Chapter 417 The entire Japanese civil aviation is his plaything!
Xu Cang, who had not been seen for many days, walked in slowly. Guan Yueling's eyelids trembled slightly, and he looked at the sales manager: "You go out first."
The sales manager knew Xu Cang. To be precise, there were few people in Japan who didn't know Xu Cang as long as they had access to civilized society. During this period, Xu Cang had an extremely strong connection with 9/11. Xu Cang's figure was everywhere on TV and in newspapers. It was impossible not to know.
Feeling the strange atmosphere between Xu Cang and Guan Yueling, the sales manager suddenly felt something was not right. Without Guan Yueling saying anything, he was already thinking about slipping away as quickly as possible.
After leaving the office as if escaping, Xu Cang sat leisurely on the small sofa and looked at Guan Yueling jokingly: "Why don't you say it ? When you accepted JCAB's European route, you shouldn't have been so hesitant, right?"
The muscles on Guan Yueling's face were twitching: "I don't know what you are talking about."
"Are you still thinking of denying it now?" Xu Cang laughed, "It's like you've already refunded so many tickets, and you're still imagining other reasons?"
Speaking of this, Guan Yueling's body tensed up all of a sudden: "Did you do this?"
"What? I don't quite understand what you mean. I just exposed the facts. You saying this to me makes me feel troubled." Xu Cang said lightly: "Or do you want to deny it again?"
In fact, Xu Cang's words were already an implicit admission, which made Guan Yueling extremely angry.
"Xu Cang, we are still in a cooperative relationship. Is this how you treat your partners?"
Upon hearing this, Xu Cang's face suddenly turned cold: "Partner? Did I not help you solve the issue of the Japan-US route? Or did I do anything treacherous in fulfilling the agreement? No, aren't you the ones doing all these things?"
Guan Yueling moved her rosy lips, but she didn't know how to refute.
It is true that Xu Cang has conscientiously fulfilled the signed agreements, but this is not the case with ANA. For example, it unilaterally terminated the training contract with Spring Airlines and refused to allow Spring Airlines flight attendants to enter the ANA park.
Knowing that he was in the wrong, Guan Yueling's tone became weaker: "This won't do you any good."
"But there's no harm, right?" Xu Cang said with a smile, "Domestic routes are fundamentally different from international routes. The entry threshold for domestic routes is relatively low, which results in more competition and more choices for the public. However, the entry threshold for international routes, especially long-distance routes such as Japan-US and Japan-Europe, is very high. In Japan, only JAL and you have corresponding intercontinental routes, which means that there is not much diversity in the choice of international routes."
Xu Cang's meaning is very simple. For domestic routes, passengers choose airlines. There are often several airlines operating the same route. At this time, the passenger's preference plays a decisive role.
Previously, ANA relied on shaping its own image of being ahead of the times and breaking the traditional corporate image, first opening up the market among young people, who are an important group in civil aviation. Then, as word of mouth spread, it gradually spread to more age groups.
It is absolutely impossible to say that there is any generation gap in the aircraft service between ANA and JAL or Air Canada.
In fact, it's just like the advertisement.
Is advertising used to drive consumers to buy immediately?
no!
Most of the time, advertising doesn't have such a strong effect.
The real effect of advertising is to gently push consumers when they are in front of the shelf and are confused about how to make a decision due to the dazzling array of similar products, so that consumers will be inclined to choose their own products.
This is the concept of what is called the final push!
Whether it is advertising that brainwashes people day after day, or companies spending huge efforts to shape their own image, the goal is to tame consumers' tendencies in the final consumption stage.
When buying domestic air tickets, there are almost always ANA, JAL and Air China tickets. In the long-term concept implantation, consumers will associate JAL with old-fashioned, Air China with outdated, and ANA with advanced.
However, now this concept has changed to that of a villain who exchanges interests, and that tendency is naturally no longer biased towards ANA.
Because of the diversity of choices in the domestic market, travelers' choices are based entirely on personal preferences, so they are naturally most influenced by public opinion.
However, on international routes, especially those popular Japan-US and Japan-Europe routes, this diversity of choices does not exist.
Unlike domestic routes where passengers choose the airlines, on popular international routes, it is the airlines that choose the passengers. If you don't take the seat, there will be plenty of people vying for it.
Because the United States and Europe are the destinations for many people to work and study abroad, it is a rigid consumption demand. At this time, personal likes and dislikes have less impact. You can't miss the international route that only has two flights a week just because you hate ANA, right?
Therefore, Xu Cangcai said that social public opinion basically affects domestic routes, while international routes are less affected.
"So, what do you want to say?" Guan Yueling could see that Xu Cang did not come here to make sarcastic remarks, but came with a plan.
"How about taking this opportunity to move ANA's operations center to international routes?" Xu Cang suddenly asked.
Guan Yueling took a deep breath: "Are you asking us to give up the domestic market?"
"Why?" Xu Cang said with a smile, "Is it not possible?"
Guan Yueling said coldly: "Don't you know that our advantage over Japan Airlines now lies in domestic routes?"
"So what? It's not a question of whether you want to or not, but a question of whether you can or not." Xu Cang said, "Perhaps, you can spend several more years to eliminate the impact of this incident. But, believe me, this is just the beginning. For a company of ANA's size, it is very easy to find some more negative information. These negative information don't need to be explosive, they just need to be released every now and then to ensure that the negative impact on ANA will continue for a long time."
No one is perfect, even ordinary people have some minor flaws.
However, these minor faults usually do not cause much disgust. For example, if an ordinary person spits, people will just say that he has low quality. But if a murderer spits, many people will use various angles to prove that this person has low nature, lack of education, and eventually even extend it to family problems.
After all, once word of mouth starts to collapse, everything you do after that will be wrong.
Xu Cang thought that he would not be able to find such strong negative news about ANA as there is now, but some originally insignificant negative news, such as labor disputes, etc., wouldn’t there be as much as you want?
He couldn't continue to destroy ANA's image, but it was still easy for him to maintain ANA's low-level image.
Just as the sales manager said before, a good image requires years of care, but it can collapse overnight. If you want to rebuild it, it will require several times, or even dozens of times, more effort.
ANA's pillar is the domestic market. If there is a problem with this pillar, it will be dangerous.
"There are only two paths before you now. Either you persevere and continue to cultivate the domestic market, or you change the company's main business and target overseas." Xu Cang said: "In fact, in my opinion, you only have one path to choose. In this case, Japan Airlines will not sit idly by and watch you reshape the company's image. I believe that Japan Airlines still has a lot of black material about you. It's just that these black materials were not fatal in the past, but it is different now. You need to put in ten times the effort to deal with Japan Airlines's tricks, and in the end it will become an endless war of attrition. Although Japan Airlines is becoming increasingly corrupt now, fortunately, its ancestors have a strong foundation and can still afford it, especially in terms of consumption rate, you are much faster than Japan Airlines, and the result is that you will definitely not be able to hold on."
Guan Yueling bit her silver teeth lightly: "You set this up!"
"What do you mean by I set up a trap?" Xu Cang asked back, "When you were selecting your user groups, you should have thought about today's outcome. Young people's ideas are always at the forefront of the times, so they hate conservatism. You have grasped this point very well and created a difference in corporate image between you and Japan Airlines, thus gaining the favor of young people. However, you should also know that young people's thinking is so free and unrestrained, so self-centered and detached. They abandoned Japan Airlines in the past because of the so-called conservative impression, and they will abandon you today."
Finally, Xu Cang thought of a good term in the future to describe ANA's user group in the domestic market, that is, passerby fans.
Although ANA occupies a leading position in the domestic market in Japan, it actually does not have many die-hard users. Relatively speaking, in the domestic market, it is Goodspeed Airlines that has the most die-hard users, but they are older.
The biggest characteristic of casual fans is that they do not have a strong tendency to consume and can easily change their consumption habits under the influence of other factors.
ANA was exposed for exchanging interests with JCAB, and it involved the most sensitive topic of hijacking, which is a huge scandal in itself. This scandal can completely change the consumption tendency of ordinary users.
Therefore, Xu Cang did not think from the beginning that ANA would continue to concentrate a lot of its energy on the domestic market, unless ANA was willing to go back to the hard days of being suppressed by Japan Airlines in the past.
I could have endured the darkness if I had never seen the light.
This is the case with All Nippon Airways. In the past two years, it has been in a downward trend, putting Japan Airlines under great pressure. If ANA is forced to go back to its previous days of enduring humiliation, the board of directors of ANA may not be able to bear it.
Guan Yueling slammed the table and said, "It seems that we have been given two options, but in fact, there is only one option. Abandon the domestic market, fight with Japan Airlines in the international market, and then you can reap the benefits!"
"There's no need to say something so obvious." Xu Cang said leisurely, "When I was planning to enter Japan, I chose you as my partner. After all, no matter from which angle you look at it, Japan Airlines is rotten and it's much easier to conquer it. However, two things changed my mind."
"What?"
"I am surprised by the corruption of JAL. It is like a house that is shaky and will collapse with a slight push. If JAL collapses too quickly, it will be disadvantageous for me to restrict ANA. On the contrary, it is better to help in times of trouble than to add icing on the cake. If I bet on JAL at this time, I can get more valuable chips. Besides, it is not in my interest to have only one company dominate the market. Besides, JCAB will not sit idly by and watch such a situation happen. I must maintain this bottom line."
If a company with a monopoly on domestic civil aviation has a large amount of foreign capital, it will easily arouse vigilance at the official level, which is obviously not wise. Therefore, the coexistence of two heroes is what Xu Cang wants.
Just like Xu Cang only took action against Asiana Airlines and did not take action against Korean Air.
In fact, Korean Air also has many loopholes, and Korean airlines are not as large as Japan Airlines or All Nippon Airways, so operations are even easier.
If he puts in enough effort, Xu Cang is confident that he can incorporate Korean Air into his territory within five years.
However, Xu Cang would not do so as this would easily attract the attention of the Korean civil aviation department.
However, in Guan Yueling's eyes, there is a word that fits Xu Cang's behavior very well.
I only heard Guan Yueling spit out four words through gnashing teeth: "Raising an enemy is a way to protect yourself!"
"No, this is called the way of balance." Xu Cang's eyes were as sharp as a hawk: "If you choose the first path, then we can wait and see whether ANA still has a chance to make a comeback. However, if you choose the second path, I do have some preset directions. I wonder if President Guanyue is interested?"
Guan Yueling immediately became alert. She felt that ANA was slowly falling into a trap set by Xu Cang, but she still instinctively asked, "What?"
"I can solve the route review issues of EASA and FAA, and at least guarantee at least five routes between Japan and the United States and Japan and Europe. These five routes are all your exclusive routes. In addition to the three joint routes with Delta, these routes should be enough for you to digest in the international market for a long time."
"What! You can handle the route review of EASA and FAA, how is that possible?" Guan Yueling looked at Xu Cang in disbelief: "How can you have such power?"
"Don't worry about that!" Xu Cang said with a smile, "However, if you start to shift your main business to overseas, then the domestic market will inevitably shrink, and the narrow-body aircraft fleet must be cut. Then, as a condition of cooperation, all the narrow-body aircraft you cut will be handed over to me. Of course, in terms of price, I hope ANA can be based on a reasonable and mutually acceptable level."
Guan Yueling was startled. "You want our company's narrow-body aircraft? 737? What do you want these aircraft for? Your company in China lacks transportation capacity?"
"It would be very troublesome to change the nationality and registration of these aircraft. All of them will be handed over to Jiasu Airlines."
"Jiasu Airlines?" Guan Yueling reacted so quickly that she couldn't help but scream: "You want to use our narrow-body aircraft fleet to complete Jiasu Airlines' aircraft model reform?"
Xu Cang chuckled and said, "Is it not possible?"
"Why did you help Jiasu Airlines?" Guan Yueling felt confused: "You...you have already taken over Jiasu Airlines?"
Xu Cang shrugged: "Not long ago."
"But why did you acquire Jiasu Airlines and spend so much effort to help them complete the fleet reform?" At this point, Guan Yueling was stunned: "Japan Airlines, are you going to use Jiasu Airlines to enter the decision-making level of Japan Airlines!?"
"Japan Airlines is just as you think and advertise , it is so rigid and conservative that I have to make such a big detour." Xu Cang raised his chin slightly: "After you give up the domestic market, Goodspeed Airlines will go against the trend and become the number one in the domestic market. At the same time, it will complete the aircraft model reform and will be in an absolutely advantageous position in the merger negotiations with Japan Airlines. And I, as the owner of Goodspeed Airlines, will enter the top leadership of Japan Airlines through the merger of Japan Airlines and Goodspeed Airlines."
“But you only have one seat on the board!”
"No, two!" Xu Cang said with a smile: "As long as Jiasu completes the reform and secures its position as the number one in the domestic market, its value will be enough to occupy two seats on Japan Airlines' board of directors."
Guan Yueling gritted his teeth: "But this is still not enough!"
"That's right!" Xu Cang raised a finger: "So, I will also get a seat on the JAL board of directors for Tokyo International Airport Terminal Co., Ltd. in the future. I occupy three seats on the JAL board of directors. In terms of voting rights, I have surpassed the JAL chairman and become the largest shareholder."
"You...you can get a seat at Tokyo International Airport Terminal Corporation? How come I didn't know about this?"
" There are still many things you don't know ." Xu Cang said with a smile.
Guan Yueling took a deep breath and said, "You told me this right away, aren't you afraid that I will ruin your plan?"
"Then aren't you afraid that I will give those ten international routes to Japan Airlines?" Xu Cang sneered, "Whether it's you or Japan Airlines, you must and can only follow the path I set."
Guan Yueling's chest heaved rapidly. ANA seemed to have a choice, but in fact all other paths were dead ends. The only way was to follow Xu Cang's path.
However, there is still a huge problem.
"There are thirteen international routes in total. This many routes have exceeded the capacity limit of our wide-body aircraft fleet." Guan Yueling whispered: "Even if we place an order now, the delivery order will definitely be later."
"No need!" Xu Cang snapped his fingers. "It just so happens that I have a high-ranking order for ten 777s. If you need them, I can transfer them to you as long as your price is right. If it's fast, we can start delivering them by the end of the year. How do you think?"
"You..." Guan Yueling felt dizzy. No matter how dumb she was, she could see that Xu Cang was playing with ANA as a toy. Or, to be more precise, ANA, JAL and even Jiasu were all his puppets.
The entire Japanese civil aviation is his plaything!
