Regarding Osawahiko's request, Miyanishino Yasuda was not happy in his heart. 《. As a sales director, he understands the value of the Chinese market too well, and it would be unwise to offend China for the sake of Xihu.

However, since Uno Seinosuke had already released a message and asked him to explore the situation, he naturally couldn't refuse, so he sent a fax to Hanhua Heavy Industries, saying that he would go to Beijing on a certain day in a certain month, hoping to meet with the person in charge of the other party to discuss the issue of cooperation. Lin Zhenhua happened to be free, so he took Donnie Yen and Liu Zhaohua to the appointment, wanting to hear what Miyanishi Yekang thought.

"Chairman Lin, I would like to greet you on behalf of Chairman Uno."

As soon as they met, Miyanishi Yeyasu was quite polite, handed a small gift directly to Lin Zhenhua, and then bowed deeply to him, making enough of a friendly and friendly surface. Lin Zhenhua has also dealt with the Japanese a lot over the years, and knows this habit of the Japanese, so he also brought some small gifts such as silk and tea, and gave them back to Yasuya Miyanishi, and said that there were also gifts that he asked him to pass on to Uno Seinosuke.

After a polite remark, the guest and the host sat down separately, and Lin Zhenhua asked, "Mr. Miyanishi, do you have any specific things to do when you go to China this time?" ”。

Miyanishino said: "I made a special trip to visit Chairman Lin. At present, Hanhua Heavy Industries is already an important customer of our KHN, and our Chairman Uno is very optimistic about the cooperation with Hanhua Heavy Industries and other Chinese machine tool companies, so I specially sent me to meet with Chairman Lin to discuss how to strengthen cooperation between the two sides in the future. ”

"This is great, and we also very much hope to form a strategic partnership with KHN, which is very helpful to improve the level of machine tool technology in our country." Lin Zhenhua replied with a smile. Of course, he knew that the purpose of Miyanishino Yasu coming to see him would not be so simple, the cooperation between the two sides had been carried out for several years, and KHN also had a sales headquarters in China, and Miyanishi Yeyasu made a special trip to come over, and he must have other ideas. (《7*

Miyanishi Yeyasu is not a reckless person, he did not directly say his intentions, but went around in circles with Lin Zhenhua from technology to economy, and then to culture and history, until Donnie Yen and Liu Zhaohua began to yawn, Miyanishi Yeyasu cut to the chase:

"Chairman Lin, in order to make the cooperation between our two sides more tacit, Chairman Uno asked me to bring a proposal for Chairman Lin to consider."

came, Lin Zhenhua said secretly in his heart, but the expression on his face did not change much, and he still said with a smile: "Chairman Uno's proposal, of course, will be very exciting, I just listen to it." ”

Yasushi Miyanishi: "Chairman Uno proposed that the chips needed by Hanhua Heavy Industries in the future can be sold as a whole. At the end of each year, GCA will submit a purchase list to us, indicating the type and quantity of the year's purchase, so that we can arrange production in a planned manner. This approach helps to reduce our costs in production and distribution, so that the overall purchase price can be reduced a bit...... Well, maybe 2 to 4 percent. ”

What does that mean? Lin Zhenhua, Donnie Yen, and Liu Zhaohua glanced at each other, and they couldn't guess the intention of Yasushi Gong's plan. On the surface, this is the Japanese side taking the initiative to lower the price, which is of course a good thing for Hanhua. But such a thing doesn't need a special trip from a company executive like Yasuya Miyanishi, right? Besides, Hanhua's procurement of KHN chips has always been in a batch manner, and the plan proposed by Yasusu Miyanishi does not seem to have any new ideas.

Liu Zhaohua is specifically responsible for the development of CNC machine tools, and is more concerned about this issue, he asked tentatively: "Mr. Miyanishi, is there any difference between the plan you said and our past cooperation model?" ”。 …,

"It's not much different, it's just that Chairman Uno thinks that the cooperation between us has developed to a new stage, so Hanhua can enjoy our special treatment for big customers. Templar."

"Then I'm here to thank Chairman Uno." Lin Zhenhua said that since Gongxi Yeyasu said that it was no different, Lin Zhenhua didn't bother to ask, he believed that if Gongxi Yekang had anything else, he would definitely say it.

Sure enough, Miyanishi Yeyasu still has something to say: "This way is good for both of us, and in the future, we only need to have a negotiation at the end of the year, which can save a lot of communication costs." ”

"A meeting at the end of the year?" Lin Zhenhua's heart moved, "Mr. Miyanishi, do you mean that we can't order from KHN anymore?" ”。

Miyanishi Ye Yasu shook his head: "How is this possible, if a customer wants to order from us, of course we have no reason to refuse." However, if you place an order outside of the fixed contract every year, the procedure will be a little more troublesome because it will involve the adjustment of our production plan, so we will not be able to respond in time. ”

"So, how long will the response time be for this kind of ad hoc order?" Lin Zhenhua asked.

"If we had it in stock, maybe it would only be a few weeks. If you need to organize production separately, you can only wait for the production plan to be arranged, and it is possible to wait for a few months, or even longer. Yasu Miyanishi put on an apologetic face.

It turned out that he was waiting for me here, Lin Zhenhua sneered slightly in his heart.

In addition to the internal use of the Group, a considerable part of the industrial control chips purchased by Hanhua every year are used to help other machine tool companies upgrade traditional machine tools to CNC machine tools. There will be a large number of chips to be used each year, but it is absolutely impossible to be very precise. Some special machine tool products need to use some special specifications of chips, which is only when the company gets these machine tool orders, will be specially purchased, which is completely impossible to prepare a year in advance.

Nowadays, it is the era of the great development of electronic information technology, chip technology is updated almost every year, if you want to use what chip must be booked a year in advance, it means that your technology will lag behind the times for more than a year. For some traditional models, this is not bad, but if you want to launch a new product to compete, this constraint is too deadly.

"Mr. Miyanishi, if we see a new product in your catalog, can't we order it at any time?" Donnie Yen asked.

Miyanishi Ye said: "Regarding this question, I have already answered Chairman Lin. We will do our best to accommodate your request, but we are very sorry if the supply is tight. ”

"In other words, if we design a new product and need to use a certain chip temporarily, we have to wait a year, right?" Donnie Yen asked in an aggressive tone.

Miyanishi Yeyasu bowed slightly and replied expressionlessly, "I'm very sorry for this. ”

"I've never seen anything like this!" Donnie Yen said, "If that's the case, we'd rather not accept your offer." A discount of 2% to 4% doesn't mean much to us. ”

Miyanishino said: "Actually, we are also helpless. In fact, in the past few years, your company has purchased a large variety of chips, a large number of them, and there is no pattern, which has caused some disruption to our production. In order to meet your company's requirements, we often have to change the production plan, or push off some orders from other companies, which has a very big impact on our company's profits. Chairman Uno proposed this new plan, but also hopes that the cooperation between us can become more stable, and I hope you will not misunderstand. ”…,

The subtext of these words is already obvious, whether you accept my offer or not, we will no longer promise to provide you with chips at any time. If you want to buy our chips, then you will pay the order one year in advance, as for whether the chips you purchased in the next year will be used up, or whether there is a shortage of other chips, sorry, we are not responsible. As for what you need for chips temporarily, well, depending on how I'm in the mood, I'll give it to you if I'm in a good mood, and if I'm in a bad mood, you just wait.

When Donnie Yen was talking to Miyanishi Yeyasu, Lin Zhenhua quickly analyzed the intentions of Miyanishi Yeyasu and even KHN Company in his mind. He knew that Miyanishi Yeyasu made a special trip to launch such a policy to Hanhua, which would definitely not be purposeless, and it would definitely not be Miyanishi's own idea. KHN's move is to set up some obstacles for GCA and make GCA lose its flexibility in the market, so what is the benefit of KHN?

Lin Zhenhua has thought about this issue a long time ago, and he believes that there is no need to embarrass Hanhua in this way from the interests of KHN itself, because Hanhua has not shown any intention of entering the electronics market so far. Then, KHN's move can only be explained as helping other machine tool companies, and this other machine tool company, Lin Zhenhua doesn't even have to guess, he knows that it must be Xihu Company.

With this section figured out, it's easier to go any further. Hanhua Heavy Industries, with a large number of Chinese machine tool companies, has squeezed Xihu Company into the domestic low-end market. In the high-end market, GCA is currently in a battle with Xihu Company, and the most critical thing is the automobile stamping production line that General Motors of the United States will bid for in the near future. According to Donnie Yen's design, a large number of automation technologies will be used on this production line, which is inseparable from KHN chips. Miyanishino Yasulai pinched Hanhua's throat with this hand, and if it was the most nervous, Khn claimed that he could not provide the corresponding chip in time, Hanhua would be blind.

Even in the low-end market, this policy of KHN will make it extremely difficult for Chinese companies. The production cycle of low-end machine tools is one or two months, and KHN requires chips to be ordered one year in advance, which means that China's machine tool companies simply cannot respond to market demand in a timely manner. Unless you order a large number of various chips in advance as a backup, but in this way, the update of technology will be affected by the inventory of chips, you can't let those chips ordered last year be scrapped in vain, right? Not a lot of words

What a ruthless move, ......,