Reborn I want everything

Chapter 98 Earn 1000 first, I'm talking about US dollars

After the first day of negotiations, the administrative staff of Tianyuan Optics strictly followed the boss's instructions and organized the French guests to visit and travel, delaying the rhythm first.

The judgments that Gu Zhe made based on his observations and observations during the first day of negotiations were indeed very accurate:
Those French guys, after personally experiencing the changes in sales data, popularity, and market share growth of Tianyuan Optical contact lenses in China, have a new understanding of the disruptive power of this technology.

Discussing quotations during the follow-up chat, the tone is also a little loose.

"Gu Zhe actually relied on these few technologies to stir up China's local low-end and low-end soft lens market into such a situation in just two months...

It seems that if the cost-reducing new technology is combined with e-commerce channels, and then encounters a new player who wants to subvert the original track, the destructive power will not be so great.The end result of not buying out this kind of thing is that the market will be spoiled soon, and everyone will earn less than before. "

After Lafayette and others fully understood the situation, they almost held this view when discussing privately.

For some things, it is necessary to "defensive buyout", not only to make more money, but also to prevent companies that are leaders in the industry from watching the value of the entire industry be reduced.

Obviously, they didn't realize this before, because before they came, those local employees hired in Shanghai didn't truthfully communicate Gu Zhe's technical influence upwards.

So much so that the French still misjudged Gu Zhe's strength to some extent, and it was not until this moment that it gradually disappeared.

Of course, those Essilor employees in Shanghai may not be "dereliction of duty" when they do this. It is more likely that they just want to do this to induce the big boss behind the scenes to be arrogant and tough, and to negotiate a good price.In this way, local employees may also get more rewards afterwards.

After all, domestic technology companies in 03 were generally a bit timid when facing international giants. If foreigners didn't buy it, they might offer discounts.It's like meeting some kind of foreign businessman who shows off his personality.

Fortunately, Gu Zhe was very confident and never worried about the recklessness of foreigners.As soon as you discover such signs, you will immediately confront them.

In the following week, although the French did not make a clear statement, they could see that they had gradually marginalized the French translator and the other two local employees of Shanghai during the negotiation process.

Family ugliness should not be publicized, even if it is discovered that the staff below have not prepared well for the negotiation or made a mistake, they cannot deal with it in front of the opponent, as it will boost Gu Zhe's morale.It can only be dealt with cold first, and then slowly clean up after returning home.

……

Gu Zhe's side also learned a lot from this negotiation. In the next few days, Gu Zhe himself would call his negotiating team every night, sum up the experience and lessons, and adjust the negotiation strategy.

As for Zhu Yiting's visitor reception staff, Gu Zhe needs less attention. Anyway, they only represent the factory, not the technology holders, and they just show the results to the customers.

The three people that Gu Zhe took care of most were Lu Youyou, Lin Jingjing and Xu Song. These people were also the original team that had negotiated with Haichang more than half a year ago.

In the future, Gu Zhe will definitely transfer the technical sales work to his subordinates slowly, and he doesn't have time to ask too many details.So this time it can be regarded as training the team while talking.

"In preparation for this negotiation, we were obviously a bit careless. We felt that we had created enough momentum, and we no longer needed to send money to the other party's academic consulting administrators and ensure that their technical directors were in the same position as when we first talked with Haichang. Before the negotiation, we can fully see the technical promotional materials about us'.

Now it seems that we still paid a lot of twists and turns for this. We had to wait for the French to arrive in Ark City before taking them to visit, visit Taobao to read data, and read "Today's Statement". These homework should be done in the front!
I hope that after this time, we can learn a lesson, follow Haichang's case one by one, and compare it to the review.Whether you meet big customers or investors in the future, you must pay attention to the all-stop experience.

Before they came to the door, they began to secretly send money to the middle and lower-level employees of the other party, convey information, and saturate bombard all kinds of information that show our muscles. "

The Internet scammers of later generations, when attracting investors for investigation, will inquire about the route of the investor's visit, and display physical advertisements along the way if they can, to show their muscles——

That's why there is such a wonderful scene of "some advertisements with small traffic and fresh meat hit the large electronic screens of Zhongguancun office buildings".

Although Gu Zhe is strong in forging iron, he still has to do these tasks. It is a waste to have muscles that cannot be displayed.

Lin Jingjing and Xu Song took notes sincerely, and eagerly learned from Brother Gu's experience. Lin Jingjing did not forget to state some practical difficulties:
"I didn't do my homework this time... It's also because we don't understand French, and the translators we hired temporarily don't understand the introduction of technology and legal affairs very well, and we need temporary training. My direction of study in the outer school is not French..."

Gu Zhe raised his hand and interrupted: "Then it's not too late to learn Japanese, you don't need to learn Japanese, you will meet. After finishing French and German, it will basically be enough for technology trade in the future. Other countries are rookies. There is basically no need for it. If you learn one, I will give you a monthly allowance of 3000 yuan, so you have to learn it well."

In 03, of course, it didn’t cost 3000 yuan per month to find an interpreter in a small language, but it was worth the money if you knew a little bit of professional technical explanation.Gu Zhe was also worried that the translators he found outside would grasp the details of technical promotion, so it was better to train them from his confidantes. Anyway, he was not in a hurry, and the little money didn't matter.

On the other hand, he knew that Lin Jingjing's talents were basically in the language category, and she could be considered as a person who made the best of her talents.

After explaining to Lin Jingjing, Gu Zhe turned to Xu Song and the others: "You too, you were not allowed to work overtime during the summer vacation, and now there is still half a month to start school, so get nervous.

After this negotiation is over, I have to study hard every day. I use the PPT to explain the technology to each other every day, and one person speaks while the other listens in. I practice so that I will not be affected by the external environment and emotions, and practice to express my instinctive reaction!The basic skills are still not solid enough.

[-] overtime per person this month, if you have free time, practice day and night for me!I hope that the negotiation with Essilor will be the last time I need to worry about it myself. In the future, you will have to provoke the sale of technology. I care about technology research and development and legal layout enough to worry about. "

Sitting and talking about the Tao is called the Sangong, and doing it is called a scholar-bureaucrat.How can a boss handle sales in person when he grows bigger? Sooner or later, a strict division of labor will be required.

……

Under Gu Zhe's helm and advancement, the attitude of the French became looser day by day.

In the end, after fully understanding "the destructiveness of unsuccessful cooperation", they finally basically accepted the unit price quoted by Gu Zhe, except for a slight discount of [-] or [-] percent on Gu Zhe's asking price.

Of course, this is already very good, and Gu Zhe never thought of doing "the other party will give as much as the offer" this time, and he always wants the other party to save a little bit of face.

After all, at the beginning, one party reported 300 million yuan for the authorization of a continent, but the other party had to pay back less than 100 million yuan. The gap was too great.Now the other party admits that "the exclusive license for the North American market is worth 240 million US dollars, and the exclusive license for the European market is worth 260 million US dollars."

In addition, after negotiating the unit price, if the buyer is willing to "package and buy wholesale", he must give a little discount, which is also the intended meaning of the negotiation.

So the final result is that Essilor paid a one-time payment of 550 million US dollars to purchase the exclusive authorization of the following countries and regions:
The price in the North American market is US$200 million, the price in the European market is US$220 million, the price in Japan and South Korea is US$80, and the price in Southeast Asia and Australia is US$50.

The money, according to the exchange rate of 03 in 7.8, is about 4300 million yuan.

As for other markets, Essilor did not enter the market itself, or did not pay attention to the layout. It does not matter whether you buy it or not, and it operates according to general authorization.That is to say, Essilor will not monopolize it. If Gu Zhe has the ability to find other buyers, he can rent it again.

How many lenses are sold at that time, and each lens will be paid 20 cents for the patent fee, and Gu Zhe will not be able to check the account, so he will turn a blind eye.

Big dogs in the Middle East don't need cheap tech.Ah San and Uncle Hei are too poor, and most of them cannot afford glasses.Although the Spanish-speaking countries in South America are not that poor, the Hispanics are too lazy to study, do not study hard, often exercise outdoors, and have a low myopia rate.

Although Angsa people also pay attention to "happy education", compared with those lazy people who play football every day in Southern Europe and Portugal, Onsa people are considered hard-working academic masters.

……

After negotiating the authorization of the basic "centrifugal non-grinding low-grade soft mirror", the French have fully recognized Gu Zhe's strength and potential.

Gu Zhe strikes while the iron is hot, and discusses the series of patents for "centrifugal color contact lens materials".

Lafayette and Pacino saw the whole production process of Gu Zhe's factory, from the preparation of the gel, to the centrifugation on the machine, and the coagulation and setting.

Lafayette didn't know much about technology, so he didn't see the way at first.

Pacino is in charge of technical checks, of course he immediately saw the gold content, and explained to Lafayette in private: "The finished product that Gu Zhe showed us did not have any technical content.

After all, it is possible that the coating is dyed after the finalization, and the dyeing agent is made on the coating.From the finished product, the production process cannot be seen.

However, he could actually mix the dye directly into the gel, and then centrifuge it to set the shape. During this process, the dye was not shaken off, which shows that the density of the dye they found was perfectly close to that of the gel.

Otherwise, if the density of the dye is slightly lower by [-]%, the color will be dark in the middle and light in the edge when centrifuged.The density of the dye is [-]% higher, and after centrifugation, the edge is deep and the middle is light.

If Gu Zhe can do this, the coating process of the centrifugal color contact lenses is omitted, and combined with the previous patent of the basic model without optical grinding, the cost reduction ratio will be even more astonishing. "

With the foreshadowing of the previous successful technical cooperation, the French finally felt a lot better when buying the technology of color contact lenses.

After another short bargain, the French finally bought out the exclusive authorization of North American and European market countries at a price of 700 million US dollars, which means that the unit price has increased by 50% compared with the previous basic model, which is already quite sincere.

However, in terms of the total price, it is only about a quarter higher than the basic model of 550 million US dollars, mainly because Essilor has doubts about the application range of these fancy technologies.

The French agreed that color contact lenses cannot be sold in Southeast Asia and Australia, and are not worth the high price.Although the Japanese and Korean markets have some value, Gu Zhe estimated the value of the Japanese and Korean markets to be higher, asking the French for a lot of money.The French don't want it.

These places are signed according to the general authorization, and the two parties do not bear the risk. The authorization fee is 30 cents per lens, and the amount is calculated according to the amount sold, and the final settlement is checked.

It doesn't matter to Gu Zhe, the other party doesn't want Japan, South Korea and Southeast Asia. In the future, he will ask Tianyuan Optics to find a way to find distributors to distribute the goods. Anyway, these markets are relatively close to Huaxia, so it is not impossible to enter.

All exclusive licensing fees have a billing period of several months, and they can basically be in place before the end of the year.

(End of this chapter)