Taiwan electronics manufacturing center to the mainland Taiwan Yuzuo springboard

September 27th eighth Beijing Taiwan Science and Technology Forum held in Beijing on the more than and 300 in Taiwan province of China's science and technology elite, including heavyweight global level. Because of China's enterprises in Taiwan province in the global IT industry chain status is more and more irreplaceable, someone made a metaphor of the image: if the lack of support of the Taiwan enterprise group, Silicon Valley will become a castle in the air. However, China's Taiwan province IT power in the world's vertical division of labor, mainly in the manufacturing sector, the lack of independent brands. And now the growth of China's mainland market has given China's Taiwan enterprises a golden opportunity.

China's Taiwan Province, the local market is very small, our previous major markets in Europe and the United States, the mainland market in the past two or three years to really develop up, local enterprises began to follow up investment." September 27th, rarely appeared in the media treasure Costar Electronics Inc chairman Xu Shengxiong in an exclusive interview with this reporter, said the Taiwanese began to focus on the mainland market.

"In the beginning to come to the manufacturing based, and now increase R & D strength, which is the process of history." Xu Shengxiong said.

However, from the early development of Taiwan funded enterprises to enter the mainland market IT process, they are not plain sailing.

Channel failure cases

Acer computer in 1993 to enter the mainland market, had peaked during the previous five positions in the domestic market, and by the year 2004, Acer's ranking in the Chinese notebook market has hovered around about ten.

Enter the market with Acer over the same period China lunfei in the glorious period had better than Acer. In 1993, the notebook lunfei began to appear in the mainland market, because the market was scarce brand, HP and other international brands and prices high, lunfei just entering the mainland market will show a strong strength. However, in ten years, lunfei ups and downs, now has almost disappeared.

In 1999, the national lunfei total generation system in the channel, Kienlen flying company was lunfei in the mainland only total generation, it is through Kienlen fly, lunfei soon reached the pinnacle. However, in December 31, 1999, lunfei renounced Quanguozongdai system, the implementation of flat channel, then gradually Kienlen fly ashes to ashes.

The beginning of 2000, lunfei established 21 branches in the country, in charge of the 600 distributors. "Around 2000, the mainland notebook market began, lunfei borrow their years of experience in business management and market accumulation, began to in Taiwan Province in China and overseas to copy mechanically channel mode to the mainland, that can be done overnight." An internal staff think lunfei did not know about the mainland market, has great blindness channel policy change.

Flat channel, lunfei price system began to collapse, between each branch of mutual malignant bargain, the company headquarters completely lost coordination; the branch staff are in constant change, also lost effective bundles of more than and 600 distributors.

Lunfei and fold back in 2002, began to implement the regional total generation system, a year after returning to the original Quanguozongdai, 2005 lunfei will channel system adjustment for the region's total generation system.

In the changing of lunfei almost disappeared from view.

An internal staff in this regard have complained: since lunfei into the mainland, the person in charge of exchange, no one can be linked to the channel strategy. From the headquarters, they are too eager to succeed, each person in charge of the assessment period is one year, there is no improvement within a year, immediately replace. People go policy basically no longer waste, now lunfei in brand market force, mainly to OEM, brand as a supplement, the ratio between the two was about 8:2."

In fact, Acer is also in a similar channel adjustment.

1994 desktop business Acer first came to the mainland market, and create the total generation - distributors - distributors channel model, the channel model to a layer or two layer than Acer in Europe and the United States and China's Taiwan province model. Two years after entering the mainland market, the notebook business began to take the desktop channel. In July 1, 1998, Taiwan notebook computer market "killer" said Lin Xianlang stepped in as the general manager of Acer China company, the country looking for the strength of the distributors, re built notebook channel system.

At the end of September 2003, Acer, Bada, notice days for silver, four double agent, return the total power generation, flat channels, and a development of 600 distributors, from across the country more than a dozen branch management. This scene with lunfei strikingly similar. The channel policy of Acer's power distributors and counter small agents in power are equal, the Distributor shall not all inter provincial operations, does not allow the development of two channels, branch supply directly to the dealer. This approach has hurt the strength of agents, flat policy in the first half of 2004 died, the overall regional system began to return.

In 2005, Lin Xianlang was ordered back to headquarters, Acer China channel began a new round of adjustment and reform, the first nationwide total generation system, the surgeon is Lai Taiyue, is based on the experience in the so-called Acer mode of European success of the new distribution, this model comes from the Acer general manager of Italian company Samaranch. The latter is Acer's CEO.

The mainland market is not as imagined by Taiwanese businessmen