“Non-stop Networking”(不间断网络)是APC 今年的“主打”概念,这一概念对那些经常出入展会的 IT 关注者来说并不陌生,也够不上如何煽情。不过在 APC 今年的31城市巡展中,二级城市的参展者对 APC 产品和这一概念的热情程度却多少令 APC 市场经理杨晓怡略感意外,也因此坚定了 APC 的信心:要在1999年使销量上一个台阶,成为市场占有第一,就要扎根区域市场,提供贴近用户的全系列产品解决方案。在 APC 此次的兰州站巡展中,参展的人数超过300人,在人数上远远超过上海和广州等大城市。参展者中,有来自青海西宁中行和建行的用户,还有的用户从银川乘13个小时的火车来参观APC 的产品。其他中小城市的情形与兰州类似。参展者认为,身处中小城市平时缺少机会接触包括 APC 在内的许多 IT 品牌,购买产品时也往往缺乏比较,这种由厂商提供的直接接触和培训的机会,令他们非常满意。尤其是对于 UPS 这样的产品,在行业用户中,由于购买决策者和直接使用者往往是分离的,所以提供机会让用户全面了解产品的功能、性价比、指标,让参展者觉得很有价值。这一次,APC 在所有站都直接展示了 Silcon等大机,由于大机产品并非每一个经销商都有能力经营,而市场的需求又可能在任何城市出现,因此 APC 的这一做法不但得到用户首肯,也受到经销商的欢迎。从结果看,这种对区域市场的关注,不但是在直接销售上对经销商的支持(巡展 “Non-stop Networking” is APC’s “Main Event” concept this year. This concept is no stranger to the IT followers who often come and go at the show, and it is not enough to be sensational. However, during APC’s 31-city tour this year, the degree of enthusiasm of exhibitors of secondary cities for the APC products and the concept somewhat surprised APC marketing manager Yang Xiaoyi, thus consolidating APC’s confidence that it is necessary to make it in 1999. With sales reaching a higher level and becoming the market leader, it is necessary to take root in the regional market and provide a full range of product solutions that are close to users. At APC’s Lanzhou station tour, the number of exhibitors exceeded 300, and the number of people in the exhibition far exceeded that of major cities such as Shanghai and Guangzhou. Among the exhibitors were users from Xining Bank of China and Construction Bank of Qinghai Province, and others who visited APC’s products by taking a 13-hour train from Yinchuan. The situation in other small and medium-sized cities is similar to that in Lanzhou. Exhibitors believe that in small and medium-sized cities, they often lack access to many IT brands including APC. They often lack the comparison when purchasing products. This kind of direct contact and training opportunities provided by manufacturers make them very satisfied. Especially for such products as UPS, among the industry users, because the purchase decision makers and direct users are often separated, so provide an opportunity for users to fully understand the product’s features, cost performance, indicators, so that exhibitors feel very valuable. This time, APC directly displayed the big machines such as Silcon at all stations. Since the big machine products are not capable of every dealer, and the market demand may appear in any city, this practice of APC is not only user’s approval. , also welcomed by dealers. From the results, this focus on the regional market not only supports dealerships in direct sales (visiting