Strictly speaking, Zhehai Province actually has two large-scale automobile factories, one is Dongfeng Group Jiangzhou Automobile Factory, and the other is Zhehai Highway Machinery Factory. Pen Fun Pavilion wWw. ｂiquge。 ｉｎfo

Jiangzhou Automobile Factory is a joint venture of Dongfeng Group, which mainly produced 1110G medium-sized truck chassis for Dongfeng at the beginning, and later developed into a local assembly vehicle business, with an annual production capacity of about 3,500 units. However, because this automobile factory belongs to Dongfeng Group, the data is directly incorporated into Dongfeng and is not included in the statistical results of Zhehai Province.

Zhehai Highway Machinery Factory is a modification factory, mainly engaged in the modification of light trucks and dump trucks, but also the production of light truck chassis, relying on the transportation system of the in-law, the annual output can be about 3,000 units. The modification plant can only be said to further transform and upgrade the whole vehicle, and it can barely be regarded as a reasonable automobile company. In the national statistics, only this machinery factory in Zhejiang Province can get its hands on it, and the sales volume has exceeded 1,000 units. As for the other modification factories in the province, the sales volume is only a little bit, which is basically a negligible part.

Under such background conditions, the automobile industry in Zhehai Province (including motorcycles) can only rely on motorcycles to win the world in the national ranking. Since automobiles and motorcycles are both mechanical means of transportation, the state is accustomed to combining the two for statistics. For example, automobiles and motorcycles are now under the management of the Department of Automobile Industry of the Ministry of Machinery.

In the first half of 1995, according to the data released by the state, Huaxia Motorcycle entered the top 20 in the country with a sales revenue of 1.8 billion, ranking first in Zhejiang Province. It has always been the representative of Zhejiang Province, and the sales of Qianjiang motorcycle have declined sharply, and the sales revenue has barely reached 700 million, although it has also entered the top 40 in the country, but it is overshadowed by the dazzling Huaxia factory. As for the automobile representative Zhehai Highway Machinery Factory, it did not even enter the top 100 with a sales volume of 90 million. In the entire top 10 list, in addition to the top 5 occupied by FAW, SAIC, FAW and other large automobile factories, there are actually 4 motorcycle companies squeezed in, Qingqi, Jialing, construction, Jincheng four golden flowers bloom, the automotive industry is not as popular as motorcycles, China's motorcycle industry has reached its peak in this year.

Huaxia motorcycles are in short supply across the country, and have gradually overshadowed the momentum of Qianjiang motorcycles and become the new image representative of Zhehai.

Seeing the newly released data, Wang Zhaohui, the governor of Zhehai, was also quite conflicted. The performance of Huaxia Factory made him pay attention, but he was too restless. It's a bit like Sun Monkey, capable but also able to cause trouble, and if you are not careful, you may break the sky. Now Huaxia Factory is preparing to enter the field of micro-faces, if the state strictly investigates, it will definitely not be able to pass, after all, there is a suspicion of buying and selling car qualifications. In particular, he repeatedly ordered that he was not allowed to go on the car project privately, but under the protection of the officials below, he was still in place.

Wang Zhaohui and Han Hao have no personal grudges, on the contrary, they appreciate the tossing power of Director Xiao Han, but the differences about making cars involve a dispute of ideas, and the other is a matter of officialdom rules.

The concept of the governor is to invite SAIC Volkswagen to settle in Zhehai and use state-owned resources to cooperate, and he is not optimistic about the prospects of private enterprises to build cars. Cars are not like motorcycles, involving many core technologies and key components, and the state needs to come forward to integrate resources. If the Huaxia plant is allowed to fool around, the central government will come forward to investigate it, and it may implicate SAIC Volkswagen's settlement plan.

The second aspect is the way of being an official, and his subordinates dare to secretly support things that he disagrees with in person, which greatly weakens his authority. The purpose of the investigation was to let the provincial officials know that the governor was still one of their immediate bosses and that they had to think about the consequences before doing anything. Huaxia factory is a well-known enterprise in the province, and Governor Wang's strategy at that time was to be held high and relaxed, which not only showed his attitude but also did not essentially pursue the enterprise level. His target has never been Huaxia Factory, but officials in the system.

Looking at the application on the table to invite the senior management of Mitsubishi Motors to visit China, Executive Vice Governor Zhou Nansheng, who is also one of the Standing Committee members, has urged several times, and Wang Zhaohui finally made up his mind to give instructions: "Transfer it to Comrade Nansheng with full responsibility, and the specific handling opinions shall prevail." ”

It is no secret that Huaxia factory makes automobiles in the provincial high-level, and for this reason, everyone has discussed informally in a meeting, and the opinion of Liu Shizhao, the top leader in the province, is not to support, not to encourage, not to prohibit, and to allow private capital to make trial and error. Not prohibiting is the greatest support, and under Secretary Liu's statement, everyone also acquiesced to the existence of Huaxia factory-made cars. Even if Executive Vice Governor Zhou Nansheng really openly expressed his support, he believes that the automobile industry is one of the pillars of the future economy, and if he does not seize the opportunity to launch the automobile now, he will be divided into the cake by the brother provinces in the future, and Zhejiang Province will definitely suffer a loss by relying on the development of light industry.

Originally, the matter of Huaxia Factory's invitation to Mitsubishi Motors to visit China could not be handled by Wang Zhaohui, the governor of a province, but his subordinates knew his attitude towards Huaxia Factory, and did not dare to make decisions on their own, so they came to his desk all the way to ask for instructions. Politics is the exchange and compromise of interests, and Wang Zhaohui finally decided to be a hands-off shopkeeper and completely dissociate himself from the car manufacturing of Huaxia Factory.

The long-lost guests finally came, and Katsuhiko Hazoe and his party of 8 people first accepted the hospitality of the Jiangsu and Zhejiang provincial governments in Jiangzhou. No matter how the project is negotiated, for investors like Mitsubishi Motors, we Chinese still give enough courtesy in the context of attracting investment. Zhou Nansheng, member of the Standing Committee of the Provincial Party Committee and executive vice governor, personally came forward to host a banquet and expressed his hope that Huaxia Plant could cooperate with Mitsubishi Motors.

Katsuhiko Hazoe had been to China and had experience dealing with Chinese government officials, and he wanted to use the power of the government to put pressure on the Huaxia factory, but Zhou Nansheng spread his hands and said that the Huaxia factory was a private enterprise, and the government could only provide services and could not directly issue orders.

The Japanese side is welcome to come to invest, but the government is not a gun of Xiao Nichi, and Zhou Nansheng has a clear understanding of this. Katsuhiko Hado's little trick was discovered, and it did not affect his next conversation and laughter, although the Chinese market is very large, but it is not time to harvest. Mitsubishi Motors' focus is still on the U.S. market, and it doesn't matter much if it doesn't have the best in the Chinese market.

Unlike Volkswagen's strategic vision, Japanese and A-based auto companies have not paid enough attention to the Chinese market, even Suzuki only put old models into China, believing that the Chinese do not need such good technology and models for the time being. As a result, there is a status quo that Alto has not been upgraded for many years of production in China.

However, old technology and old equipment can still be sold at a good price before they are scrapped, and Katsuhiko Kawazoe still has high expectations for this technical negotiation. Huaxia factory has shown great sincerity, and the status quo is that the two sides are not close on the price.

Leaving Jiangzhou and coming to Hushan, this was Katsuhiko Hatsu's first in-depth understanding of China's county-level economy. When he came to China before, he was always in the provincial capital, but now he can see the grassroots side of China. When you leave Jiangzhou, you can see many micro-surfaces and micro-goods running on the narrow road, which are loaded with full goods and galloping between counties and townships.

Katsuhiko Hazoe deliberately counted along the way and found that Suzuki dominates the Chinese mini car market, and many micro surfaces and micro goods are derived from Suzuki's model technology. However, Mitsubishi also has models, and it is the technology introduced by Wuling Motors. The ratio is about 8:2, and 8 out of every 10 cars are Suzuki models.

At the same time, he came to the conclusion that there is a considerable market space for the development of mini-cars in China, because everything is used to transport goods, which meets the economic development needs of China's counties and townships.

Katsuhiko Kadome decided to simply revise the negotiation strategy for the technology outright of the model, which was to reduce the negotiated price, but asked for the licensing and technology transfer fees to be shared among each vehicle. For example, the current price of 300 million Huaxia factory feels too expensive, so Mitsubishi can be reduced to 100 million, but in the future, each car will be required to charge about 500 yuan for licensing, as long as Huaxia factory sells 400,000 cars in the future, it will be able to recover 200 million dollars.

Of course, in this case, Mitsubishi Motors also bears market risks to a certain extent, and if the sales of the Huaxia plant are not good, then Mitsubishi will not get enough revenue protection.

But it's a good negotiation strategy to bridge the huge price gap between the two sides. Katsuhiko Kasue knew that Han Hao was a difficult negotiator to deal with, and he would be smart enough to make concessions when necessary.

When he came to the Hushan Huaxia Factory, he saw that the flag of Japan A was flying high in the air, and Katsuhiko Katsuhiko Kazuki was satisfied with the proper hospitality of the Huaxia Factory. When a person leaves a country and comes to another country, what he represents behind him is his own country and nation. Although China and Japan have differences on historical issues, the two countries have not fought each other, and China has still shown the demeanor and bearing of a great power.

Han Hao personally greeted the Japanese guests at the door and took them to visit the inside of his factory. Seeing the modern factory of Huaxia Factory, where motorcycles are coming down from the production line, Katsuhiko Kawazoe was amazed. He thought that the Huaxia factory was just a small factory, but he did not expect that the huge scale was not inferior to that of a well-known Japanese motorcycle company. Although there is a gap with Japan A in terms of equipment, management, technology, and worker quality, the factory here is still far beyond his understanding of the Chinese.

Katsuhiko Kawazoe once went to Wuling and Changfeng Automobile Factories and found that the factories there were very dilapidated, the management was also very extensive, the quality of the workers was not high, and the products made were very far behind those of the Japanese. But at the Huaxia Factory, Katsuhiko Katsuhiko Katsuhiko found a completely different scene, and the whole factory was well organized, which made him feel familiar, and he thought that this was the atmosphere of a local company in Japan.

"Yes, we are learning from your Japanese best lean production management method, and after promoting it, we found that the effect is very good, and we have persisted until now. After all, our two nations have a common cultural gene, and their understanding and thinking patterns are very similar. ”

Han Hao originally wanted to say that your Yamato nation is deeply influenced by our Chinese cultural circle and has formed its own culture, and there are traces of Chinese civilization in every move. However, in order to take into account the mood of the Japanese side, Han Hao expressed it in a different way.

"Han Haojun, I finally understand why Suzuki-san admires you so much, you are a Chinese worthy of respect. If you have a lot of talented people like you in China, then I don't think it's a good thing for us to be a Japanese company. ”

At this time, Katsuhiko Kawazoe put aside his previous arrogance and began to take this young entrepreneur from China seriously.

"Ha Tian-san, you're too ridiculous. Your country is now the second largest economic power in the world, and it is our teacher, and your country is economically invincible because of many well-known entrepreneurs. Our country still has a long way to go, including myself, we still have to continue to learn and struggle, and I dare not accept the high hat you have given me. ”

Han Hao replied modestly and politely.

Led the Japanese party to visit the Huaxia Motorcycle Factory, and then came to the 1,200 acres of automobile base 10 kilometers away from the county seat, Han Hao asked Mitsubishi to see its cooperation strength.

While price is an important factor, Mitsubishi Motors also has to consider its own company's reputation. If you cooperate with a company that is not in the stream, although you get monetary compensation, it is easy to ruin the company's image. Therefore, one of the purposes of the field trip to Hushan is to see how the actual strength of the Huaxia factory is.

After the foreplay, it is up to the two sides to reach a consensus at the negotiating table!