"Mr. Ford, I want you to come to Guangzhou this time to talk to you about the overseas sales of our company's machine tool accessories." Lin Zhenhua is starting to get into the topic.

Ford said: "I've read the information that Lawyer Qian gave me, and I was shocked. The more than a dozen machine tool accessories developed by your company are very ingeniously conceived, and have a very common applicable surname, which can greatly improve the efficiency of existing machine tools, and their market prospects are very good. ”

"Thank you, Mr. Ford, for your affirmation." Lin Zhenhua said.

Ford continued: "It's especially rare that you've patented all of these inventions, so you keep other competitors out. ”

Lin Zhenhua smiled bitterly: "What's the use of patents, you have also seen today's things, can this be constrained by patents?" ”

Ford said, "Mr. Lin, your competitor is in the world, not in Chinese mainland. You currently have patents for these machine tool accessories products, the largest market is in Europe and the United States, and there is no market in Chinese mainland. ”

Lin Zhenhua said: "You are right, I invited you here this time, just to ask you about our products, what is the way to open the international market." ”

Ford smiled and said, "Mr. Lin, you Orientals have always been very subtle, although you are the most cheerful Oriental I have ever seen, but what you said just now is still too subtle." ”

Lin Zhenhua smiled awkwardly and said, "Didn't you just quarrel with the director and was introspecting." Then I'll say it bluntly, I hope that Spischer can help us and help our products of Hanhua Machine Tool Accessories Company enter the international market as soon as possible, what do you think? ”

Fountain nodded: "I think it is possible for us to cooperate in this area, I have already reported to the company, they are also interested in these designs of yours, and we are now concerned about what kind of way you want to cooperate with us." ”

Lin Zhenhua said: "I have envisioned two cooperation models for you to choose from. The first model is to hire you as our GCA agent in North America, and you can receive a specified percentage of the commission after our products are sold by you. ”

Ford shook his head and said: "This is unlikely, our company's own business is also very busy, it doesn't make much sense to act as an agent for these products for you, I don't think the company will accept it." ”

Lin Zhenhua was not surprised by the reason Ford said. If a township enterprise entrusts Hanhua Company to sell the cloth cover used on the fan, and says that it will sell a commission of 5 cents to Hanhua Company, Lin Zhenhua will definitely not be interested.

Lin Zhenhua continued: "Then it is the second model, I license the patent to your company, and your company will produce and sell it, and I only charge the patent licensing fee. ”

Ford still shook his head: "The profit of these products of yours is too small, and it is not worth it for us to design a set of processes to produce them." ”

"Listen to what you mean, we have no possibility of cooperation?" Lin Zhenhua asked.

"In fact, our company has cooperative relations with many companies that produce machine tool related products, and our cooperation model is very certain," Ford said. When we sell our machines, we recommend products from these partner companies, such as tools, gauges, coolants, etc., to our customers. If the client wants, they can purchase from these partner companies through our company, from which our company receives a small commission. ”

"Didn't you say that your company doesn't value these small bucks?" Lin Zhenhua asked strangely.

"No, no, it's not about making money." Ford said, "We provide a service that, through our specialized procurement, reduces the blindness of customer purchasing, and that's what we're all about." Of course, all products included in our recommended list are strictly certified by us and produced in accordance with certain quality standards. Otherwise, in the event of a product quality problem, we will cancel the cooperation with this partner company. ”

"You can rest assured in terms of quality." Lin Zhenhua said, "I can also accept the cooperation method you mentioned, and we are also very proud to be able to become a manufacturer recommended by Spischer." ”

"Okay, I can report your meaning to the company's headquarters, and if they agree, someone will be arranged to sign an agreement with your company after a while." "I can tell you that our company is very interested in working with Chinese companies, and we hope that through this cooperation, we can find a long-term partner in China." ”

"You mean that your company is mainly interested in the Chinese market?" Lin Zhenhua asked, and the sentence he didn't say was: You are not interested in my company.

Ford laughed, "My old friend, I can hear your subtext." Don't feel aggrieved, after all, you are just an insignificant latecomer in the machine tool industry, and if you want to get the respect of others, you can only rely on your achievements. As for myself, I am very interested in your company, and I believe that with your ability, you will definitely be able to make this company, which is still very weak, into the world's first-class machine tool company. ”

"Thank you for your encouragement." Lin Zhenhua said.

"I think that's all I can help you." "Even if I just said this, I can't guarantee that the company will accept it, after all, I'm just a salesperson stationed abroad." ”

"No, Mr. Ford, I think you could have helped me more." Lin Zhenhua said.

Ford shrugged his shoulders and showed that he didn't understand what Lin Zhenhua meant.

Lin Zhenhua said: "Mr. Ford, you have been in the machine tool industry for many years, can you introduce our machine tool accessories to your friends." China's machine tool products are not very famous in the international market, but if you say it through you, a salesperson in the American machine tool industry, the situation is different. ”

Ford hesitated, "This ...... It's not impossible, but I think people will have some misunderstandings about what I mean. ”

"Misunderstanding what?"

"They're going to misunderstand whether I'm taking your commission."

Lin Zhenhua smiled: "Wrong, wrong, they definitely didn't misunderstand, because I will indeed pay you a commission for this." ”

A happy look appeared on Ford's face: "Dear Lin, what you said is true?" ”

"Absolutely." Lin Zhenhua said, "Mr. Ford, if you can help me sell machine tool accessories, for each product, I will give you 5% of the price as your commission." ”

"Oh, isn't that a little too high?" Ford humbly excused himself, "After all, I'm just introducing you, and I can't say how much I can do." ”

Lin Zhenhua said: "The value of sending charcoal in the snow cannot be overestimated. If Mr. Ford is willing to give us support, a 5% commission is nothing. However, I would like to regret to tell you that I can only pay you RMB, which is calculated at the level of 1 US dollar to 2.8 yuan. Because all our export foreign exchange earnings will be recovered, and we can't keep any of them in our own hands, but I can give you the renminbi. ”

Fu nodded and said, "I understand this, I can accept RMB." ”

With the expansion of Spiel's business, Ford also often has to travel to China, and with these yuan, he can save his dollars and buy some things in China to take out, so the yuan is also used by him. Recommending some peers to pay attention to GCA is just a gesture for Ford, in case he can make one or two orders, he can get a commission for nothing, why not do it?

Ford just got married recently, and he is thinking about buying a house in the United States, which seems to be quite expensive.

"So, we're sold?" Lin Zhenhua asked.

"It's like we did three years ago, and it's done." Ford stretched out his hand and patted Lin Zhenhua as a sign of promise.

The next day, the exhibition of the Canton Fair was still going on, and as usual, merchants came and went, and the trading of various commodities was booming. Few people noticed that the provincial booths were missing a product called five-bladed fans.

In addition to the five-blade fan being removed from the booth, the faces of the representatives of those Chinese home appliance manufacturers are also quite ugly, which is in stark contrast to the smiling expressions of other manufacturers.

Foreign home appliance sellers naturally knew what had happened before, and they were anxious to know what the outcome of this infringement case between the Chinese against the Chinese themselves would be. Those foreign businessmen who have signed agreements with fan companies in various provinces to import five-blade fans have not made any further reaction for the time being, and the other party told them that this matter will be handled by the central government, and all the current situation is unclear.

Lin Zhenhua's heart is also up and down, and he doesn't know what kind of turmoil will be next. This era is not an era of the [***] system, in case the higher authorities give you an official document, you must comply with it, and maybe the patent rights in your hands will also be nationalized. If something like this happens, he doesn't even know what to do.

However, apprehension is apprehension, and business still has to be done. Lin Zhenhua cheered up and continued to sell five-blade fans and machine tool accessories at his booth.

Affected by the competition of manufacturers in other provinces, the five-blade fan contract of Hanhua Company this year is not ideal, and the number of tens of thousands of units is a day. Many foreign merchants have a wait-and-see attitude, so they are not in a hurry to place orders.

In this case, Hua Keqin saw it in his eyes and was anxious, but he didn't know how to do it. The matter of the five-blade fan is really depressing, this is neither a problem that Lin Zhenhua can solve, nor a problem that he Hua Keqin can solve, the only way is to wait for someone from above to make a deal with it.

Lin Zhenhua's sales of machine tool accessories set off a little upsurge, which gave Lin Zhenhua some comfort. After agreeing with Ford about the commission, Ford was enthusiastic, and the next day he fooled seven or eight peers to the booth of Hanhua Company to see the goods. The automatic tool change system designed by Yao Heliang and several other machine tool accessories developed by Huaqing teachers are indeed unique, which immediately attracted these foreign machine tool peers.

The price of these accessories is not very high, that is, a few hundred dollars a set, which is a small amount of money compared to the machine tools that can easily cost tens of thousands of dollars. After discussing with Lin Zhenhua, several foreign merchants signed purchase agreements for 100 sets. There are also some manufacturers such as Spischer company choose, willing to Hanhua company to provide machine tool accessories as recommended to users of the accessories products, included in the catalog, Lin Zhenhua also signed a cooperation agreement with them on the spot.

After a busy day, Lin Zhenhua settled the accounts and found that the machine tool accessories had signed out a list of more than 100,000 US dollars, and he couldn't help but be overjoyed and forgot about the fan. For him, the fan is of course very important and can bring him a lot of profits. But machine tool accessories are also very important, because they are very promising products. To use the Boston matrix, which was popular in later generations, the fan is a cash cow product of GCA, which is highly profitable but has limited growth potential. Machine tool accessories are star products, and there is great room for profit and growth.

"Xiaolin, what are you laughing at?" Hua Keqin finished the matter at hand, walked to the booth of the Light Industry Hall, and saw Lin Zhenhua happily sorting out the contract for machine tool accessories.

"Director Hua, you see, this is the contract I signed today." Lin Zhenhua raised a thick stack of papers and said to Hua Keqin with a smile.

"Signed so much? How many are there? Hua Keqin's eyes lit up, "No, Xiaolin, in today's situation, you can still sign out so many orders?" ”

Lin Zhenhua knew that Hua Keqin had misunderstood, and hurriedly explained: "Director Hua, you misunderstood, this is not a list of five-blade fans. This is the list of machine tool accessories I told you, there are more than 300 sets. ”

"More than 300 sets? How much does it cost? Hua Keqin asked.

"I just did the math, about $150,000." Lin Zhenhua said.

"Only 150,000?" Hua Keqin said disappointedly.

If you put it aside in previous years, signing a contract of $150,000 a day is also very good. Like the export fist product craft wood carving of the Light Industry Department in previous years, a Canton Fair is just a contract of millions of yuan. However, Hua Keqin's appetite has been boosted by the hot sales of the five-blade fan last year, and now there is no multi-million dollar order, Hua Keqin is not excited.

"On the five-blade fan side, I have also signed 30,000 units, and I have signed a total of 1 million." Lin Zhenhua comforted Hua Keqin.

"Well, it's better than nothing." Hua Keqin said heartlessly.

The two were chatting with each other, and Fan Song, a staff member of the Foreign Trade Department, ran over and said to Hua Keqin: "Director Hua, just now the comrades in the department came to inform you that you and Manager Lin will go to them after they leave the exhibition." ”

Hua Keqin said to Lin Zhenhua: "Come on, the leaders of the ministry are here, and this lawsuit should have a result." ”

Lin Zhenhua said: "The soldiers will block, the water will come to the earth, anyway, our attitude is already clear, it depends on whether the ministry will blatantly support the infringement." ”

(To be continued)