Khedira's visit made Seinosuke Uno have to face reality.

Uno Seinosuke has long known that the Chinese habit is to make everything themselves, and the heart is steady, and China's industrial control field has a high degree of dependence on Japanese chips, which will definitely make the Chinese feel uneasy. In the past few years, the direction of Chinese efforts has always been in the field of machinery, they have conquered one technology after another, learning to manufacture large fertilizer equipment, large petroleum equipment, CNC machine tools and so on. As Chinese will make more and more things, the localization of industrial control chips must be put on the agenda.

In fact, in the field of integrated circuits, the Chinese have never given up catching up with the international advanced level. At present, in terms of low-end industrial control chips, Chinese have basically been able to achieve self-sufficiency, but there are still some difficulties in mid-to-high-end chips. Compared with the products of Western countries, China's mid-to-high-end industrial control chips have a certain gap in terms of performance and reliability.

More importantly, the current internationally accepted third-generation industrial control chip standards are in the hands of several Western companies, including KHN, and even if the Chinese can develop and produce by themselves, they must pay high patent royalties to Western countries, and this article alone is enough to suppress the Chinese.

Within the KHN company, there have been many rounds of discussion on whether the Chinese will enter the mid-to-high-end industrial control chip market. The view is that the Chinese will eventually enter this market, and the step should be to achieve import generation first. Then go to the international market to grab the share of the original enterprises. Just as they've done in other areas.

What the KHN can count on now is that the Chinese will catch up a little slower, leaving KHN a few years to spare. At present, KHN is developing the fourth generation of industrial control chip standards, if all goes well, the standard can be recognized by the International Industrial Control Technology Alliance, then KHN's leading position will be further consolidated, and then at least five more years can sit back and relax.

Of course, Uno Seinosuke also knows that expecting the Chinese to slow down is a very unreliable idea. Every day, he urges the R&D department to speed up, before the Chinese master technology based on third-generation standards. Scoop out the fourth-generation standard.

Until Khedira finds the door, Seinosuke Uno prefers to bury his head in the sand rather than look at China's developments. But now that Khedira has picked the conversation away, Seinosuke Uno can't dodge. Khedira brought him some specific information. It shows that in the past two years, Hanhua has purchased a large number of equipment for chip production in the European market, and it is clear that Hanhua is sharpening its knives and preparing to enter this market with all its might.

Seinosuke Uno told Khedira to go to the hotel to rest first, and he called the company's executives to discuss Khedira's request.

"Ladies and gentlemen, I have gathered you here today to discuss with you some issues related to the Chinese market. Today, Alk's marketing director, Khedira, is here and wants to work with us to curb China's rapid technological development. What do you think about this? ”

At the beginning of the meeting, Seinosuke Uno said to everyone straight to the point. He then explained what Khedira had told him about, and then asked them to express their opinions on whether they should respond to ALK's call and stab the Chinese company in the back.

As soon as they heard that the question of China was to be discussed, all the people became very cautious, and one by one they put their hands under the table, lowered their heads, and pretended to think, and no one wanted to speak first. Six years ago. In order to help Xihu defeat Hanhua, KHN once tried to change the rules of supplying chips to the Chinese market and disrupted the production plans of Chinese machine tool companies, but was strongly counterattacked by the Chinese and almost lost the Chinese market. Since then. When it comes to China, everyone subconsciously chooses to remain silent. Because we all know that the problem of the Chinese market is a muddy water that cannot be easily removed. …,

"Miyanishi-kun, you know the most about the Chinese market, so let's talk about it first." Seeing that everyone was silent, Seinosuke Uno had no choice but to start the roll call.

The one who was pointed out was the company's sales director Yasu Miyanishi, who went to the Chinese market to say that he wanted to reduce the supply of chips. Hearing the chairman call his name, Miyanishino Yasu had no choice but to raise his head, look at everyone, and then say to Uno Seinosuke:

"Chairman, I personally believe that this matter is not directly related to our KHN, and there is no need for us to intervene. Restricting the sale of third-generation standard industrial control chips to the Chinese market can certainly allow European machine tool companies to win a competitive advantage, but what benefits can we get in this matter? ”

"Yes, Chairman, I also don't think this matter will do us any good, on the contrary, it will affect our relationship with our Chinese customers." Nobuko Inao, who used to be a sales manager in China, also chimed in.

"I know that." Seinosuke Uno said, "However, Khedira is right about one thing, China is currently challenging the entire Western industry, and if we can't unite and deal with it together, we may be defeated by the Chinese." In other words, the current purpose of the Chinese is to compete with European companies for the machine tool market, and if they win, they may free up their hands to enter the microelectronics market. Therefore, we are helping European machine tool companies, in fact, we are also buying time for ourselves. ”

However, European companies are already falling apart, and Giessen has just signed a mutual equity agreement with Hanhua. If European companies themselves can't work together, what's the point of us getting involved? Miyanishi said that as a sales director, he still has a thorough understanding of the ups and downs in the market.

"Maybe, just help Alk hold up for a few more days." Uno Seinosuke sighed and said, "The Europeans are too lazy, and sooner or later they will be defeated by the Chinese." But if they can hold it up for a few more days, we'll have time to roll out the fourth-generation chip standard. So. The technological gap between us and the Chinese can be widened. ”

"However, offending the Chinese is a very unwise thing." Nobuko Inao said, "For us, the Chinese market is something we can't give up. If we cooperate with ALK and reduce the supply to the Chinese market, the result is ...... I think it will be the same as it was six years ago. ”

"I still have some regrets about what happened six years ago." Uno Seinosuke said frankly, "Maybe we should be tougher on the Chinese." If only we could be tougher. Maybe Sihu won't collapse so quickly. ”

Yasu Miyanishi and Nobuko Inao glanced at each other, both with a trace of disdain in their hearts. The two of them were witnesses of what happened back then, and they couldn't have a clearer understanding of the process of the matter. At that time, KHN really wanted to contain China. As a result, Lin Zhenhua brought in Chinese home appliance companies to put pressure on KHN, threatening that if KHN could not guarantee the supply of chips for Chinese machine tools, Chinese home appliance companies would abandon KHN's chips and instead seek chips from other manufacturers in Europe and the United States.

In the face of China's huge home appliance chip market, Uno Seinosuke himself couldn't hold back at first, and quickly informed Miyanishino Yasuke to fully agree to the Chinese's request, so that this sanction ended in vain.

After 6 years, Uno Seinosuke actually talked about regrets, and he was more anxious than anyone else to mend relations with China. In fact, at that time, in addition to compromising with the Chinese. There really is no other way, unless KHN is willing to incur huge losses for the benefit of Sihu.

"Chairman, we have already suppressed the Chinese market once in the past, if we do it again, and the Chinese take the same countermeasures, how should we respond?" Yasu Miyanishi asked. ..., Uno Seinosuke said: "I have already thought about this problem, the third-generation industrial control chip that we are currently focusing on, the Japanese government originally planned to be included in the list of export restrictions to China, but only under our strong request, the restriction was abandoned." If we withdraw our previous request. Please restore the restrictions on the third generation of chips on the government side, then I think the Chinese have nothing to say, right? As long as the responsibility is not on our side of the KHN, it is impossible for the spearhead of the Chinese side to target us. ”

"But can we guarantee that Americans or Europeans won't sell third-generation chips to Chinese companies?" Yasu Miyanishi asked.

Uno Seinosuke said, "That's about ALK. If they can successfully persuade American and European chip companies to similarly implement shipping restrictions to China, then they can cause some substantial trouble for the Chinese. If they can't. Then we can also resume exports to China at any time, then. We said that out of a responsible attitude towards our customers, we persuaded the Japanese government. ”

Seinosuke Uno means that he will first put on a posture, and if other chip manufacturers also act together, then KHN will be involved. If ALK can't settle other chip manufacturers, then KHN won't be the one to blame. By shifting the blame for the restrictions to the government, KHN will not have to tear up its face with Chinese companies, which is much better than the last time it offended people in its own name.

"But we're going to lose $1 billion a year in revenue...... Inao muttered quietly.

Seinosuke Uno said, "I'm more worried about the rise of the Chinese than the $1 billion in revenue. Sihu Company...... It's a lesson worth remembering. ”

Miyanishino Yasudao: "Chairman, this plan is also half of the pros and cons. In the short term, we can indeed contain China's rapid technological development. But on the other hand, in the long run, this will prompt Chinese to invest more money and energy to develop their own industrial control chips, which is not good for us. ”

Uno Seinosuke said, "Miyanishi-kun, do you think that if we don't stimulate them, they will reduce their investment in chips?" I can see that the Chinese are very ambitious, especially Lin Zhenhua of Hanhua Heavy Industries, who has always been trying to replace us. You should know that Hanhua built a Hanhua Microelectronics Company the year before last, and the goal of this company is to compete with us for the industrial control chip market. ”

Technical director Mitsuru Kawakami interjected: "I have a general understanding of the situation of Hanhua Microelectronics, they have now solved the design and production problems of the second generation of chips, and they have already sold such chips in the Chinese market. In terms of third-generation chips, they have also scooped out some experimental products. According to a friend I know, I told me. Researchers at GCA Microelectronics work around the clock every day. Research is progressing very rapidly. ”

"We should hold them back." Uno Seinosuke said, "Right now is an opportunity. If Hanhua is caught in the competition with European machine tool companies, their funds, energy, etc., will be tied up in machine tools, so that we can win time. ”

"I don't think things are so rosy." Yasu Miyanishi shook his head slightly, but did not continue.

In fact, the executives here know in their hearts that China is not short of money and people. Even if the competition in machine tools is deadlocked, it does not prevent the Chinese from continuing to invest in the field of chips. Of course, if more Western companies come together to put pressure on China. Let China face difficulties in all areas, then maybe it will have some effect. However, it is not ordinarily difficult to get all the enterprises together. What's more, China is now stronger, and it is not in the same state as in the past, when it was in trouble as soon as it was sanctioned. "Well, that's my opinion, now I have the floor for your opinion." Seinosuke Uno gestured to everyone, meaning that it was time to vote. Suppressing Chinese companies is a very big strategic move, and such a thing needs to be voted on collectively by all executives.

Just then, the door opened, and the secretary quietly walked in. She walked over to Seinosuke Uno's side. He whispered: "Chairman, there is a call from China, do you sometimes indirect?" ”

"Who's the phone?" Seinosuke Uno asked.

"The other party claimed to be the marketing director of Hanhua Heavy Industries." The secretary replied, "He said that he has a big business and wants to talk to you personally with the chairman......

The conversation between Seinosuke Uno and the secretary did not deliberately avoid the other executives, and when they heard that it was Hanhua Heavy Industries who called, all of them had a curious glint in their eyes. Everyone was discussing Hanhua's affairs just now, but Hanhua's phone call came in, is this considered a heart-wrenching heart? At such a sensitive time, the marketing director of Hanhua suddenly called Seinosuke Uno for the first time. And what does it mean to claim to be talking about big business?

Seinosuke Uno nodded slightly to everyone, motioned for everyone to wait, and then went out with the secretary. After about ten minutes, Uno Seinosuke returned to the conference room. He seemed to be very tired. He sat down, and the look on his face was cloudy. It's like I've encountered something hard to decide.

"Chairman, what did the other party say?" Yasu Miyanishi asked cautiously.

Seinosuke Uno raised his eyes and looked at the room of people, suddenly smiled bitterly, and said, "Everyone, I'm very sorry for keeping you waiting. Just now, Mr. He Fei, the marketing director of GCA Heavy Industries, suddenly made a phone call to me, saying that GCA is interested in a more in-depth cooperation with KHN. ”

"What cooperation?" Everyone asked in unison.

Seinosuke Uno said, "They want to get all the technology patents that we have related to the third-generation chip standard. ”

"How is this possible!" Mitsutsu Kawakami jumped, "This is a very ridiculous request, how can we possibly transfer patents to them, and it is the most popular technology patent at the moment?" These technologies are our core technology, and if we give them to them, we will have nothing. ”

After all, Miyanishi Yeyasu is in the market, and his mind is not as simple as a person who engages in technology, he knows that Hanhua cannot casually ask for a patent with red mouth and white teeth, this kind of thing must have come and go, so what is the price that the Chinese are willing to pay? Thinking of this, he asked Uno Seinosuke, "Chairman, what are the conditions offered by the other party?" ”

Seinosuke Uno stretched out two fingers and said, "$2 billion." ”

"$2 billion!" At this moment, the whole audience was in a sensation, 2 billion US dollars is not a small amount, these Japanese economic situation is not good, 2 billion US dollars is not negligible for any company. Hanhua is currently a major purchaser of KHN, and in the past year, including machine tools, chemical equipment, refrigeration equipment, etc., the chips purchased have also been three or four billion US dollars, and now they have scooped out 2 billion at once, which is extraordinary.

"Chairman, what conditions does the other party want to exchange for the $2 billion?" Yasu Miyanishi continued to ask.

Seinosuke Uno said, "Their request is to obtain all the technology patents of the third-generation standard from us, and they want to have all the intellectual property rights. ”

Miyanishino said: "This condition is very similar to the condition they negotiated with Jisen Company." All of them are intellectual property rights that require full patents. Do so. Although the one-time investment is relatively large, there is no need to pay any patent fees in the future, and it can be used in various fields at will, including technology exports. "Miyanishi-kun, do you think such a deal is beneficial or disadvantageous for us?" Uno Seinosuke asked.

Miyanishi Ye Yasu pondered for a moment and replied, "Whether this matter is beneficial or not depends on how long we can scoop out the fourth-generation standard. If the fourth-generation standard is scooped out, then the existing third-generation standard is no longer worth anything. These technology patents can sell for $2 billion, which is also very cost-effective. But if the fourth-generation standard can't be scooped up, we still have to rely on the third-generation standard to get benefits, and we can't easily transfer the technology. ”

"Kawakami-kun. What do you see? Seinosuke Uno set his sights on Mitsutsu Kawakami again.

Mitsumi Kawakami said, "We have made a great breakthrough in our current research on the fourth-generation standard. If we can invest more money, I don't think we can scoop up the whole set in two years. As Miyanishi said, if our fourth-generation standard is scooped out, then the existing third-generation standard patent is transferred out of business. ”

Nobuko Inao asked, "Doesn't Hanhua know that the third-generation standard is about to become obsolete?" Why are they spending so much money on this technology? ”

"Perhaps, that's what Khedira's presence does." Uno Seinosuke laughed, "I just thought, maybe Hanhua heard some rumors and was worried that we would really restrict chip shipments to China." They are now offering such good conditions in order to stabilize us.

They even scooped up the patents for the third-generation chips. It will take more than a year to digest all the technologies and develop a suitable product. During this time, they will definitely ask us to maintain a stable supply of chips, after all, competition with European machine tool companies is their current priority. ”

"In other words, they would rather spend $2 billion to maintain a stable supply of chips?" Nobuko Inao said, "Isn't this price a little too high?" ”

Yasushi Miyanishi: "It's not just this purpose. After all, after obtaining all the patents, they can develop their own chips based on third-generation standards. In the future, the benefits of importing tillage are also very considerable. I even wonder if they want to use this method to make some political capital. As you know, China's top leaders are talking a lot about independent innovation. If Hanhua can independently produce and manufacture third-generation industrial control chips with completely independent intellectual property rights, then it can be a political plus. ”

"Maybe that's what you think." Uno Seinosuke. "So, Miyanishi-kun, do you think we should accede to their request?"

"Of course you have to say yes." "First of all, this is a big order of $2 billion, which is enough to help us recoup our upfront investment in the third-generation standard. With that $2 billion, we can get the fourth-generation standard out at an accelerated pace so that we can stay ahead of the curve.

Secondly, for GCA, it has spent $2 billion to obtain a patented technology, so it must be used very fully to recoup the investment. This means that in the next few years, GCA will be stuck in this set of technologies and will not be able to explore new technologies. ”

"I agree with Miyanishi-kun's latter judgment." Uno Seinosuke said, "This $2 billion is actually a rope sleeve, and it will firmly trap Hanhua." Until all of these $2 billion are recovered, it is impossible for GCA to switch to newer technology. In this way, we have more time. ”

"But, then, what we promised Khedira will be in vain." Nobuko Inao said.

"Hehe, in business, we only talk about interests, not feelings. Compared to a big $2 billion contract, what are Khedira's empty words? Seinosuke Uno said.

"That's right, we don't have anything to do with the Europeans, and we don't have to sacrifice our own interests to support them." The executives present spoke in unison. Their hearts suddenly brightened up that the solution to the problem was so simple and so tempting.

"Miyanishi-kun, Kawakami-kun, let the two of you be in charge of the negotiation with Hanhua Heavy Industries." Uno Seinosuke arranged.

"Hey!" Yasu Miyanishi and Mitsutsu Kawakami stood up and agreed loudly. (To be continued.) If you like this work, you are welcome to (.) to vote for recommendation, monthly pass, your support is my biggest motivation. )