Jiang Chen's words didn't discourage Wang Wei. He knew very well that since Jiang Chen agreed to meet with him, it meant there was still room for negotiation.
After sorting out his thoughts, Wang Wei said.
"I don't know if Mr. Jiang has studied FedEx's failure in Hua."
The hotel waiter brought black tea and pastries for the two. Although it was close to dinner time and past the time for afternoon tea at the Peninsula Hotel, distinguished guests always had some privileges.
Jiang Chen took a sip of the black tea, moistened his throat, and smiled at him.
"Of course."
"There are many reasons for FedEx's failure in China. Even though they have a considerable advantage in terms of price and have made some efforts to localize their products, it was difficult for them to enter the Chinese market. My operations team and I studied this case and we came to a conclusion. Do you know what it is? "Wang Wei's eyes locked onto Jiang Chen.
"Are you testing me?" Jiang Chen laughed.
"Of course not." Wang Wei smiled and no longer kept Jiang Chen in suspense. He raised a finger. "In the end, there is only one reason. They encountered a Google-style failure. "
"Google-style failure, this term is quite interesting. It's the first time I've heard it." Jiang Chen looked at Wang Wei with interest. "So, do you think our Global Express will encounter a Google-style failure in Hua?"
Wang Wei didn't directly answer Jiang Chen's question, but used the art of negotiation to vaguely deal with this question.
"New trade protectionism. Since the 1980s, non-tariff barriers such as green barriers, technical barriers, anti-dumping, and intellectual property protection have been used to protect local enterprises and exclude foreign enterprises from entering the market. Although Hua started late in this area, with the trade friction with the UA since 2000, we have also learned a lot. I personally came up with a very interesting rule. All products that could be replaced were industries that were protected by the country's policies. And logistics is obviously one of them. "
"Even if you have a convenient and fast drone logistics network, this is not enough to be the reason why you are irreplaceable. After all, companies like us that rely on manpower can also deliver goods to our customers' homes. At most, we are a few hours slower than you in the delivery process."
After Jiang Chen heard this, he looked at Wang Wei a few more times in surprise.
What he said was also Jiang Chen's biggest concern.
Global Express had a complete set of local operation plans, and at the same time, they had poached many former executives of well-known express delivery companies from headhunting companies. However, Global Express faced many difficulties in opening up the international market in China.
Although it was difficult, Jiang Chen already had a plan in mind.
"So, we plan to split the delivery into two parts." Looking at the confident Wang Wei, Jiang Chen smiled.
"Two parts?"
"That's right." With his fingers crossed on the table, Jiang Chen smiled. "Global Express will split the business into two parts. One is to build a drone logistics network, and the other is to contract the delivery services of other courier companies. "
"What do you mean?" Wang Wei frowned slightly.
"Take Hong Kong as an example. We will use Hong Kong as a pilot to establish the UAV logistics system in Penglai City. No matter if it's SF Express or Yuantong Express, they can deliver their packages to our warehouse and provide delivery services to customers within the special economic zone. Our service is not targeted at the customer, but at the delivery company. Do you understand what I mean? "Jiang Chen smiled.
Targeting delivery companies? Join?
Wang Wei instantly understood Jiang Chen's meaning.
It was equivalent to contracting the delivery services of all courier companies.
Take Yuantong, whose market share was second only to SF Express, as an example. Yuantong would deliver the sorted and transported packages to various outlets in Hong Kong, and then distribute the delivery tasks according to the price of 1-1.5 yuan per package. In the future, whether it was Shentong, Yuantong or any other courier company, they could directly deliver the goods to the "delivery center" of Global Express, and then the drone logistics network would complete the delivery work to the entire Hong Kong area! It would even eliminate the need for the courier company to deliver to various outlets!
"Do you think the logistics company will contract the offline delivery to you?" Wang Wei laughed.
"Price advantage." Jiang Chen raised a finger. "The cost of drone delivery is only half that of manual delivery, but the efficiency is twice that of manual delivery."
"That's it?" Wang Wei's smile was a bit playful.
"Of course not." Jiang Chen raised a second finger. "VRstore will differentiate the logistics options on the user side. We will first promote the delivery companies that join the drone delivery business. You should be very clear what this means."
The smile froze on his face, and a drop of cold sweat slid down Wang Wei's forehead.
Of course, he knew what this meant. If VRstore set up a "recommended item" in the interface for users to choose which courier to use, then users would definitely be more inclined to choose the recommended courier company.
"Are you sure you want to do this? The anti-monopoly law is not just for show, "Wang Wei said solemnly.
"The definition of monopoly is to use one's dominant position in the market to prevent other companies from entering the market, or to use unfair competition to drive other companies out of the market." Jiang Chen looked at Wang Wei with a half-smile. "Which one do you think VRstore violated? We just focus on recommending our own partners, and we don't prohibit any courier company from entering this market. "
After listening to Jiang Chen's words, Wang Wei took a deep breath.
"So … it seems that we have nothing to talk about?"
"On the contrary, we have a lot to talk about." Jiang Chen shook his head. "We have always been optimistic about cooperating with SF Express."
Jiang Chen took out a letter of intent and placed it in front of Wang Wei.
Wang Wei picked up the letter of intent and glanced at it. His expression changed slightly.
"This is?"
"A win-win proposal. How about it? Is Mr. Wang interested? "Jiang Chen said with a smile.
Global Express would launch a comprehensive strategy with SF Express's business in Hua. Relying on SF Express's network across the country, it would carry out drone network construction in the top 100 cities in Hua. The resources of VRstore would be tilted to SF Express, and SF Express's express delivery business in Xiangjiang District would be gradually outsourced to Global Express at the end of this month.
For SF Express, they would save a lot of money and improve delivery efficiency.
Just like Jiang Chen said, it was a win-win proposal.
"If you are not interested, I will talk to Yuantong tomorrow. I heard that they began to try to take back local franchise rights the year before last —"
Without Jiang Chen's expectation, before he finished his sentence, Wang Wei signed his name on the letter of intent.
Although he had already signed his name, Wang Wei still couldn't help but ask.
"Is half a month enough?"
Jiang Chen put away the letter of intent, leaned back on the sofa, and smiled confidently.
"More than enough."
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