Reborn I want everything

Chapter 57 You thought it was cut in half, but it was cut to the ankle with a single knife

Facing Lu Youyou's question, Gu Zhe Zhizhu shrugged helplessly:

"It's not that easy to talk about cooperation with big companies. If you don't do some homework in advance, you can't even make an appointment. I can talk about it in person today because I let Jing Jing and Brother Song run errands a week ago to build momentum.

The "Journal of Tunghai University" has several issues of related papers by me and Professor Zheng. I have bought dozens of copies a long time ago, and sent them to the R&D and technical support departments of those companies to read.

Of course, people who read it will not know where these periodicals come from, and they will only think that their company has newly ordered them.As for the red envelopes, of course they are given to the 'librarians' of those companies, or the administrative staff responsible for purchasing technical books. "

This kind of momentum-building method has long been used indiscriminately in the technology broker market more than ten years later.However, in 2002, when China generally did not pay much attention to scientific research, it was barely a novelty.

Allowing potential buyers to see as much of the technology as possible before negotiating can easily lead to the illusion that they overestimate the importance of the technology.

And Gu Zhe has done a good job in planning. He will definitely not only let Lin Jingjing give away the November and December issues of "Journal of Tunghai University", but give them throughout the year.

In this way, even if the technical person in charge of the other company sees the journal, he will only think that he did not study hard before and did not find out that the company subscribed to this annual journal, and will never think that "the librarian of the company received a red envelope from an outsider." .

After Lu Youyou heard the cause and effect clearly, she immediately admired Gu Zhe's skills even more:
"How did Brother Gu's brain grow? He has always been a science student. He has more plans than a liberal arts student. He is really meticulous. However, working with such a person gives you a sense of absolute security."

Some ancient storytelling jokes suddenly flashed in her mind, it seemed that in the negotiation before her, the opponent had been tricked by Gu Zhe to "be half dead before reaching the battlefield".

……

Two hours later, before ten o'clock in the morning, Phaeton arrived at the headquarters of Haichang Optical in Shanghai on time.

Gu Zhe and the other party made an appointment in advance at ten o'clock, which is considered very punctual.

The negotiators sent by Haichang included a CSCO named Shi and a CTO deputy named Zhou.

This negotiation standard is considered very high. After all, Gu Zhe made an appointment a week in advance to make an appointment, which has fully aroused the attention here.

The CTO is the chief technology officer, responsible for all technology-related work, but this kind of negotiation must not be led by the R&D person, so the R&D side only sent a person in charge of daily introduction and evaluation of technology.

As for CSCO, in fact, it was generally referred to as CSO in most companies at that time, and it was the chief supply chain officer.But why are there too few English letters to use? Some westernized companies also like to set up a "chief strategy officer", which causes the two Ss to overlap, so they have to add a C to the supply chain officer to show the difference.

This position is responsible for controlling all suppliers, including external technical support suppliers, and presiding over today's negotiations can be regarded as the most professional counterpart.

After a brief introduction by the other party's reception staff, Gu Zhe shook hands with neither humility nor condescension: "Mr. Shi, Mr. Zhou, it's a pleasure to meet you. I hope we can have a pleasant cooperation this time."

Lu Youyou watched from the side, and gained a new understanding of Gu Zhe's wrist.The temporary business card identity she brought today is just Gu Zhe's secretary and assistant, so she can move relatively freely, and can observe casually, and no one will ask her for questions.

"Sure enough, negotiating with a big company is not as troublesome as imagined. Although you can't directly give benefits to the person in charge of the other party's negotiation, you can send red envelopes to the surrounding peripheral personnel in advance, help build momentum, and finally promote the high-level personnel to come to the interview.

I have always been deceived by those business war novels, and I always feel that the interior of a big company is monolithic and united.Now it seems that big companies are more efficient when dealing with big companies, but when dealing with flexible but capable small suppliers, they will still be pulled out of many loopholes...

But why haven't we seen many cases of strong counterattacks by small technology companies after so many years of development in the commercial society?It seems that there are only a lot of such examples in A Zhe..."

Lu Youyou couldn't help but fell into deep thought, but luckily no one cared about her.

After a long time, she finally had a flash of intellect and thought of a possibility:
"I know! Ah Zhe's style of play requires his own dry goods to rely on red envelopes to bind papers and periodicals to achieve publicity effects. Even if other small companies learn this trick, they will give the other company's 'librarians' It’s good, but they don’t have the hard technology to come up with, so what’s the use of just having public relations skills? It’s hard for a smart woman to cook without rice.”

In the final analysis, iron still needs to be hard on its own, and gold will always shine.If there is no light itself, no matter how strong the trick of finding a light-transmitting channel is, it is useless.

While Lu Youyou was thinking wildly, the negotiating parties first listened to some reports and explanations.

Gu Zhe's business card was printed with the general manager, so of course he couldn't do this kind of work in person.

Therefore, Lin Jingjing is responsible for explaining the market research at the business level, including the current average market price and production cost of mainstream soft contact lenses in China.Then he bragged about how much money he could save by using the new technology.

The PPT used for the explanation was also learned by Lin Jingjing herself. After reviewing it for Gu Zhe, she made comments and revised it, and typed it back several times before polishing it to the state where she played today.

It has to be said that the high-achieving students who can be admitted to Tunghai University have good basic skills. Some people have practiced for a few months, and the PPT can be done in a decent way. It is no problem to brag to customers.

After Lin Jingjing finished speaking, she was so nervous that her vest was sweating. Fortunately, there was no flaw on the surface.

Whenever a client asks a question and Lin Jingjing is not sure what to do, Gu Zhe also answers the call in a timely manner, putting on an appearance of "it's not that she can't answer this question, but that I didn't give her such a high authorization", and all of them follow the instructions. It's easy to get it done.

Lin Jingjing was very grateful in her heart, and she was completely convinced about "why I can only earn less than 800 yuan a month for the time being".

After all, Gu Zhe was supporting her to help her develop her skills. An 18-year-old girl should be a little bit motivated, and money is secondary.When her ability is worthy of her salary, Gu Zhe will naturally not treat her badly.

If it weren't for Gu Zhe's confidant, who was reliable in confidentiality, how could she have the opportunity to meet this kind of world, participate in such a level of business negotiations, and ask her boss to personally help her to check for omissions and fill vacancies.

After Lin Jingjing finished speaking, it was Xu Song's turn to perform. Xu Song was responsible for explaining specific technical solutions.

Of course, Xu Song can't say anything about the confidential parts that have not been made public, such as the specific material formula ratio, so he mainly analyzes from the perspective of "what kind of performance the new technology can achieve", and only talks about the efficacy and not the principle.

However, there must still be a problem of credibility for this kind of empty explanation. Mr. Shi from the supply chain department didn't feel anything after hearing it, while Mr. Zhou from the technical department just listened to it for a long time, and he looked disbelieving.

Mr. Zhou directly interrupted Xu Song's explanation: "Manager Xu, Mr. Gu, it's not that we don't believe it, isn't it a bit too much to brag about your technical indicators?

Centrifugal lenses without secondary optical grinding can achieve myopia of more than 300 degrees?Can it also ensure that the optical precision is not lower than our Haichang's existing products?
Although Haichang is not the number one brand in mainland China today, we were the first to make centrifugal soft mirrors. The first centrifugal soft mirror production line in mainland China in 96 was the technology I imported from the United States and debugged by myself.

Even Essilor, the top brand in the United States, only has an advantage in high-end mold-casting hard mirrors, and it is definitely not as good as our Haichang soft mirrors compared to centrifugal mirrors! "

This kind of questioning cannot be resolved by Xu Song's verbal rebuttal, so Gu Zhe raised his hand, indicating that Xu Song does not need to explain, just waved his finger, and asked Xu Song to hand him a sophisticated incubator.

Gu Zhe pushed the box onto the table, and said confidently: "Indeed, it's a bit difficult for you to maintain complete confidence in an invention that has not disclosed the technical details.

But it doesn't matter, I specially invited you to negotiate at the factory headquarters today, just to deal with this situation, we can go to your company's workshop at any time and use your company's equipment for verification.

I brought some samples of the material as yet unconfigured, and some accompanying coatings.Brush these coatings to the bottom of your company's centrifuge mold, then pour our colloid, and produce it once according to the normal process.While we wait for the results, we can talk about something else first. "

Gu Zhe wasn't afraid that the other party would take the final product for testing. He would not leave the sample to the other party, and would take it away after the test.

On the other hand, what Gu Zhe gave was a gamma polyglutamic acid and a special glycerol ether product, which were prepared and used on the spot by laboratory methods.These things will solidify soon after being prepared, and it is almost impossible to reverse the material before the reaction.

This is the biggest difference between organic polymers and inorganic materials.Inorganic, you can also analyze which trace elements are in it, while organic is nothing more than carbon, hydrogen, oxygen and nitrogen, with different proportions and structures.After the structure is denatured, the ghost knows what the raw material is.

"Then let's wait for the results of the experiment first. Let's take a look at the craftsmanship and then have a meal first."

The group went to the workshop, where Xu Song tried to produce a few lenses according to the pre-practiced operation.

During the period of waiting for debugging, solidification, and finished product quality inspection, Mr. Shi and Mr. Zhou took Gu Zhe and the two girls to have a meal.

Xu Song could only eat boxed lunches at the workshop, and Gu Zhe also took care of him:
"Don't be wronged, I'll treat you to a big meal after it's done, and then I'll send you on a three-day trip to Jingjing Magic City. You take care of this place, make sure that all raw materials are used up, and there are no leftovers, so as not to worry about it. The anti-stick coating on the centrifugal mold , Pick it out carefully after use. Anyway, don’t let their people touch the machine during the test, and call me immediately if you have any problems.”

There is nothing wrong with being careful.Although Gu Zhe applied for an invention patent, he invented this kind of thing. During the initial 18-month "regret period", as long as the applicant himself does not take the initiative to apply for disclosure, he can keep it secret for 18 months as a submarine.

Gu Zhe also needs to make full use of this period of time, which is protected by the law while maintaining the mystery of the principles, to maximize his own interests.

We must not let the opponent have the illusion that "although this technology is awesome and has good performance, the principle does not seem to be against the sky, and our own investment in research and development seems to be able to bypass his patent".

……

There was nothing to talk about at the luncheon, they were all hypocritical business entertainment.

After the lunch break, the group returned to the experimental workshop and saw a senior engineer from Haichang inspecting the soft lenses that Xu Song had just trial-produced, with a shocked expression on his face.

"Mr. Shi, Mr. Zhou... Ark Technology's soft mirror can really be demoulded directly from the centrifuge without secondary grinding, and it is almost as accurate as our ground lens! This can save at least [-]% of the production cost! "

All optical lenses, the material itself is worthless, the most valuable is optical grinding.It is not surprising that it is highly precise without grinding, and the cost is directly cut in half and then cut in half.

When President Shi and the others heard this, their expressions finally became extremely serious.

This is more than a half cut, it's a cut of the cost to the kneecap.

(End of this chapter)