What is Chen Geng doing?

While the negotiators were arguing with each other, Chen Geng was talking to Sir Ralph Robbins about setting up a Rolls-Royce engine repair facility in Asia.

Sir Ralph Robbins was a little bit generous about Chen Geng's proposal for cooperation, and he was a little puzzled: "Mr. Fernandez, you should know that Asia is not the focus of our Rolls-Royce business. ”

It is not the focus of the business, but Rolls-Royce engines are not sold very well in Asia.

Rolls-Royce's business focus is still in Europe, and then in North America, and the "backwood" in Asia is not taken seriously by Rolls-Royce at all, plus Asia is the traditional sphere of influence of the United States, and it is the most prosperous countries and regions in Asia's aviation industry: Dongying, South Korea, and the treasure island of China...... of airlines use almost all Boeing and McDonnell Douglas aircraft, and even for short-haul routes, there are not many airlines that choose Rolls-Royce engines.

Chen Geng nodded and said, "Yes, I know." ”

After a pause, he continued: "But I'm more optimistic about the future performance of the Asian market and the performance of Airbus in the Asian market." ”

Sir Ralph Robbins was moved: Fernandez Chen is more optimistic about the future performance of the Asian market? Combined with the purpose of his visit to the UK, that is, he is very optimistic about the future of the Chinese aviation industry? As for Airbus......

"Are you optimistic about Airbus?" Sir Ralph Robbins was a little surprised and a little puzzled: "Airbus...... We don't have planes with our engines right now. ”

Airbus is a company developed by European countries in order to confront the three giants of the American aviation industry: Boeing, McDonnell Douglas and Lockheed, integrating the aviation forces of the whole Europe, this company now has only one model, Airbus A300, as for another model of Airbus A310, in fact, it is a shortened fuselage, reduced passenger capacity A300, most of the parts of the two aircraft are common, it is not an exaggeration to say that this is an aircraft.

Not to mention this, the most important thing is that the engines used in Airbus A300 and A310 are CF6 from General Electric of the United States, and there are not many of these two aircraft in the Asian market, which is completely out of line with Chen Geng's idea.

"Isn't Airbus now developing a middleweight mainline jet that is benchmarked against the Boeing 737 and McDonnell Douglas MD-80, which seems to be called A320?" said Chen Geng with a smile: "And this aircraft is still equipped with IAE engines." This middleweight mainline aircraft is the best-selling and most versatile aircraft in the world, so ......"

Chen Geng shrugged his shoulders and didn't say anything about it, but his meaning was already clear: relying on the "Comet" and "Trident" technology in the Asian market, as well as some of the Fokkeg, Dornier, and Schott regional jets, it would be enough for this maintenance center to be self-sufficient in a few years, and after Airbus's new generation of A320 came out in a few years, we would take care of the maintenance and maintenance of the IAE2500 engine.

Sir Ralph Robbins couldn't call the shots about such a big matter as this ......, he frowned and said, "The IAE has not yet been officially established, and it is not something that we Rolls-Royce can say......"

"But in any case, as long as Airbus intends to compete with Boeing, McDonnell Douglas, and even Fokker in the middleweight mainline aircraft market, and even with Fokker's new generation of F28, it must be deployed in Asia, and IAE also needs to have at least one maintenance center in Asia," Chen Geng said with a smile looking at Sir Ralph Robbins, "You can't let Asian customers have to fly to Europe while maintaining their engines, can you?"

“……”

Sir Ralph Robbins fell silent.

From a rational point of view, he knew that Chen Geng was telling the truth, as a strategic partner of Airbus, Airbus had previously made a clear commitment that their A320 would designate the IAE2500 engine of the unofficially established IAE company as its main engine.

If Airbus wants to make a difference in the middleweight trunk airliner market as the world's largest market and at the same time the most competitive market, it is imperative to establish after-sales and maintenance centers in Asia: Boeing and McDongood have after-sales service and maintenance centers in Asia.

It's impossible.

For Airbus, if they want to become a company that can compete with Boeing and McDonnell Douglas in all ranges, they must compete with Boeing and McDonnell Douglas in all fields, and the heavyweight trunk airliner market must be a battleground.

Since the after-sales and repair center should be engaged, what about the maintenance and maintenance of the engine, should it be engaged?

There is simply no doubt about this question. It's just a matter of ......

"IAE is not Rolls-Royce. After a moment of silence, Sir Ralph Robbins said.

Although Sir Ralph Robbins said vaguely, Chen Geng still understood at once: after all, the IAE company, which was not formally established, was established by five companies leasing and selling technology, and Rolls-Royce was only one of the shareholders, and the shareholding ratio was only about 20 percent.

As for the reason for the opposition, it is too simple: after-sales is very profitable, why don't we make this money ourselves, but let others make it?

Facing Sir Ralph Robbins, who seemed to be a little excited and at the same time extremely entangled, Chen Geng said: "The benefits of outsourcing the after-sales and maintenance of the IAE engine, I think Sir you must understand it very well, I won't explain much, but what I can guarantee is: I only do the after-sales and maintenance of the engine, and if the IAE hands over the after-sales and maintenance of the engine to me, I guarantee that IAE will earn more than the self-operated after-sales and maintenance center." ”

"Whether or not that's the case, what's in it for Rolls-Royce?"

Hearing Sir Ralph Robbins's question, Chen Geng immediately understood: he was moved!

That's it!

"Sir, the year after tomorrow, your term of office will be up, right?" Looking at Sir Ralph Robbins, Chen Geng said with a smile: "After you retire from the position of chairman of the board of directors of Rolls-Royce, are you interested in coming to my after-sales service center as a consultant? Well, the kind with an annual salary of at least 200,000 pounds, or after tax." ”

The consultant is not the point, the point is that the annual salary of this consultant must not be low, at least starting at 200,000 pounds.

As a knight, Ralph Robbins is not short of money, but not lacking money does not mean that he does not hesitate to spend money, at his age, he can work as a consultant for at least 10 years in this engine after-sales service center in Chen Geng, which means at least 2 million pounds of legal income and a lot of other benefits, not to mention after-tax income, how can Sir Ralph Robbins not be impressed?

You must know that his current annual income, including Rolls-Royce's annual salary and other various incomes, adds up to only 400,000, which is still before taxes.

Sir Ralph Robbins was moved: "This ...... Seems to be interesting......"

"Yes," Chen Geng continued with a smile: "If you can help me win win-win conditions in this technology introduction, it is not impossible to enjoy shares." ”

Sir Ralph Robbins, of course, understood the truth of this, and he subconsciously swallowed: "That's ......."

"Yes," Chen Geng said with a smile, "I'm really sincere." ”

Sir Ralph Robbins wanted to nod his head, he did feel the sincerity from Chen Geng.

……………………

Three days later, the two sides ended the first phase of negotiations, although the price difference is still very large, but the two sides have reached a gratifying result, which is agreed that half a month later, Rolls-Royce technicians and engineers will personally go to the Chengfa plant to conduct a field visit to determine the detailed plan for plant construction and equipment procurement, and the two sides will conduct a second round of negotiations in China.

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PS: Sorry brothers, please wait a few minutes.

As a knight, Ralph Robbins is not short of money, but not lacking money does not mean that he does not hesitate to spend money, at his age, he can work as a consultant for at least 10 years in this engine after-sales service center in Chen Geng, which means at least 2 million pounds of legal income and a lot of other benefits, not to mention after-tax income, how can Sir Ralph Robbins not be impressed?

You must know that his current annual income, including Rolls-Royce's annual salary and other various incomes, adds up to only 400,000, which is still before taxes.

Sir Ralph Robbins was moved: "This ...... Seems to be interesting......"

"Yes," Chen Geng continued with a smile: "If you can help me win win-win conditions in this technology introduction, it is not impossible to enjoy shares." ”

……………………

Three days later, the two sides ended the first phase of negotiations, although the price difference is still very large, but the two sides have reached a gratifying result, which is agreed that half a month later, Rolls-Royce technicians and engineers will personally go to the Chengfa plant to conduct a field visit to determine the detailed plan for plant construction and equipment procurement, and the two sides will conduct a second round of negotiations in China.

.。 m.