Reborn I want everything

Chapter 59

The price analyzed in Lin Jingjing's plan is obviously asking for a lot of money. First, calculate the expected benefits of the other party.Gu Zhe didn't expect the other party to admit it directly, and he would definitely pay back the money.

Mr. Shi did not disappoint him, and their people immediately put forward a few points to lower the price tit for tat:
"It's impossible to calculate like this. After the introduction of new technology, it will inevitably lead to the proliferation of technology, and all peers will have to cut prices. Even if the eyewear industry is still making huge profits, the profits are not made by manufacturers, but by stores and sales links.

Unless you promise to buy out only one of us, you must also guarantee that your technology will remain advanced for a long time, and will not be bypassed by others to imitate, surpass, or develop better materials in the next ten years or even longer. "

After the production technology advances, the price of the product must be reduced, and it is impossible to sell it at the original price.The cost is reduced to 30%, and the ex-factory price may be left with 70%~80%.Consumers may be easy to deceive, but dealers are not easy to deceive.

Then, Haichang also pointed out that they would not accept the ratio of "30% from the cost savings" given by Gu Zhe. Similar industries can only draw 20% at most - the LNG ship of the Frenchman (liquefied natural gas ship) Technology suppliers also only ask all shipyards in the world to charge 5% of the construction cost as technical service fees.

At the same time, Haichang also pointed out: Gu Zhe's patent package does not seem to include the large-scale factory mass production process of that material, and these technologies at the process level still need to be optimized by Haichang after the introduction.

So even if the new technology is put into mass production in the future, Gu Zhe's research and development contribution will account for the majority at most, but Haichang's contribution will also be about [-]% to [-]%.

After some bargaining, the temporary result is that Haichang only accepts a license fee of 150 million a year at most, and if it is an exclusive license, it cannot be licensed to other parties.

Haichang also repeatedly emphasized that according to their investigation, the total cost of Gu Zhe's research and development of this technology is not high, at most it is only 60 to 80 RMB.

The reduction from 240 million to 150 million was actually acceptable in Gu Zhe's heart.However, the other party's last remarks made him very unhappy, and he said something neither humble nor overbearing to make the other party respect his brainpower:
"Mr. Shi, I don't need to mention my research and development costs. It's none of your business. I just invented it with no business. As long as it can create so much value, it's worth the price.

Of course, 150 million a year is not negotiable. If you want exclusive authorization, then you can buy it out in one go according to the 20-year patent protection period. I don’t want more. 150 times 20 is 3000 million. Make a big discount, as long as you are 2000 million, I will sell you everything, and then immediately withdraw from the contact lens industry, and will never create trouble for you.

In the future, I also promise not to develop other technologies on similar tracks and sell them to your competitors, or agree that if I have more research and development results, I will continue to give priority to selling them to your company. "

It's a pity that the other party obviously couldn't agree to Gu Zhe's way of selling.

Mr. Shi finally revealed his true nature: "There is no one who sells 20-year authorization at one time, and we are not sure how long you can be ahead. The technology in this industry is changing with each passing day. Maybe a better technology will appear in a few years... …we will buy for two or three years at most.”

After hearing this, Gu Zhe's heart became clear, and Lin Jingjing and Xu Song also secretly sighed that Brother Gu guessed correctly:
The other party's counter-offer for the unit price of the annual authorization fee is still acceptable.The real trump card really is that "there is no plan to pay licensing fees for a long time at all", but just want to pay a little money for a few years, and then use other methods to bypass Gu Zhe's patent.

If the unit price is 150 million a year, if you only buy it for three to four years, then Gu Zhe will only receive 300 million to 450 million——

Compared with his R&D cost of 60 yuan (including a second-hand contact lens centrifuge of tens of thousands of yuan, which has not yet been depreciated, but it has to be included in the cost), it is said that there are five to eight times the benefits.

However, Gu Zhe, as a reborn person, has also invested in R&D brainpower, and he is obviously not satisfied with only earning seven or eight times the R&D cost.

For those who want to bypass him without giving enough money, he will definitely make the other party pay the price.

……

After hearing this counter-offer, Gu Zhe couldn't help laughing angrily.Fortunately, he is very self-cultivated, and others can't understand the true meaning of his smile.

Mr. Shi's face changed slightly, and he said calmly: "Mr. Gu, if you have a suggestion, you can share it. Is there anything ridiculous about it?"

Gu Zhe waved his hand: "I didn't laugh at you, but your performance today reminded me of doing foreign trade with Ah San. They like to draw you a big cake first and tell you that there is a huge order of [-] pieces. Let me quote by this amount.

After the application is completed, nothing will be heard, and after a long time, I will tell you, "First, make a few hundred pieces of samples to see if the goods are available. If it works, I will really need [-] pieces."Then, based on the retail quantity, we got the wholesale unit price.

What you guys are doing today is really as tasteless as Ah San. First, let me talk about the annual unit price according to the exclusive long-term agreement. After the negotiation is over, it will only take two or three years. "

Mr. Shi also smiled shamelessly: "After all, you are a newcomer in this industry. Your technology may be obtained by chance. Who can guarantee how long you will be ahead in the future? We are also operating normally."

Gu Zhe: "If you want to say that, I will turn around and go to Essilor. Anyway, they are also in Shanghai—I came to you first, and I am already very sincere."

Mr. Shi: "Whether you go to Essilor or not, we cannot guarantee that after we use your new technology, Essilor will be able to self-develop specious technology because of your inspiration."

Gu Zhe: "So, you only bought it for two or three years. Is it true that I only have a two-year confidentiality period? I can still exercise the domestic priority of amendments. Compared with domestic countries, there is also a one-year priority in the international market, and foreign patents The bureau is also not made public before the actual trial.

As long as my legal affairs are handled properly, and I said that you are exclusive masters of the principle, you will be absolutely exclusive.If you only buy it for two years, then I don’t bother to keep the principle secret. Once the 18 months are up, I will immediately take the initiative to apply for substantive review.At that time, Essilor will also know my principle 18 to 30 months in advance.

Anyway, if they are capable, they will be "inspired by me and study other things", and if they are not capable, I will sell them again after the two-year period on your side expires. Anyway, the total amount I earn will definitely not be less than today. "

After hearing Gu Zhe's threat, President Shi was also a little worried.After all, under the condition of exclusive or exclusive authorization, if Gu Zhe tries to delay the disclosure of the principle as much as possible, he can delay the steps of his peers who are inspired to catch up.

He had to make a little concession: "Well, let's buy a four-year authorization at one time, and you promise not to apply for substantive examination in advance, and try to delay the time to fully exercise the domestic priority brought by the amendment. You see how?
But I always have a question, since you are so confident in your technology and keep telling us 'Even if the principle is disclosed, Essilor is unlikely to be bypassed by another research because of your inspiration', why are you still in a hurry? Hammer business asked us how much money?Isn't it good for you to learn from others? "

Regarding this point, Gu Zhe did not intend to hide it at all.He even knows that only by answering frankly can he win people's trust:
"Because I am eager to open other materials research projects, I need a sum of research funds. I don't have time to slowly collect 200 million to 200 million a year. Otherwise, I will go to Essilor, and the total licensing fee earned in the end will definitely It is no lower than looking for you.

However, I know that Essilor is a big name in the United States, and its dependence on the mainland market is very low. It is unlikely to do special things for me, and I don't think highly of start-up technology solution providers.To find them to sell authorization, you can only follow the process and take it slowly. "

President Shi didn't expect this possibility at all, after all, the circle had never heard of such a madman before.

After being stunned for a long time, he nodded with an expression of watching a play:

"Young people are awesome. Young people have great ambitions. Do you really think that innovation in materials science can produce new results by just doing a few experiments? You actually expect this business to make quick money. Well, with your fledgling achievements, you don't have much money. It’s a pity, it’s understandable to be crazy.”

With this explanation, he felt more at ease, at least Gu Zhe's "eager to get rid of it" didn't seem to be any other conspiracy.

As Holmes said: When you eliminate all other possibilities, the last remaining possibility, no matter how unreasonable it may seem, can only be the fact.

Of course, this kind of negotiation involving at least several million yuan in technology licensing fees cannot be completed in a day.Even though Gu Zhe and the others have worked hard today, from the morning to dinner, they have only roughly formed a framework of intentions.

The specific bargaining will continue for a long time, and some details will have to wait for repeated internal meetings and email notifications from the other party.It is estimated that a formal contract will be reached during the Chinese New Year, even if it will be soon.

Fortunately, after a whole day of hard work, Gu Zhe at least reached a bottom line: if the license is 150 million for one year and sold for 3 years, then 450 million will be credited.

If Gu Zhe could use any defense that "retail prices cannot be calculated at wholesale prices" to raise the price back to 200 million a year and sell for 4 years, it would be 800 million.

In other words, more than 400 million has been stabilized, and the subsequent double or even more increase in income depends on the continuous game during the winter vacation.

In addition, because the authorization period that the other party was willing to buy was relatively short, Gu Zhe also fought for some conditions that were more favorable to him in terms of "follow-up research and development".

He promised not to develop other patented technologies with completely similar functions and purposes to cover the technologies currently on sale.However, if the function and appeal are different, and the performance pursued is different from the existing technology, Gu Zhe can develop it—this hole, Gu Zhe obviously reserved it for his patent of "Centrifugal Method for Making Cosmetic Contacts".

And the pitfalls of this kind of clause, the other party didn't care, because no one would think that research and development is so easy. Since this small concession can be exchanged for other conditions, the other party will accept it.

Finally, Gu Zhe also emphasized that the cooperation model between him and Haichang should not be an "exclusive authorization", but must be clearly defined as an "exclusive authorization". Haichang also recognized this point in order to "shorten the starting period for authorized purchases". .

The main difference between an exclusive authorization and an exclusive authorization lies in whether the licensor can use it for himself - the exclusive is equal to the complete transfer during the authorization period, and only the buyer can use it, and the seller cannot use it himself.

The exclusive authorization means that the seller can no longer authorize the third party, but the seller can still use it.

This means that in the future, Gu Zhe will still be able to establish his own company and sell centrifugal contact lenses made of new materials under his own brand.The reason why Haichang allowed him to do this was also because he looked down on him, thinking that this kid has no business management ability and no channels, so he can make a fart?

As long as Gu Zhe established a new company to manufacture contact lenses instead of authorizing them to established companies in the industry, they are not afraid at all.

……

That day, Gu Zhe and his party talked about working overtime at night with Haichang's people, and the other party invited them to a dinner and sent them back to the hotel to rest.

Gu Zhe asked for a business suite and two standard rooms.He lived in a suite by himself, the two girls lived in a standard room, and Xu Song lived in another standard room.

Although Xu Song and Lin Jingjing have confirmed their relationship as boyfriend and girlfriend, Gu Zhe believes that they are good students who are relatively traditional, and they will not live together in freshman year.

And Gu Zhe lived in the suite by himself, not for enjoyment, but purely for the company's business dignity.

The next day, the group conducted intensive negotiations with Haichang again, and gained more room for bargaining.

In the end, a bunch of complicated details were left behind, allowing the other party to hold internal meetings and discuss slowly.

Gu Zhe and the others signed a framework cooperation agreement, and asked the other party to pay an initial authorization fee of 200 million yuan as a deposit according to the attachment of the agreement, and then they were ready to take the team back to Donghai Province.

Lu Youyou and the others saw the scheming and scheming of the past two days, and they became more and more secretly frightened:
Brother Gu has secured 200 million in just two days of games, and there may be 600 million or more, which can be finalized one after another after the new year.Moreover, what Gu Zhe wanted was a one-time payment, so the final payment for the next few years could arrive in the account in at most three months.

Moreover, the authorization of self-operated use patents and the subsequent rights to expand research and development are also retained.

Four years later, if this technology is not outdated, Gu Zhe can license it to other companies—but I am afraid that after four years, Gu Zhe will no longer look down on the steady flow of millions of dollars a year.

(End of this chapter)