At the beginning of 2002, TSMC issued contracts for two lithography machines to two upstream lithography machine manufacturers, Nikon and Philips of Spain.

According to Batumi's audit standards and the original order cycle, the export of sensitive equipment such as lithography machines can be audited for several months.

According to the process, the two companies that export equipment must first enter TSMC in Baodao to review the actual demand, and then decide on the manufacturing time and delivery cycle of the lithography machine.

After all, the export of a total of four lithography machines is not a small contract.

It's just that unlike before, the person who came to negotiate the purchase of the lithography machine, representing TSMC, turned out to be Apple's procurement specialist, as well as several Chinese employees.

The representatives of the two companies looked at the few people who entered the door with a slightly strange expression.

But immediately woke up, as we all know, TSMC has been acquired by Apple and can be regarded as one of Apple's subsidiaries. It is normal for Apple to participate in the purchase of bulk equipment on behalf of TSMC.

Philips and Nikon both have a deep cooperative relationship with Apple, and the procurement specialists on both sides are also acquaintances.

Previously, the price of a lithography machine was $1.5 billion, and the customer had to pay for training and after-sales maintenance.

There was no way, looking at the Apple procurement specialist in front of him, looking at them with a relaxed expression, just chatting about some interesting things, and not mentioning the negotiation of the procurement contract at all.

This is the other party is giving them a! But there is no way, who let the other party be the giant Apple of the technology industry.

In desperation, the representatives of the two companies exchanged glances and said sorry hello to Trek, who was in charge of negotiations at Apple.

Trik smiled and waved his hand to signal them to be casual.

The two walked out of the conference room, each picked up the phone and called the company's leader, and explained Apple's Trek to the company in detail about the negotiation.

The company's leaders also have nothing to do with Apple's behavior, after all, after spending a lot of money to buy a company, it is really understandable to participate in the procurement of large contracts of this company.

Although lithography machines, in this era, for the time being, only Nikon and Philips can produce, ruthlessly, they can also stick to the original price and treat Apple as TSMC to slaughter a penny.

But do they dare? The answer is really not.

Sometimes the lithography machine may not be sold in a few years, and the customer base is extremely narrow, and the unit price seems to be quite attractive, but in fact, if you add research and development, the profit is not high.

Everyone knows that the real cost of the lithography machine may not even be 10 million US dollars, but the price can be sold for 1.5 billion US dollars. Knowing that the price is too high, the customer who buys has no other choice, and the two companies are the de facto industry standard and monopolist, and they can set as much as they want.

This kind of rogue move to deal with TSMC, the other party can only eat yellow lotus dumbly, and say no if there is suffering

out, however, Apple is different, you have to dare to offer the same price as TSMC, within two days, Apple will transfer all orders to other companies, then their loss will not be the profit of a few lithography machines, that will be the profit of dozens or even hundreds of units.

Now Nikon, a large part of the memory chips and hard disks produced are purchased by Apple.

Philips, the most profitable of its products, is the display division, in addition to the retail market, its largest OE customer is Apple computer.

Philips display, in the last shell marking program, replaced the logo with Apple's lo, and Apple computers, together with thousands of households.

Such a financier, how dare you offend, so Apple's representative Cui Kecai is an old god, and he doesn't mention the negotiation at all, and let you raise the price, it depends on whether you are on the road.

Chiguoguo's power oppresses people, but you can't resist yet, so you can only deal with it with a smile.

"Mr. Treek, you should know about the previous purchase contract with TSMC, the price is about $1.5 billion. ”

After a pause, he secretly observed the expression of Trek on the other side, but found that the other party was just looking at the transparent glass of water in front of him, ignoring his own meaning, and couldn't help but be angry for a while. I felt a lot of slander in my heart, damn, Apple is a cow, what if I don't sell it to you. However, if he really said this, he was sure that tomorrow he would be ordered by the company's leaders to roll up and get out, there is no second possibility.

Then the company will send another one, who will not only fully agree to Apple's price, but also reprimand him by the way, blaming him for not knowing the times.

Nikon's negotiators are even more unbearable, and for Sam's Father, their principle has always been to kneel and lick, kneel and lick, and kneel and lick. As for making money, don't mention it, as long as you don't lose money. You know, the Plaza Agreement that Sam forced them to sign brought back to their original shape on the throne of the number one economic power. They are not silent and obedient.

Looking at Nikon's unprincipled flattery, the Philips representative really had no choice.

is not afraid of god-like opponents, but afraid of pig-like teammates, he really understands the true meaning of this sentence.

In desperation, he had to say to Treek, "What do you think of our Philips price reduction from $1.5 billion to $1.2 billion?"

Trik raised an eyebrow, not saying a word, and glanced at the Nikon representative.

The little man straightened up and said solemnly, "Considering our close cooperation with Apple, we have reduced the price to $100 million per unit, do you think you are still satisfied?"

Only then did Trek put down the transparent glass of water, and said to the little man with satisfaction, "Mr. Yamaki, Apple will feel the deep affection of Nikon, and I think we can go one step further for the current cooperative relationship with your company!"

"Hey, thank you Mr. Trek for the compliment!"

Standing up, he bowed to Trek.

"You're welcome, Mr. Yamaki, we always value our good relationship with your company!" said Trek waving his hand.

Philips' negotiators, when they heard Nikon's offer, their eyes went dark, and they almost didn't have a mouthful of old blood spurting out.

Yours, did you do that! The price was dropped by a third all of a sudden, isn't this a pit man?

Looking at the purple and black face of the representative of Philips, Cui Ke smiled coldly and said, "It seems that Philips thinks that our Apple company is not worth mentioning, right? The price given is so excessive, there is no sincerity at all! After returning to the company, I will suggest to Mr. Jobs that I re-examine the cooperative relationship with you to see if there is a need for existence." ”

These cold words stimulated the other party's heart.

If there is a crack between Philips and Apple because of the price of the lithography machine, you will die.

Wiping the cold sweat that didn't exist on his head, he gritted his teeth and said, "We've also dropped it to $100 million per unit, no problem!"

On the surface, the negotiator of Philips seemed to have been cut off a piece of meat, but in fact, he knew in his heart that as long as he sold one, he would have a profit of at least 80, and the expression of pain was just for people to see.

As a veteran of large-scale negotiations, Trek has long been familiar with this routine, completely ignoring the other party's performance of pretending to be pitiful.

"Alright, Mr. Anderson, we're old friends, don't be like this in front of me, we all have each other. ”

"I have also heard your price, and I also made a suggestion, the original plan was to buy a total of four units, and now, I feel your sincerity, and I think that the number of purchases can be increased to eight, but the price can only be 80 million US dollars, what do you think?"

Yamaki didn't hesitate at all, immediately stood up, and said, "We at Nikon have no problem, we will guarantee the fastest delivery time, and upgrade one of them to the latest 20N technology for free." ”

When Trek heard this, he gave a thumbs up to Yamaki with a smile on his horse.

As soon as Anderson heard that the number of purchases had doubled, the original crying face disappeared immediately, and the proficiency of the face-changing technique was almost as good as the face-changing of the Tianchao Sichuan drama.

After following Yamaki, he nodded and agreed to the purchase quantity and price.

Such a purchase amount, equal to their Philips lithography machine production for several years, back to the company, this is a capital that can be obtained, through this contract, he quickly became the company's sales king, bonuses, paid leave, various benefits and can be raised a notch.

"But!"

As soon as they heard this, the two immediately stared at Trik nervously, not knowing what damage Apple would do.

"Actually, you don't have to be nervous, I just mentioned by the way that this contract, TSMC will send a little more training and a longer time.

I wonder if you have any different opinions?"

"Damn, Yamaki and Anderson silently gave a middle finger to Cuike in their hearts, this is the kind of thing, can it still be called a condition! The contract is obtained, the money is in the company's account, and the rest of the matter has a relationship with them. And what the company wants to see is only contracts and dollars, and as for such a trivial matter as training personnel, it is not important at all. ”

Without waiting for Anderson to speak, Yamaki hurriedly said, "Mr. Trek, please rest assured, this little thing is not enough to worry about, no matter how many people are trained, we are very happy to do it, and we will stay for free." ”

Anderson was also unequivocal, and then Yamaki's words stated, "Mr. Yamaki's answer is also my answer, and this is all trivial." ”

In fact, for them who have mastered the high value-added and bulk commodity sales of lithography machines, in addition to the sales themselves, whether the company loses money in training has nothing to do with them, and it is too affordable to sell to the other party a good impression in this kind of small matter.

(End of chapter)

(Education 123 Literature Network)