Countercurrent 1982

Chapter 1405 put a long line to catch big fish
Negotiations also pay attention to a balance of power and mentality. After learning that Tianyin Group is also a company with an annual profit of more than [-] million US dollars, the mentality of these people in the American business delegation also changed immediately.

When people face a beggar and become a millionaire, their mentality is completely different. Even if they buy the same thing, facing the life of a beggar, many people just want to get rid of him with small money, but when facing a millionaire, They have to consider the real value of these items.

Strictly speaking, the license fee is not low for NAND, a new chip technology with advanced performance, but because Tianyin Group is a mainland Chinese company, it is easy to be underestimated by large American companies. In their view, 100 million The dollar should be very attractive to these Chinese companies.

But after learning that Tianyin Group is an enterprise with an annual profit of over [-] million US dollars, this price seems too shabby.

"Mr. Duan, how much do you plan to pay for the license of the product?" After a while, McKess asked Duan Yun again.

"At least $50 per chip!" Cheng Qingyan said suddenly at this moment.

Cheng Qingyan is still very shrewd. He immediately keenly realized that the mentality of Americans has changed, so he immediately increased the licensing fee by 10 times.

In fact, Cheng Qingyan wanted the authorization fee to be 80-100 US dollars, because this is in line with the licensing rules of the international chip industry, and she also knows that this chip is the first in the world and has huge commercial value. Establish a long-term cooperative relationship, so the price was set to the minimum acceptable to her.

"$50..." Hearing this, McKess and Wilson from Texas Instruments frowned.

Calculated according to the number of hundreds of thousands of PCs that IBM produces every year, if all of them are equipped with the storage chips developed by Tianyin Group, it means that they need to pay more than 1000 million U.S. dollars in licensing fees to Tianyin Group every year. It doesn’t seem like much for an international giant like IBM, but considering that the entire computer needs many suppliers of electronic components, they must try to keep the cost of each link down as much as possible.

"I think this is good. We can only charge you a patent licensing fee of 20 dollars for each chip..." Duan Yun said suddenly at this time.

"20 dollars!?"

Hearing the quotation given by Duan Yun, Cheng Qingyan who was sitting next to her frowned slightly, and looked at her husband with a puzzled expression, while Mackas and Wilson who were sitting opposite only showed a little joy.

McKess and Bolson never expected that Duan Yun directly lowered the price by more than half. The chip licensing price of 20 US dollars is already very low. At least in the United States, Europe and Japan, it is impossible to get earlier. patent licensing fees.

"Is this price too low?" Cheng Qingyan turned her head and said to her husband at this time.

In Cheng Qingyan's opinion, the patented technology licensing price offered by her husband is ridiculously low. Before that, he spent so much time, energy and money, inviting top domestic experts and technicians from BJ, and investing a lot of time and money. It is easy to develop products, and in the end, in exchange for such a low price, it is not even as good as selling low-end products such as learning machines and game cards to make more money, which somewhat makes her unable to understand.

"It is an honor for Tianyin Group to be able to cooperate with a company like IBM. I also hope to establish a long-term partnership with IBM. Since it is a long-term partner, we must have a partner's price. Each chip is 20 US dollars. Although the patent licensing fee is very low, if you want to make friends, you must first show some sincerity." Duan Yun said lightly.

"Manager Duan is very right! Our IBM company also hopes to establish a long-term cooperative relationship with Tianyin Group!" McKess also said hastily at this time.

"But..." Cheng Qingyan was obviously unwilling to accept such a price.

"I'll tell you some things later..." Duan Yun said to his wife in a low voice, then raised his glass and said to Mackass, Wilson and others: "Then our initial product technology authorization price is that each chip $20, I hope our future cooperation will be happy!"

"Happy cooperation!"

The other Americans present also raised their glasses and got up to touch the status quo.

"In addition, I have another request for this cooperation." Duan Yun said to McKess after putting down his glass.

"What request?" McKays asked.

"About the chip patent licensing fee, I hope that your company will keep it strictly confidential and not make it public, otherwise, I will probably increase the patent price again..." Duan Yun said seriously.

"No problem, this kind of cooperation contract is also a secret of our company, and it is definitely not allowed to be disclosed. Don't worry, Mr. Duan." McKess responded very simply.

"That's good!" Duan Yun had a smile on his face when he heard this.

Afterwards, Duan Yun ate and chatted with these people, and the atmosphere of the whole lunch was very pleasant.

After the meal, Duan Yun arranged for the guests to be sent to the guest house to rest, while he and his wife personally sent the mayor Li Hao out of the company.

Duan Yun and his wife breathed a sigh of relief after seeing Mayor Li Hao leaving in a car.

"Just now I raised the price to $50, why did you lower the price to $20?" At this time, Cheng Qingyan glanced at her husband, and then said: "IBM only produces 30 million computers a year. After all, we can only get 500 million US dollars. We have spent at least nearly 7000 million US dollars for this chip factory and R&D center, right? If the return is only so small, why spend so much effort, It's better to sell learning machines and video recorders to make money..."

"The price is a bit low, but you have to understand that for our Tianyin Group, the most important thing is to take the first step of international cooperation." Duan Yun paused, and then said: "IBM is not the only one in the world. A computer company, and in fact IBM is currently in decline, but it still has a great influence in the industry. If our group's chips can be used in IBM computers, as long as this chip is promoted and its performance is proven Value, even if we succeed, product performance is the lifeline of the PC industry, and it will be impossible for other manufacturers to follow suit..."

"You want to put a long line to catch big fish?" Hearing this, Cheng Qingyan immediately understood what her husband was thinking.

"IBM computer is an open PC platform. If our chip can be applied on IBM computer, it will be recognized by the entire industry..." Duan Yun smiled slightly, and then said: "If other manufacturers want to use our factory's chip For chips, the patent licensing fee will be more than 20 US dollars at that time, and at that time, we will have higher bargaining chips and confidence to ask for a high price..."

(End of this chapter)