Boss Mu took his family, turned off his usual mobile phone, and hid in the Waterfall Villa.

The reason, of course, is the passenger-to-cargo project, and since the news that he can make decisions on a small part of the order spreads, Boss Mu has been harassed. All the companies that can get involved in the passenger-to-cargo conversion project want to get in touch with Boss Mu. If there is a relationship, there is a relationship, there is no relationship, and if it is not a relationship, it can't be excavated, so just go straight to the door.

The front of Dadong Group is very lively, and there is an endless stream of registered visitors. It's a pity that most people can't see Boss Mu, only Chen Bishu, the deputy director of the president's office.

Director Chen was quite kind, politely received everyone one by one, and then left materials, and even some of the visitors received a banquet from Deputy Director Chen.

A very small number of visitors got in touch with Boss Mu under the contact of Deputy Director Chen, such as Wang Wei, Feng Lun, and Liu Ming.

Wang Wei came here, in addition to communicating with Mu Dong about the procurement of cargo planes, he actually helped Yangcheng to find out the news of the customer-to-cargo project. Mu Dong's attitude was quite enthusiastic, and he said that since Mr. Wang came forward to communicate, he must help, and he will definitely help to find more ways.

Boss Mu already knew from Director Jing that Yangcheng was one of the participants in the passenger-to-cargo project, and now there is this kind of favor that does not cost money and does not need to bother, of course, it will be sent out one by one. At the same time, he also found it a little funny. It seems that Yangcheng didn't know that he had won the lottery, and he even begged him to come here, you know, Boss Mu only has a small part of the decision-making power in his hands, and Yangcheng is not too little, interesting.

Boss Mu's performance made Wang Wei sigh in his heart, it's over, it's too fake, too enthusiastic, there must be no drama in Yangcheng. But he doesn't care, he's just a lobbyist, and it doesn't matter if he succeeds or not.

But when the project landed later, Wang Wei was surprised. He didn't think that Boss Mu was really quite face-saving, but he felt that Boss Mu's control of information was really terrifying, and he actually predicted the result a long time in advance.

Feng Lun came to inquire about the news for an aircraft maintenance company in the capital, and Boss Mu's hospitality was still warm, but he was much more cautious in his words, and only agreed to help inquire about the news;

As for Liu Ming, Boss Mu was a little tired, and he didn't want to see it, but then he met patiently. Liu Ming worked as a lobbyist for an aircraft maintenance company in a western province. Mr. Liu's attitude was polite, but the words he said were a little unclear, and he asked Boss Mu to give a letter.

So Boss Mu directly gave a quasi-letter: No play!

Boss Mu happily explained: "Brother Ming, do you really think I can decide such a big thing? It's funny, I'm just a puppet pushed to the front, and the cake has been divided." Don't say you're late, even if you come early, you won't even be able to drink the soup. ”

Liu Ming made a big red face, he has been wandering around Vanity Fair for a long time, why can't he hear the unhappiness in Mu Dong's words?

He said angrily: "Look at you, why are you still in a hurry? ”

Mu Dong thought for a while and said seriously: "Brother Ming, you are about to become a shareholder of the company, so don't help outsiders pull back, okay?"

Liu Mingle was happy and said with a smile: "Didn't I just come to ask, don't worry, I won't harass you in the future." ”

No one is stupid, and they can distinguish between small profits and huge profits.

……

On October 26, the formal negotiation between Boeing and the negotiation team led by Wang Xinlan was finally staged.

During the three days of waiting, Wang Xinlan and the leaders of relevant ministries and commissions contacted the Airbus delegation several times, and the Airbus people also took a serious look around, and they even went to Lunan Airport under the leadership of Wang Xinlan, which is the base airport of Dadong Airlines.

All this fell into the eyes of the Boeing delegation, and they could only express regret and helplessness.

This is a normal business method, and there is nothing wrong with it, even if you feel uncomfortable, you have to endure it.

Therefore, in the formal talks, Boeing will definitely not mentally mention the situation of Airbus, at this time, it is the best choice to pretend to be stupid.

Negotiations are going on hard......

The procurement team headed by Wang Xinlan did not give an inch, insisted on the terms mentioned in the previous tripartite talks, and hoped that Boeing would fully understand and support it. Of course, this is a euphemism, and the subtext is, you have to do it.

If there is a demand, of course, it must be justified and evidence-based, and it cannot be messed around. The reasons provided by Wang Xinlan are very sufficient.

For example, the price, directly refer to the last purchase price of 20 freighters, and this time the number is more, you should be more favorable;

For example, the service directly refers to the service standards provided by Boeing for FedEx in the United States;

For example, regarding the specific requirements for the implementation of the project, it is because we provide a perfect solution and a perfect supporting policy.

Boeing directly gave up the entanglement about the implementation of the project, and they are confident in the Chinese workers, and it does not matter how the project lands. What they care about is only the price and the later service.

Boeing is of course willing to give discounts, but it is still far from Wang Xinlan's requirements, and of course they will promise a series of post-service services, but they are not willing to include too many free items.

One side did not budge an inch, and the other side was only willing to make a slight concession, and the negotiations quickly reached an impasse.

Faced with this situation, Wang Xinlan felt a little emotional. The other party is a big company in the end, he has seen the world and experienced ups and downs, and he has acted so many scenes with Airbus on his side, but the other party is still very calm and adheres to principles.

However, the harvest is not small, at least it has obtained the autonomy of the passenger-to-cargo project, and it has also tested Boeing's initial attitude towards price and service.

Wang Xinlan decided to adjourn the meeting and talk again in the afternoon.

This made Boeing a little snickering. Yes, it's an adjournment, not a face-turn, and it seems that there is still something to talk about.

Unfortunately, they were only happy for one noon, and in the afternoon, on the basis of reiterating his own demands and principles, Wang Xinlan suddenly announced that if a framework agreement could not be reached this afternoon, the purchase order and the implementation of the passenger-to-cargo project would be completely cancelled.

Moreover, Wang Xinlan presented a letter of authorization from the relevant ministries and commissions on this matter.

Here comes the ultimatum.

For Wang Xinlan, success or failure is here. If successful, this is a huge gain for many people. If it fails, there are three ways back: one is to keep in touch with Airbus and investigate the feasibility of cooperation; third, find the right time to restart procurement, such as another exchange of leaders; and finally, gamble and wait for Boeing to take the initiative to come to the door after a period of time.

I dare to bet this because this order is for the future, and there is no urgency at the moment. Even if it is restarted after half a year and a year, it will not have much impact.

And for Boeing, this is very bad news.

This shows that their trial in the morning failed, and the other party proposed to adjourn the meeting, not because there was still any room for negotiation, but because the other party used the time of the noon break to obtain the authorization of the relevant ministries and commissions.

This shows that Airbus is likely to have shown a lot of sincerity and is about to snatch food.

The head of the Boeing team immediately said that he wanted to take a half-hour break, and he needed to consult the leaders of the headquarters on key core issues.

Wang Xinlan said in his heart: Made, lie to the fools, have you forgotten the jet lag?

But it doesn't matter, you're nervous, I'm satisfied. So Mr. Wang said that there was no problem and agreed to rest for half an hour.

……

Half an hour later, Boeing gave a final reply.

In terms of price, Boeing offered a preferential price of 55% of the catalogue price, which is 5 percentage points higher than Wang Xinlan's appeal of 50% of the catalogue price;

In terms of service, Boeing promised to provide free routine inspection and 60% of the market price maintenance service within three years after the delivery of the freighter, and 80% of the market price inspection and maintenance service within five years, which is also a discount compared with Wang Xinlan's demand.

Roar, Wang Xinlan's heart blossomed, she was very satisfied with these terms, and she could already agree immediately.

But no, we have to install it again.

So Wang Xinlan thanked Boeing for his understanding and support with a sad face, and said that his authority was limited and he needed to ask for instructions and take a 10-minute break temporarily.

……

10 minutes later, Wang Xinlan brought a new rhetoric: the price is 52% of the catalogue price, and in terms of service, the two preferential periods need to be extended by one year each.

Wang Xinlan said solemnly that this is the final version.

Boeing discussed it and finally agreed.

Neither party wanted to delay, and immediately began to deliberate on the text of the purchase contract offer, and at 8 o'clock in the evening of the same day, the informal offer was temporarily signed. As for the formal procurement contract and the cooperation agreement on the settlement of the passenger-to-cargo project in China, this still needs to be negotiated and reviewed by lawyers in all aspects, and it will not be signed at all for a while.

All those involved in this project breathed a sigh of relief, the overall situation has been decided, and the rest of the details can be steadily advanced.

The quotation of 52% of the catalogue price seems to be two percentage points higher than the 5% discount Xu Shiping got during his visit, but it is not high at all. Because the initial price referred to by the original 5% discount has moisture, which is higher than the catalog price. The original 5% discount is almost 58% off the market price, and the current 52% discount is 6 percentage points lower, which is indeed very favorable.

The next morning, Wang Xinlan returned to Quancheng and happily reported to Mu Dong on the situation of the negotiations.

Boss Mu is also happy, and he also looks forward to the relevant departments to complete the implementation of the passenger-to-cargo project as soon as possible. Save a lot of people from coming to harass.

Wang Xinlan mentioned the matter of 12 narrow-body 737 freighters, and said that Boeing is very happy, because now the modification technology of this model is very mature, and several domestic companies can do it.

"Brother Mu, Boeing's people know the Chinese market very well, and one of their supervisors even quietly asked me if the order for these 12 aircraft was used for favors. ”

Boss Mu said in his heart, isn't it just a favor, it's still a big favor.

said: "Of course, there are some favors, but the key is that Mr. Wang, who has a tailwind, wants a few, so I will buy more." By the way, Xin Lan, after you are busy with Boeing, you have to start talking with Shunfeng, and you can also take responsibility for this. ”

"Brother Mu, it's really yours, you only added 10% to the price of Shunfeng, it's too low, they can't get this price when they go all over the world. Wang Xinlan was a little dissatisfied with this.

Mu Dongxin said, I just want to bundle Shunfeng Express through preferential prices, otherwise why let them rush to the front at a critical moment in the future.