of inventory, poor quality business. This is also the chairman of South Korea asked quarter sales model, the total change in the main driving forces. Quarter of the total according to the views of Korea, chairman, immediately to the sales department called the office of Minister for Niu way. Minister for Niu very frank exchange of views on their own, in his view, the company implemented immediately spot cash sales are not mature, there are several reasons:

1. Companies lack the brand influence, has not achieved the general trust of users and dealers; 2. Product lack of competitive advantage, we have some people, price is also higher than others; In addition, there is no policy to encourage dealers to sell; 3. Sales force is aging, older, conservative ideas, if implemented, will face significant cash spot resistance; 4. Lack of promotional activities the company is now the market is basically through the restructuring of the former to maintain old customers and new market development office is almost empty. 5. If the mandatory implementation of cash spot sales model, our business may decline significantly.

Quarter of the total cattle that meet the current Minister for the analysis of the company situation, however, the Board's view is clear, only the execution. As general manager, also wants to cash in stock season total to sell, so, he worries a thing may be substantially reduced, can focus more towards new product development and business management. Faced with this situation, how can he do?

Case cracked:

Spot cash: how a "worry" Zile!

I had worked in the enterprise level, aware of the total face such a difficult quarter, the difficult and confusing time, but seeing the reality of the situation and cattle enterprises will face difficulties Minister; have been in business sales director of I, but also very sympathetic and understanding Minister of loading cattle and difficulties! In fact, the Minister cited several difficulties cattle among any one of the enterprise, woe Renhuan evil things! However, a professional manager to face any such difficulties, whether it is unquestionably the sky to show a vista enterprise lucky new atmosphere, or a "advisors curtain air tent consultations sigh, battlefield Grief stricken region," the defeat of the dilemma! Quarter of the total first thing to do is not sit still! Positive approach only rose to the challenge to face, look at the difficulties stand out, to find the best solution! The author's experience, the quarter of the total if the board is extended in accordance with the marketing model cash cash, will face a very serious and difficult situation in the passive, or under existing conditions so that we always find some marketing for the quarter crack of ideas and Drive it!

1. Should be extracted from a "leader" of the product, or build a well there in the price

Advantage or product differentiation, so as to promote new business models and fewer barriers to implementation of the landing.

If a brand in the market that does not impact products do not influence, then do not say cash cash, that is to do credit will encounter many troubles and frustrations, while the choice is difficult when agents choose to go to the right customers. Quarter of the total enterprises in the market as a basic condition of survival may be relaxed environment and flexible policies, once these are gone, then the business must first have a requirement is an excellent, there are consumers that buying brand products then be possible to go further in-depth discussions to implement the new cash marketing patterns.








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Wednesday, October 6, 2010

The Hai Lute: national, world's



The Hai Lute: national, world's

- Interview with the General Manager Xiarui Xiao Hai Lute

Interviewer: China Software Network reporter at Qiao Zhi

Respondents: the general manager of Xiarui Xiao Hai Lute



The General Manager Xiarui Xiao Hai Lute

Reporter: design software application development in the history of shipbuilding

Xia Ruixiao: ship design software, performance design and production design are two major categories, the performance of software development began in the 60's, dedicated to the basic design of ships; and construction of integrated production and construction design software, it is with the Computer deepening the development of the hardware.

Shipbuilding software development, processing from the process, task handling, parts handling to the systems.

In terms of hardware, from single focus to the station terminal, until the computer of the distributed processing.

In the application surface, the original only by a small number of software personnel in the development to engineering and technical personnel able to master.

Graphic expression, from the description of graphics commands directly to the screen display graphics.

Most notably, from two-dimensional to three-dimensional software, software upgrade, the ship structure is clear and intuitive, so the virtual ship possible.

Reporter: different ships, targeted solutions for product design

Xia Ruixiao: Ship structure is changing, as a professional software, in solving common problems, based on re-use may double the time and energy dealing with individual problems. Especially with the factory process-related functions, special cases need special treatment. To this end, I got a shipbuilding company from shipyard experienced technical staff to guide software development, user tutorials, FAQ. Basically, each added a user, our software will greatly forward.

Many large foreign companies have their own research institutes, in order to maintain its leading position, are often targeted directly to solve their own problems encountered, but division of labor efficiency, the market is an inevitable trend, from R & D commissioned by the demand side of the development side, is more effective.

In order to adapt to different and changing the size of the shipyard ship, our software not only provides a large number of possible data model, but also provide the definition of supporting tools to the user, allowing users to define their own special, with parameters of the data model, the software automatically access, on-demand scaling.

In the input / output, we particularly pay attention to "open", input, either the DXF import from AutoCAD can also fill in a form to input, but also the temporary type; output, not only can generate DXF format, also can generate BMP format, can also generate FoxPro format.

As a result of different shipyard cutting machine, we collected 17 different country to the cutting instructions cutting machine table, sorting, specially developed to automatically adapt to different sets of material cutting machine software, free of charge for the new user profile.

Reporter: Could you talk about the software products on the Hai Lute how in the field of application of the ship, which encountered the problem?

Xia Ruixiao: Our ship is built with independent software copyright 3D platform development. In the main, the combination of ship building technology, according to process, from the ship linear smoothing treatment, according to the three-dimensional model of the structure, formation and structure of parts library for synchronization to automatically set row, automatically generated with the user to match the cutting CNC machine tool instructions.

To meet the technological requirements of different users, the software also provides data on surface machining parameters and model making, it also provides the kind of box made complex surface parameters.

In line with the construction, the software also provide support facilities for the construction of the tire frame plans and related data.

The software can also be produced with the hull intersecting or not intersecting the complex curved surface, such as the anchor point, bow thruster, rudder and diversion accessories.

With independent intellectual development platform, the version with user feedback to update and upgrade capabilities faster, more timely.

However, the promotion of domestic software is difficult, and most users are sensitive to the import of software used up very cumbersome, very slow, but they also must continue, because the owners have this requirement. In addition, shipbuilding software purchase decisions, as long as the hand off, decision-makers will often use imported software for the insurance.

Reporter: Could you talk about the advantages of the Hai Lute in the shipbuilding industry

Xia Ruixiao: The company has - support in the shipbuilding industry in ship construction, process engineering, and engaged in software development and modern shipbuilding for many years experienced experts, but also have long been engaged in computer software research and development, and more than 10 years and in close connection with ship software development , well-known shipbuilding experts, constitute shipbuilding and information technology leadership and blending the core.

Our early as 1997 the first in China launched the "three-dimensional ship software", and then something new shipyard built 13 thousand tons tanker be practical. After years of accumulated technology, has now completed a self-copyright "three-dimensional software development platform,"

Currently based on the "D platform" has been formed on the shipbuilding software series, and the shipyard at different sizes, different types of ship tonnage and products, military and civilian, on applied and verified. These basic customer base is constantly improve our software, the practice of shipbuilding base and technical support.

The company's shipbuilding software, simple interface, easy to use and integrate a large number of normative and logical basis, it is the professional requirements of the operator is very low, very high cost performance.

Some have introduced imported shipbuilding software unit, also purchased our software, as a shortage of imported software features added.

So far, three-dimensional, simulated on a computer screen in shipbuilding, and has been accepted by domestic shipbuilding software users, we are still unique.

Reporter: Software makers face pressure in the shipbuilding industry, difficulties and opportunities

Xia Ruixiao: ship industry is the application software, design software is basically the more traditional performance, compared to production of relatively rapid development of design software. In China, early in the last century the seventies and eighties have some large, medium-sized enterprises for the development of labor-intensive need to change the ship, with limited computer resources at the time of the combination of enterprises under the current situation, in lofting, fairing, outer shell expansion, structural parts and the next generation were made such as cutting material to explore and try, to some extent, promoted the shipbuilding industry's technological progress.

The decentralized research and development, the systematic is not high, integrity is not enough, although at that time in the vessel head of the organization, have jointly developed in phases focusing, achieved some results, but because the system hardware and software environment to support problem , system development organizations and mechanisms and other issues, the results of research only involved in the development of units to be applied, but failed to get promotion in the industry.

At the same time, by pressing the development of some large enterprises began to introduce foreign shipbuilding software. High cost of imported software investment, the requirements of the operator education is also high, and because the plan inconsistent with the process used, the introduction agencies often have to organize second development, into a larger, less efficient, therefore, import shipbuilding software development prospects in China are not very good.

In contrast, domestic shipbuilding software in China have to face the dual pressures, compared with imports of software, domestic software is unable to do so within a short range, less reliable, because the import of shipbuilding software has been done 30 years, while domestic shipbuilding software only do a few years;

Domestic shipbuilding software piracy in China is another pressure is low cost CAD software, although the ship is very convenient to use pirated software, but too expensive, and bringing more members of several loft, a few more classes, still make out the boat . Therefore, in our domestic shipbuilding software is difficult in large scale. A small volume of software, its continued development momentum in where?

Even so, China is a big country, after all, was a shipbuilding power, use pirated software will not ship the long-term, dedicated shipbuilding software in a large number of automatic features, fast and accurate mapping software in general is second to none. In addition, there is also ship software with search, inspection, statistics, archiving and other functions, the mapping software in general is simply do not.

In all fairness, the import software does have its obvious advantages, from both the integrity and reliability is better than China's own development of various types of shipbuilding software. It is undeniable that there is at least the following import software shortcomings:

1. Non-Chinese interface

Unless the common software, foreigners will never be finished special software, because proprietary software users undeserving of large-scale effort finished. Both the foreign language interface, Jiu need to be equipped with a high educational level operators, while the higher education operations often vision Jiaogao, ambition Jiaoda, their choice of occupation, choice's chance 鐩稿 also many, Maybe when they have just learned will be given stole. So the low-level not learn, they failed to keep the level high. This situation now exists and will remain, and will be more severe.

2. Unsuited to Chinese conditions

Shipbuilding countries there is a big difference in production, including organizational structure, processes, communication methods, the quality of personnel, equipment, grade and economic power. These conditions or plant conditions are decades or even centuries inherited, indeed affect the whole body. So be as efficient as they use for their own proprietary software development is very difficult, and requires a longer period of transition.

3. Not easy to change

Imported software is relatively mature and well-tested, because they have pushed the world, basically not likely to make further big improvements. They tend to add some features in the periphery, but not dare internal surgery, which is a common feature of mature software. So in order to correct an error, in order to compensate for a defect, often have to circle around the number of those boundaries to make some temporary patches, the increase not only dare to delete. So the system is growing, more and more redundant information, the burden increasingly heavy. Eventually lead to more efficient users of low.

4. Expensive

Import price of about three-dimensional ship software to form the productive forces of RMB 600-1500 yuan, about 20% every year to pay the upgrade and maintenance costs. Such a high price resulted in nearly two decades with only a dozen major shipyards in China have the ability to introduce, but China has hundreds of small and medium sized shipyards, they can not have that kind of economic strength, so they desperately need cheap and good China-made three-dimensional ship software, the price of imported software is only one-twentieth or thirtieth.

Above all, on the domestic shipbuilding software is undoubtedly an opportunity for undergraduate or graduate students engaged in the production of imported software design is not long, is harmful to both the state to individuals. If the lower education level so that more operators learn how to operate, not only reduce costs, not Pa Moren succession. The domestic shipbuilding software, its price is far lower than the imported software, software performance as much as imports, all finished interface, consistent with the domestic shipbuilding practices to facilitate the industry standards with the revised message format is fully open, easy to use and easy to 浜ゆ祦.

Reporter: face of China's shipbuilding industry, the work done on the Hai Lute

Xia Ruixiao: The domestic shipbuilding has become a product of three-dimensional software is the exclusive launch of Hai Lute Software Co., Ltd., has been in operation more than a dozen user units.

Shipbuilding software built by my company's products include: tanker, landing craft, hydrofoil boats, wave-piercing boat, container ships, catamarans round, ship, Shanghai Huangpu Lu Pu Bridge, Shanghai Anting Automobile City Interchange Viaduct, Chongqing International Airport terminal building, the Shanghai Library stainless steel sculpture and other cities.

Facts have proven that, all bought our software shipyards, shipbuilding software will not buy imports for the country save a lot of foreign exchange, import of shipbuilding bought some software manufacturers, import of shipbuilding software to compensate for the shortage, but also to buy our domestic shipbuilding software.

Our automated scheduling software is the only set of the "automatic" software set row, far better than its degree of automation has been introduced in the domestic foreign similar software, bought our shipbuilding software manufacturers, have bought our "full Automatic nesting software ", and another three large shipyards, has bought a set of exclusive software imports, but imports set of arrangements to make up for lack of software, then buy our" automatic nesting software. "

Two years ago, our main venue in the construction of the Beijing Olympics --- China National Stadium (commonly known as the Bird's Nest), because the software could not do the ordinary steel "nest" of "twist up" setting out, construction of units to find us, so we software-based three-dimensional ship, but also developed a "three-Witte-type structure as a" software ROOTMODEL, successfully applied to the "nest" on. "Bird's Nest" is a huge country while the three large steel enterprises to participate in the construction, the three big companies have their own preferred the original software, and some have their own software development company or a software development department, but, because their software can not accurately to deal with distortions in the plates, the last three large companies have bought our "three-Witte-type structure as a" software.

Reporter: Prospects of Ship Information

Xia Ruixiao: Shipbuilding in China is a big country, and is expected to become the world's No. 1 shipbuilding power. Our three-dimensional ship software for our determination to become the world's No. 1 shipbuilding power provides a solid technology base, and effectively avoid the shipbuilding industry's dependence on imported software. Particularly one day, when my really become the world's largest shipbuilding country, this is particularly necessary to avoid.

Import software, can not fully open to us, also say nothing after the difficult experience they will expect a positive response, because we are big shipbuilding country, is undoubtedly their competitors, let alone solve problems for you, do not gloat had been a high moral character.

Import software, and can not transcend time, they (the developers) did not expect, you (the user) used to keep Junior. Are we willing to be controlled by others, with the footsteps of others behind it?

Therefore, the development of domestic shipbuilding unwavering software is beyond doubt. In the domestic shipbuilding software, there is an immediate response can be difficult, there is a new design concept can be implemented quickly, with confidential information, do not have to worry about leaks. Only in this way, we may go beyond his country, a truly rich, powerful.

Although the domestic shipbuilding software, such as imported shipbuilding software is not yet so complete, so complete, so long as time, catch up and surpass imports shipbuilding software is technically not a problem,

In addition to software, management software, ship industry should closely follow, to the scientific management to be effective.

However, whether it is software or management software, it is up to the people to operate, or are no good.

As a shipyard, the first ship to make a modern leadership awareness and determination, but also a keen modern shipbuilding effective implementation of those, only then, the shipyard is possible synchronized, otherwise there will be bottlenecks, benefits will be synchronous decreased significantly over time, the military will be shaken, the implementation will be halfway modern shipbuilding.

Natural selection, survival of the fittest. With the rapid development of China's shipbuilding industry, the shipyard to survive, we must move forward toward the direction of modern shipbuilding, the Chinese ship bound bright prospects of information technology.

Profile:



Xia Ruixiao Resume

Xiarui Xiao, male, born in 1952, Education: junior high school, Title: Engineer

1967 junior high school

1968 ~ 1974

Down to the Countryside

1975 to 1991

32 Ministry of Electronics Industry Research Institute (East China Institute of Computing Technology) engineers (exceptional promotion)

1992 to 1999

銆??(涓棩鍚堣祫)涓婃捣鍚槑杞欢鏈夐檺鍏徃 鐮斿彂閮ㄧ粡鐞嗐?鍓?宸ョ▼甯?br />
銆??1999骞达綖鑷充粖

銆??涓婃捣璺壒杞欢鏈夐檺鍏徃 鎬荤粡鐞?br />
銆??1988骞?鏈?銆婄▼搴忚璁¤瑷?ASCAL銆嬪浗鏍囧埗瀹氫富瑕佽捣鑽変汉(鐢靛瓙宸ヤ笟閮?

銆??1988骞?鏈?銆婃墽琛孭ASCAL銆嬬涓夊畬鎴愪汉(鍥藉绉戝)

銆??1990骞?2鏈堛?PASCAL璇█缂栬瘧绯荤粺銆嬩富瑕佸畬鎴愯?(鏈烘鐢靛瓙宸ヤ笟閮?

銆??2004骞?鏈?2003骞村害涓婃捣甯傜鎶?垱涓氶鍐涗汉鐗?涓婃捣甯傜濮?

銆??2006骞?2鏈?銆婁笁缁寸壒鍨嬫瀯浣溿?杞欢 绗竴瀹屾垚浜?涓婃捣甯傜濮?

銆??銆婂叏鑷姩濂楁枡杞欢銆嬫?璁捐甯堛?绗竴瀹屾垚浜?br />
銆??銆婁笁缁撮?鑸硅蒋浠躲?鎬昏璁″笀銆佺浜屽畬鎴愪汉

銆??銆婁笁缁撮搧濉旀斁鏍疯蒋浠躲?鎬昏璁″笀銆佺涓?畬鎴愪汉

銆??銆婁笁缁寸壒鍨嬫瀯浣溿?鎬昏璁″笀銆佺涓?畬鎴愪汉







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