As one of the most successful IT companies in the world, HP is now "sudden thinking", I hope that I can surpass IT in the future, becoming the world's first high-tech company. This is obviously not easy. Xu Lee has always requested that the Sun Zhenyao, who has to run, has recently had a new goal - led HP to become the first largest high-tech company with its global strategy, he is considering when thinking Personal "one of the most respected companies" IBM. This happens in the first anniversary of the global release of HP's "moving growth" strategy, and HP Kangbia merges the twoth anniversary. Only one month ago, HP has just ended another round of adjustment, and the original four major groups will be adjusted to CSG (Enterprise customers and public utility group), PSG (information products and commercial channels), IPG (printing imaging) Consumer Market Group), TSG (Product Technology and Professional Service Group), with CSG replaced the previous ESG, and locks four major target customers: large enterprises, public utilities and government, small and medium-sized enterprises and personal consumers. This means that the internal adjustment of the company's internal adjustments from Hewlett-Packard and Compass merged, HP began to move towards new journey with a new image. New HP's Word In May 2002, Sun Zhenyao was appointed as the President of HP China, with the merger of HP and Kangbai. He wrote in the laptop: "Today I resigned from the old Huapu, I will go to a new company. - New HP work. "From this time, HP opened a series of adjusted curtains in China. Since Compaq and Hewlett-Packard have a negative, layoffs cannot be avoided. HP is a way of cutting a knife, that is, from top to bottom, each position is 2 choices 1. There is no choice to leave HP, but since the Director, the manager begins, someone is leaving, so Not satisfactory is not much. When many employees of Lenovo have found that "the company is not my home" in the company, but in HP, many employees are laughing. HP said that they used the humanized layoff method, including in advance, in advance, the employees were leaving, and the employees in this month could not come to work, but they can find a job while going to work, but salary, layup, even a headhunting company People are present, introducing which related positions in the recent industry. Each left employee will be compensated, and the cost of compensation is usually slightly higher than the expectations of employees, which even makes some employees are willing to be layoffs. In the case of a month before leaving the date, the employee's bad card, the mailbox, and the door card can be used as usual. In fact, the company does not take the way to leave the company as soon as the employees who have worked out of the layoffs. In the integrated process, the company has formed a reserve pool, many people have been transferred to this reserve pool, the time is up to half a year, and the employees have been notified in this half year, some will do some temporary work, once there is suitable This employee's position will re-use the employee. The new positions in the company's internal appearance will give priority to employees in the reserve pool. The Gao Jianhua, who had been chief in HP, in the HP and Kangbia merger, is China Hewlett-Packard "Merge and Integration Office" (MIO) Director, HP and Kangbia integrated completion, and the last bus of the layoff. He summarizes HP's layoffs as: "The company is not home, more like a tour group" - everyone enjoying the process of travel, and finally everyone will leave, but will leave a good memory. It is because of this ubiquitous corporate culture and humanity of HP, many employees have left HP for many years, and they are still very concerned about HP's development, they will think they have passed a time in HP. This year is the 19th anniversary of the establishment of the company in China. There are many employees who have left from all over the country to return to the company. They still have proud of HP work for a while.
Hewlett-Packard compared to Kangbo, there is a big difference in corporate culture. HP is more like a steady middle-aged man, while Kangbai is getting younger and active. According to a senior salesman who is still in Kangbiao, it is reported in HP, in the merger, for sales staff, the most important choice principle is performance, as long as performance can be left. In the case of Kangbia, he has a big power, and many things about business can make decisions, but in HP, every decision must be agreed to agree, so that the speed will decrease And need to communicate with many departments inside the company to complete business. When he first came to HP, he did not adapt, but now it's better to feel better, this will avoid a lot of unnecessary errors. HP's corporate culture has also made the company successfully completed the adjustment in the past two years. In nine months, HP new company reduced a total of $ 3 billion in cost. Beyond IT is now adjusting to HP standing on the new starting line. "Hewlett-Packard is the world's largest high-tech company, but not the first big IT company." Sun Zhenyao defines the future of HP. He said that when this world goes to digitize and virtualization, it brings the impact that it is a facility environment that is a common information. During this process, high-tech not only affects enterprises, but also affects individuals. The information infrastructure used by companies and individuals is in fact relatively close to high-tech products and services. In the past, the high-tech products used in the past and the company are very different, but today this boundary is actually getting more and more unaptuous. HP intends to achieve the goal is three major strategies: high-tech, low cost, best comprehensive customer experience, with competitive prices, provide technology leading products and services for Chinese users, and bring best comprehensive customers Experience. When Sun Zhenyao, he remembered that his trainer told him a sentence: "At any time, we must stand in the perspective of others." This sentence has always guided Sun Zhen Yao's way of working. In the company's business, standing in the perspective of others, means that they have to stand in the customer's perspective. "High-tech, low-cost, best comprehensive customer experience", which means providing higher returns for each IT spending - not only the cost of purchase and deployment technology, but also the management technology environment The continued cost of bringing; means helping the companies improve business flexibility and build a powerful platform for management changes; it also means a better overall experience. In the corporate market, HP proposes a strategy to help customers develop into a "moving growth company": in such an organization, business and IT can keep synchronization and make full use of changes, so that IT will not become obstacles that change, but Automatically meet business needs. HP itself is a very typical moving company. Sun Zhenyao emphasizes that the merger of Kangbiao, the benefit of HP includes not only the reduction in scale and cost, but more importantly, this is the solution to "moving growth". During the consolidation, the biggest difficulty comes from the management of changes. Changes is the major challenges that are currently almost all enterprises. Sun Zhenyao hopes to achieve IT and business synchronization by establishing an adaptive IT infrastructure, thus making companies with great flexibility, can respond to any changes, and even transform changes into their own competitive advantage. Before the merger, HP probably used up to 5 weeks to add a new supplier partner to the global supply chain, and now you can add a new vendor for two hours. At the same time, HP also puts the number of supply chains from 25 reduced to the present five. In addition, after HP and Kangbia merger, the number of IT applications decreased by 25%, and the ultimate goal of HP is to reduce 80%.
HP's dynamic growth strategy is when I have just proposed, I have been considered a product of my heart. But now it has already had a fashion order for Amadeus, Gates, etc., and uses business models charged according to usage. In a new round of integration, HP replaces the original ESG with CSG, focusing on all customer groups in CSG, and serves the CSG unified to customers with different product lines. Previously, the same customers must deal with sales staff of HP's different products. Sometimes the same customer will be divided by the same customer to receive an invitation from HP different salespeople. "They often ask why they also buy HP products, I have to deal with different sales staff? Customers feel more tired." A sales manager in HP recalls the scene of the scene. Now that the company's large customers, the same customer will have a special HP staff to provide all product advice. This adjustment means that HP is more hope to be customer-centered. For the result of the integration, Sun Zhenyao said that it is very effective. However, there are also employees inside CSG. "Currently, because of less than a quarter, it is still not seen from the turnover. However, from the inside, this adjustment is in a smooth." The low cost strategy has begun to play Treatment. Mai Tuo's main agent is the computer of Compaq. With Compa, it is incorporated into HP, it is also incorporated into HP's sales channel. According to Chen Hui, General Manager of Mc., the original Compaq branded computer is very particular, the price is high, and the sales volume is smaller. After Kangbia, HP merger, the product is close to HP, HP products are as black, and customers are not very bought, and the initial sales in the initial month decline. But now HP's product price has dropped a lot. It turns out that a notebook is 18,000 yuan -19,000 yuan. This year's mainstream model is 12,000 yuan -13,000 yuan, "" More and more close to the people's purchase ability. " At the same time, "HP service, maintenance is not bad in the same grade", HP has launched a three-year free, home service, which is still a very avant-garde at the time, and started the merger A shot, sales have risen many. "The reason why HP products can price, it is better than cost performance," Chen Hui analyzed. HP has its own consideration to the product and consider the needs of users. Some accessories are not made of the best materials. For example, the chassis is magnesium-aluminum alloy, and now uses pure plastic; originally used independent memory, now uses shared memory. However, now use digital cameras, the transmission speed and capacity requirements are improved, HP products are used to use USB2.0 interface, and the speed is improved; the laptop changes from 2 batteries to 4 batteries, which is more practical to consumers. "The local provinces of the province can highlight the performance of local accessories," Chen Jun believes that this has greatly improved the cost performance and practicality of HP products. "From last year, HP shows the trend of low-end development." Du Wenhan, deputy general manager of Computer and Software Consulting Division, "This leads to its size to expand quickly." HP home PC last year In June, re-on-the-month, monthly sales volume reached 3,000, with 5,000 units at the end of the year, and 6,000 units have been reached in the first quarter. As the sales situation is good, "the company has recently added many people," said a sales manager of HP region. But after the sales volume go, the dealer has increased, and the profit is reduced before. "Hewlett-Packard is also working to protect the profit of dealers.
"Chen Hui said that the sales channel is now adjusted. It turns out that the manufacturer gives the goods to the general agent, from the general agent wholesale to the secondary agent, and then sells to the customer by" second generation "to find retail stores; in May this year In the future, the sales channel tried to change from the manufacturer directly to the "second generation", and the "second generation" is looking for sale, shorten the intermediate link, protects the sales profit. HP's high-tech strategy, expand the previous product line landscape The most obvious is to increase their efforts in the consumer electronic product. "Hewlett-Packard is the most important step in further expanding the consumer market. This is an extension for HP companies, not a new field. "Sun Zhen Yao said that HP has some basic and conditions, extending it out, not completely from scratch. This is also a tradition of HP. The HP is because of the electronic instrument, many data need to be printed, so HP is only The printing device connected to the electronic instrument is then extended into a printer. Now HP needs to extend the extension of the consumer electronics market. "Hewlett-Packard is compared with traditional enterprises," Sun Zhen Yao believes that the family is now There are many remote controls. Each electrical appliance has a remote control. Each remote control is not the same, then to solve this problem is that traditional enterprises can't do, because they don't understand "system", "In the future, with HP technology, you can use a remote control to remotely control all home appliances." Sun Zhenyao emphasized that HP is a full-scale solution to digital images, introducing "systematic" concept in the consumer electronics market, and digital Camera, printer and other products made a complete system. In July, HP Photosmart R707 digital cameras landed in China, this camera has 5 million pixels and 3,000 yuan prices, you can print directly after shooting, and immediately have many digital lovers Sourse. The first difficulty HP expectation of the world's first difficult HP is really capable of surpassing IT, becoming the first major high-tech company, and realizes the transcendence of IBM and other companies. Analysis: " HP achievement is possible, because in addition to good performance in the IT field, HP has also had a lot of accumulation in the consumer electronics field, and the printer business has been ranked first in the world for many years. After expanding the product line, it will inevitably increase the overall turnover, which will increase the possibility of HP reach the goal. "But Du Wenzi believes that there is no doubt that HP's advantages lies in brand and technical strength, but these are not enough to support its" first large high-tech company ", but still need to overcome a lot of problems. Du is analyzed, HP currently grows very much Fast, the main reason is from the price drop, "But where is the power of the next development, it is difficult to say now. "In terms of resource sharing, Du believes that the original HP group is divided according to business form, and now it is now divided according to customer base, but the personal PC and household PC are not in a group." This is not conducive to implementing information sharing , Resource sharing, it is possible to reduce competitiveness, "Du Wenne said:" Good IT businesses should achieve maximum resource sharing. Du Wenman believes that HP's channel management capabilities have to be improved. For a while, HP quits home PC market, because "HP channel is chaotic, can not manage channels", HP commercial PC has been chaotic, appearing The phenomenon of "货". Later, HP has been integrated and compressed, strengthened the management of channels. But now, "HP may still face the old problems that do not control the dealers."
Du Wenmi believes that the current HP home PC development is good, and the IT service is a very effective channel, but because HP PC walks low-end route, consider the higher profit margin contributed to the company. For HP to develop the product line to the first high-tech company, Du Wenmai believes: "This is a neutral event." Digital camera and other products are currently higher than the profit of the IT industry, the competition is fierce, These areas are not lost as a solution, "But HP needs to be re-channel construction in these areas, and this field itself has more competitive enterprises." As we all know, the first large high-tech company should not only point the size, which can be reached by expanding the product line, even improving the asset-liability ratio. This should not be HP's goal, HP's goal should bring the shareholders Maximum profit. In Du Wenzhen, "traditional IT and consumer electronics sales are two things, HP still needs to learn, at least in China." Transfer from: Business Weekly
