After a month or two of contact, Cliff had thought that he was dealing with people who had no understanding of the state of the computer industry in the United States, and basically concluded that these people were unlikely to have any other choice than to buy mainframe computers from the company.

However, Zhou Jianhua suddenly and clearly mentioned the "Hook" company, the "Clyde" company, and the "Navisman" company today, and these companies are all enterprises in the United States that are fiercely competing with the "Embison" company for the mainframe market!

These companies are imitating and producing mainframes and peripherals that are compatible with the mainframe computers of the "Embison" company, and have been competing for the market share of mainframe computers with a low-price strategy, and in recent years, more than 30 percent of the mainframe market share has been taken away by these companies in the United States.

Many years later, in the Internet computer forum, everyone concluded that the reason for the eventual failure of these short-lived enterprises in the history of mainframe development in the United States was that they only relied on imitating the products of the company and seized the market with a low-price strategy, resulting in meager profits and could not support a huge scientific research team, resulting in insufficient technological reserves and innovative capabilities of enterprises, unable to keep up with the rapid pace of change in the computer industry, after the United States began to upgrade its intellectual property strategy to the level of national strategy in 1979. These companies gradually failed completely due to patent barriers and the rupture of the capital chain.

Zhou Jianhua knew that these US large-scale computer companies, which had competed with the "Imbison" company, would soon lose in the next few years, but Cliff did not know it.

Cliff was shocked by Zhou Jianhua's words and broke out in a cold sweat, he knew. If the other party really finds another way to go to the United States to find those computer companies. Losing the $3.4 million project on its own would result in a loss of $1.7 million in gross profit for the company. If the selling price is reduced by 15% from the existing price according to the other party's request, it will only lose more than 600,000 US dollars in profits, and the company will be able to maintain a gross profit of more than 1 million US dollars, which is equivalent to more than twice the profit from sales in the United States.

"However, you have to send people to our country not only for labor and time, but also for a lot of additional expenses...... Cliff continued to weakly emphasize the reason:

"Moreover, no matter which company's computer we sell to you in China, the cost is much higher than the cost of selling it in China. After all, there are tariffs, transportation costs. ”

"Huh...... No matter how high the cost of Nandu Pump Factory to send personnel to the United States for inspection, can it be 5% higher cost? Zhou Jianhua asked with a smile:

"What's more, the director of the factory has just said that the price you give to the Nandu Machine Pump Factory is now one-third higher than the price in your country, and the director of the factory is in the spirit of sincere cooperation, mutual benefit and win-win attitude, only ask your company to reduce the price of this set of computers by 15 percent, and the remaining nearly 20 percent of the extra profit is not enough for you to compensate for those lobbying, tariffs and sales costs? Personally, I think this is a very generous compensation for you. ”

Cliff was speechless, he muttered for a long time, and finally said:

"On the issue of adjusting the sales price. I don't have that right, though. I can contact our company headquarters to discuss it before I can get back to you. ”

After listening to Mr. Liu's translation, Director Ren showed a look of surprise on his face, and hurriedly asked Zhou Jianhua:

"Comrade Xiao Zhou, why didn't you tell us about several other American computer companies before? If we can buy another company's products for a third of the price, then why are we still talking to him here? ”

"Uh...... What about those companies......" Zhou Jianhua hurriedly found a plausible reason and explained:

"In fact, their technical strength is not as good as the Inbison company, the quality of the products is not as good as the Inbison company, and in the future, it will definitely not be as good as the Inbison company in terms of technical services, and the gains of buying them outweigh the losses, I and Cliff said this, in fact, it is just to scare and scare him......"

"So that's ......" Ren Zhongfa nodded, looked at Cliff, a triumphant smile appeared on his face, he groaned slightly, and said to Cliff:

"Mr. Cliff, it is a pleasure to see that you have such a flexible approach to negotiation. We're both businesses, and it's normal for both sides to be budget-conscious, but I thought if your company found it difficult to lower the price by 15 percent, maybe we wouldn't need to talk about it. But I think the sincerity of our cooperation with your company is obvious, and I hope that your company will not really force us to send people to the United States to find other computer companies. ”

"Oh, I think our company should be as flexible as I am when it comes to price." Cliff hurried back.

"Hehe, that's good......" Ren Zhongfa smiled and nodded and said:

"In that case, let's move on to the following topic......

"Uh...... I guess we'd better pause for a moment. Cliff looked at the table and said:

"It's not convenient for your country to call at night, so I have to call them now while the people at the U.S. headquarters are still resting and tell them what you want -- it's 11 a.m. for us here, and it's 10 ......p.m. for the United States."

"Oh...... All right! Ren Zhongfa immediately turned his head and said to his assistant Li Yongping:

"You accompany Mr. Cliff to the telecommunications bureau at once! After Mr. Cliff has finished calling, you take him directly to the hotel we have booked for lunch, where we will meet. ”

"Okay!" Li Yongping got up in response and immediately took Cliff out.

The others present still sat in their positions, silently watching Cliff out of the door of the conference room on the third floor, and estimated that he was almost down to the second floor, and the whole conference room suddenly became commotionous, and everyone talked loudly and excitedly.

"Good boy! You've done a great job! Ren Zhongfa excitedly slapped Zhou Jianhua's shoulder with his fist, and said excitedly:

"As soon as you touch your upper lip and lower lip, you save us $600,000! Hahaha......"

I don't know who clapped his hands first, and then the whole room burst into warm applause, long-lasting applause......

Ma Kui, deputy director of the Provincial Planning Commission, Yu Zhongnian, deputy director of the Provincial Economic Commission, Wang Liguo, deputy director of the Provincial Department of Foreign Trade, and Luo Yongnian, deputy director of the Provincial Machinery Industry Department, also left their seats and came to Zhou Jianhua to express their praise and congratulations.

Several leaders saw that Zhou Jianhua was not old but had excellent skills, and was modest and cautious, and had a view of the overall situation, which can be described as a promising young man who was "red and professional" in the new era, and they all said that Zhou Jianhua should be given a commendation, and Ren Zhongfa also said on the side that Zhou Jianhua should be given some material rewards, and Zhou Jianhua half-jokingly said that he didn't want any rewards, and if he had to give them, he would give a few foreign exchange quotas, even if it was a little less, it could be regarded as a great favor for himself.

Several leaders laughed when they heard Zhou Jianhua's words, and Ma Kui asked:

"Why do you want so much foreign exchange?"

"Huh...... I want to enter some components and instruments and equipment to engage in foreign exchange product development. Zhou Jianhua replied:

"Once our products are developed, we can earn a lot of foreign exchange for the country, and then we will not worry about running out of foreign exchange, but now the foreign exchange is not enough, and our products do not have the conditions for development for a while."

"And how much foreign exchange do you have to have?" Yu Zhongnian also asked on the side.

"Another 50,000 is about the same." Zhou Jianhua replied, and then added:

"In this way, I am sure that we can develop our products within two years, and then, with another one year of production and export, I can earn no less than 5 million US dollars in foreign exchange for the country."

"Leaders! Let's go! We're in the car now to eat! Let's talk as we go. Ren Zhongfa suggested next to him.

So a few people went downstairs while talking, ready to take the car to the reserved restaurant for dinner, and the others also packed their things and followed them downstairs together.

"Xiao Zhou, what did you just say, what kind of product is so powerful that you can earn $5 million in foreign exchange a year?" Yu Zhongnian was attracted by Zhou Jianhua's words.

Now the province's export products add up, that is, tens of millions of dollars a year, if Zhou Jianhua's products can earn 5 million US dollars in one year, it is a product worthy of the province's full attention.

"Frequency converters, but also machine control systems." Zhou Jianhua replied.

"Drives? What is it? Yu Zhongnian had never heard of this thing in his memory.

"The inverter is an electronic power device that controls the operation of the AC asynchronous motor, which is mainly used for speed regulation and energy saving." Zhou Jianhua replied:

"This kind of thing is not yet available in China, there are already some such products abroad, but the performance is not very good, if we can develop this kind of equipment with better performance as soon as possible, it is not a problem to seize the international market!"

"That's ......," Yu Zhongnian thought for a while and asked:

"Xiao Zhou, are you sure about developing this product?"

"Of course you are sure!" Zhou Jianhua replied:

"That's my forte! Moreover, I also discussed with Professor Chen of Jiangnan University of Technology to take his graduate students to develop this product together, as long as the scientific research conditions are in place, there will be no problem for one year. ”

"Hmmm! I heard that Xiao Zhou is very good at this! At this time, Wang Liguo, deputy director of the Department of Foreign Trade, also interjected:

"According to rumors, Zhang Qianren, a senior engineer in our "Jiangnan Electronic Equipment Trading Company" -- he is a leader in our Jiangnan Province's electronic communication industry -- even he said that Xiao Zhou's electronic technology level is above him! (To be continued......)

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