OperatorinterviewSummaryShanghai20August1998Whichproducthastheyusedforreplacement•pushingCCDandinfo-pagerismoreattractivetostimulatethereplacement.whilebecauseofthelargeinstall-baseofnumeric,pushingnumericmayhavealargervolumeimplicationfact•Si-fangpushCCDforreplacementandachieveavolumeofabout2000pagers•new-agepushnumericforreplacementandachieveavolumeofabout10000pagers•Fei-tongpushinfo-pagerforreplacementandachievelessthan1000pagersOperatorinterviewSummaryWhichmethodhastheyusedinthereplacementimplicationfact•oldpagerarediscountedforabout9months?servicechargeinSi-fang•oldinfo-pagerarediscountedatabout200-300yuan•Si-fangproceedwiththereplacementforoverhalfayear,duringthefirstthreemonths,thevolumeperdaykeepincreasing,butafterthreemonths,thevolumeperdaybegintodecrease•fei-tongjustcarryoutreplacementforaboutonemonth•thediscountofoldpagercanbeusedeithertooffsetthenewpagercostortooffsettheservicecharge•wemayproceedwithreplacementforatleastthreemonthsOperatorinterviewSummaryWhatistheeffectofthereplacementimplicationfact•Si-fanghasreplacedabout2000CCD,30%ofwhichareMotorola•New-agehasreplacedabout10000numeric•pushingnumericmayachieveahighervolumebecauseofitshighinstallbase•ifnotconstrained,thenin-flowpagersmayconclude30%MotorolapagersOperatorinterviewSummarywheredoesthein-flowpagergoimplicationfact•20%ofthein-flowpagerinSi-fanghasbeendissembledtoberepairparts,othersarenouse•50%ofthein-flowpagerinnew-agehasbeensoldtonorth-eastchina,othersarenouse•weinferthatsomeofthein-flowpagerarereflowedtootherplace,suchasliaoningprovince•partofthein-flowpageraredissembledtoberepairpartsOperatorinterviewSummaryWhatisthecretiaofoperatortochoosethepagerforreplacementimplicationfact•theoperatorpreferthelowpricepagertodothereplacement•theinfo-pagerisalsopreferredinthereplacementpagerchoice•amongallthepolicies,operatorprefermorecreditperiod•Inordertoreducethecost,operatorschooselowpricepagertodothereplacement,whichwillthreatenthem/sofMotorolaifwedon抰carethemarket.thusweshouldbemoreactiveincooperationwiththeoperatortoraisethem/sinthereplacementmarket.Maybewecanofferanothercreditperiodtoattractthecooperationofoperator•usingMotorolainfo-pagertodothereplacementmaybehelptoregainthebrandimageintheinfo-pagermarketOperatorinterviewSummary
