The Qiantang Oxygen Concentrator Factory made its own helium machines and sold them to the U.S. Department of Energy, with a net profit of $200,000 per set.

At that time, only two sets of the first batch were sold, which belonged to the US Department of Energy's expedited order, so there was no need to go through the formal bidding process. The order was finalized in May and is now available.

(Because the queue cut appropriated the orders of the Golden Fat Man and Ceausescu.) On the contrary, the orders of these two companies were delayed until the end of August, and they were slightly less charged for the delay of 10,000 US dollars or 20,000 US dollars, and the other party agreed, after all, it was not urgent. ）

However, the follow-up action of the U.S. Department of Energy has been relatively slow, and it has not substantially advanced the bidding process. A posture of unhurried preparation and careful selection of suppliers.

Laymen may not understand, but the world's top gas separation equipment suppliers are all clear:

The Americans were nervous at first, and they were posturing to show the melon-eating people who were resisting the nuclear power plant. After one or two shutdowns, the rest of them were ready to find excuses to take their time.

Anyway, after the Three Mile Island meltdown, other nuclear power plants have increased security measures, and it is unlikely that there will be a new nuclear accident for several years.

In the performance of the Ministry of Energy, we have to take into account the power supply of the whole United States, how can we be forced by the people who are afraid of death to eat melons, and they can do it in one step.

This kind of style has given Mr. Mitsui Sushi, the president of Benzoto Co., Ltd., endless imagination.

He knew that with the quality and reputation of the Chinese, it was still possible to grab an urgent order that was not tendered. It's really strictly censored later, and it's almost impossible to win it. (It's not that I look down on us, it was really unlikely to win at that time, after all, the country was only open for the first year, and many technical standards were not in line with international standards.) It's a matter of "standardization")

And if Ben Acid Co., Ltd. buys the authorization of the Chinese, it can brush up on the presence of the US Department of Energy. It is very helpful for the company to boost its image and further expand its international market share.

The Chinese side is also well aware of this. Since you can't get a follow-up US list, it's better to sell the point of authorization to return the book. Anyway, the longevity of this technology is not a few years, and the French will soon bypass it.

Therefore, before Gu Xiao went abroad, Director Bao set him a minimum negotiation limit for the authorization fee: at least 100,000 US dollars per set of equipment, that is, "50% of the total profit from the sale of Chinese self-made equipment".

If there is more, it will be better.

But even in the most optimistic scenario, Director Bao did not think it could exceed $150,000.

Therefore, he set an initial guide asking price of $150,000 for negotiations. This figure has also been approved by the Foreign Affairs Bureau and the leaders of the factory. (That is, I hope that Gu Biao will ask for 150,000 yuan at the beginning of the specific negotiation, let him bargain slowly, and finally not return less than 100,000)

Everyone thinks that it is impossible for me to be an international attention fighter and contribute to us in vain, a set of equipment will earn a total of 200,000 US dollars, and give us 150,000 yuan, and I will only earn 50,000 yuan, which is almost equivalent to working in a day job, how can it be lower?

The negotiation between Gu Biao and Mitsui Sushi was also launched on this basis.

It's just that Gu Biao's appetite is comparable to that of the bag, and he won't directly press 150,000.

……

The day after Gu arrived in Tokyo, after a morning of verbal debate, Mitsui Sushi basically confirmed the negotiating strength of the young man opposite.

I also knew the previous investigation, and what I said was true: that kid is a top gifted student of Huaxia Foreign Affairs University, and his performance in the past two years has been very eye-catching. He has made many good offices in Albania, the Canton Fair, and Iraq.

(The details of the third one have not been investigated, I don't know how he became friends with President Hussein, anyway, it's very mysterious)

Therefore, in the initial technical details of the argument, the Japanese engineers did not take advantage of Gu Biao at all. There is no need to go into details, and it is basically the same as the last time I met the Americans at the Canton Fair.

Mitsui Sushi decided to focus on the terms of business and the mode of cooperation.

"Mr. Gu is really a rare young talent, I didn't expect that China has only opened up for a year, and there are such excellent negotiators who understand the outside world - let's have lunch first, and the business part will talk in the afternoon. ”

Mitsui Sushi said so, ending the morning's tongue debate,

"Thank you, Mr. Mitsui, for understanding our technical position. Gu Biao complimented without humility or arrogance.

Yang Xin, the translator who accompanied him, didn't know much about technology. However, after following Gu Biao for a morning, he also has a lot of knowledge, and he knows how the bosses of the capital pay attention to the country talk about business. At this moment, he was also relieved to hear that he could take a break.

"Senior Gu is really powerful, with both arts and sciences. He also understands technology so well, and his eloquence is so good, he can finally imagine his heroic appearance when he was talking and laughing with officials of the US Department of Energy at the Canton Fair......" Yang Xin looked forward to it with a little shame in his heart.

The luncheon was set in Ginza, but it wasn't about sushi sashimi eel rice and the unconventional stuff – Mitsui Sushi only did it when he invited regular customers, and when he met a new partner, he still had to prepare a main meal.

Gu Biao is naturally calm.

Lawyer He Ziqiang, who is in charge of legal affairs, is slightly cramped, after all, he is only a young lawyer, not the director of the firm, and the level of business entertainment is not so high.

As for Yang Xin, who went abroad for the first time, he relied on the Japanese food etiquette class he learned in school to support the scene, so he was not rude.

Mitsui Sushi saw it in his eyes, and became more and more convinced that Gu Biao had really seen the world.

While waiting for the hot dish to be served, Mitsui Sushi casually mentioned:

"Mr. Gu, we have no doubt about the technical part, but when I saw the preliminary quotation made by your company just now, don't you think it's too dark? A set of helium making machine, the profit will definitely not exceed 200,000 US dollars, and your quotation makes us lose no profit at all. ”

"Mr. Mitsui hasn't finished reading it, has he? What we gave is a tiered offer, which is based on the promised sales volume - of course, if you want to buy out the exclusive license at a fixed price, it is not impossible to talk about it. Gu Biao held the sake glass and played with it elegantly and thoughtfully as he spoke.

In terms of patent licensing, there are three types of licensing models commonly used in various countries: general licensing, exclusive licensing, and exclusive licensing.

The general license is that you can use it, and I can sell it to others for use, you can't control it, and the price charged is the lowest.

And "exclusivity" is the highest, which means that after selling the license, even the seller himself cannot use it.

At present, the two sides are talking about the middle file, exclusivity. That is, the acid can continue to use the membrane method of Qianyang to make helium technology until the patent expires. Moreover, Qian Yang cannot be relicensed to a second company, but it can continue to use it in its own factory.

In the face of Gu Biao's reply, Mitsui Sushi said with a smile: "Of course I finished reading it - what you reported at the time was the cumulative sales of less than 5 sets in the next 5 years, and they were all charged at a guaranteed minimum of 1.5 million US dollars." If there are more than 5 sets, it will be 300,000 US dollars per set. For 10 sets, it will be 250,000 US dollars. It will not be reduced to 150,000 sets and 50 sets of $100,000 until more than 30 sets.

Do you think this kind of sales is possible? In the next three years, the total capacity of the global market will not be 100 sets, and the helium machine is, after all, a niche industrial equipment. Even if we have new technology, we can't even grab 20% without the well-known brands of multinational giants. You have made it clear that you want to charge us at least $200,000 a set, making us completely unprofitable, do you think it is appropriate? ”

After Mitsui Sushi finished speaking, naturally there were people who sang white faces to praise him.

For example, he brought a dragon set in charge of the production department to participate in the dinner, and then took charge of what to do there.

Remind Gu Biao that the company pays attention to quality and excellence, what about human resources policies, and how high the cost is, it is really a loss, and it is absolutely impossible to accept this kind of business.

Gu Biao just listened to jokes.

What the other party said was indeed the truth, but business was not counted like that.

Gu Biao said with a smile: "I think the more I sell, the more I lose, then sell a few less sets, it's good to have a guarantee of 1.5 million US dollars, and I can't lose much money, and I can also beat out your company's signature goodwill, from today on, your company is the sixth company in the world to have helium machine technology, and it is also the second company in the world to use membrane technology - this publicity value, isn't it worth 1.5 million US dollars?"

Mitsui Sushi's face stiffened: "Isn't it said that people who pay attention to the country don't know what goodwill is and what brand intangible assets are?"

Is this dog thief on the other side from the society paying attention to the state?

The legal representative and asset appraiser of Ben Acid immediately became energetic and intercepted Gu Ao's lines: "Mr. Gu, there is a problem with your algorithm. We only introduced technology, and we did not use this technology as publicity, let alone use your company's brand. This has nothing to do with goodwill gains......"

Gu Biao was not worried at all:

"Let's change the concept, goodwill profits, it is not necessary to use the other party's brand, to make profits - let me ask you, after you buy our technology license, if you manufacture a product, are you willing to put a clear reminder on the contract and product when selling: the product uses the invention with the patent number XXX, and the patent owner: Qiantang Oxygen Machine Factory (China)?"

"The law does not stipulate this kind of propaganda obligation!"

Gu Biao: "Of course, the law doesn't stipulate it, so we are in business negotiations, I just use this analogy to prove that you get far more than just the profit from the sale of each piece of equipment, but also bring additional brand premiums." If you don't want to pay for this part of the premium, we can not sell it.

You may not know how short of US dollar foreign exchange China is today. Although we continue to sell to the U.S. Department of Energy at a gross profit of $200,000, they may not want it in the future. But what if we reduce the price? 800,000 don't press 600,000, or even 500,000.

Even if we lose money, as long as we can convert the renminbi into dollars, the state will still count the achievements of our business operators. Last year, our domestic film studio spent 50,000 US dollars in foreign exchange to introduce your country's film "Manhunt", which earned 30 million yuan at the box office in China, but the state still did not recognize the income-generating units, even though most of the profits and taxes of these 30 million miles were handed over to the state.

Because in our opinion, spending dollars to earn yuan, no matter how much it is not worth boasting about. And spending RMB to earn dollars, no matter how little, is worthy of praise -- do you still think that 'if you don't buy the license, we won't use it ourselves'? No, it doesn't exist, as long as we discount and reduce the price, dump at a loss, we will definitely earn more foreign exchange than we will give you an authorization. ”