The trade fair is still going on, and overseas orders are also increasing, but with a phone call from Daniel, the general manager of the overseas department, Liu Siwei had to say goodbye to Chen Zhenghuai apologetically, and returned to Hong Kong overnight to meet with Chen Hao, the manager of the commercial department, Wang Bingcun, the chief financial officer, and Henry Pearce, the deputy manager of the overseas department.

"Chairman, Lawyer Yao has arrived and is waiting for you and Zhang Gong in the conference room. Thinking that the meeting might go late, I had already booked a late-night snack with Hutchison Cham and had them deliver it when I needed it. ”

Even half of the colleagues of the Hong Kong company have gone to the mainland to help, and Liang Baoer, the receptionist of the main station, wears many hats, and now he is also the secretary of the chairman.

As soon as Liu Siwei and the charter entered the door, she walked up quickly with the documents, a pair of almond eyes were inlaid on her round face, and when she smiled, there was a shallow dimple on her left cheek. With black and shiny hair, he sways from side to side with the swing of his hips when he walks, and his every move is provocative, no wonder he is nicknamed the heartthrob of NB Electric.

"Good work."

Liu Siwei nodded slightly, dragged his suitcase and said as he walked: "Miss Liang, please tell Miss Du when you hand over the shift, although I have come back, don't accept any appointment tomorrow." The same is true for Mr. Li of the Four Star Group, if he calls again, try to find a tactful reason to prevaricate. ”

"Yes, Mr. Chairman."

The first floor is deserted, but the second floor is brightly lit.

The Ministry of Commerce and the Department of Overseas Affairs are working overtime, the phone rings one after another, and printers and fax machines spit out one or two copies of English or Chinese materials from time to time. More than a dozen colleagues shuttled back and forth between the conference room, the Ministry of Commerce, and the Ministry of Overseas Affairs, and even spoke a few decibels higher than usual, making it an unusually busy scene.

The conference table was full of information, the white blackboard was full of all kinds of data, Chen Hao's eyes were bloodshot, Wang Bingcun's hair was messy like a bird's nest, and Xie Chenghui, the planning director, was uncharacteristically holding a cigarette, and he didn't even notice that Henry Pearce, who had always been very particular about dress, even had a crooked tie, which showed how involved everyone was.

"Sorry to keep you waiting."

Liu Siwei and the charter did not go up to the third floor, they came directly to the conference room, put the trolley box in the corner of the wall, and then took off their coats and started working.

"Mr. Chairman, although I have read some information before, I don't know much about the specific situation. As your company's legal counsel, I would be the last to speak. ”

Mr. Wang has served as a compliance consultant for two listed companies and understands all the processes of the company's listing, so he needs his professional advice on a series of issues such as NB Electric's joint venture.

"Okay, lawyer Wang," Liu Siwei took out his notebook and said straight to the point: "Everyone has read and studied the fax in Spain, and as Daniel said on the phone, the old Western League has no sincerity. Given the likely reaction to their rejection, we had to come up with a plan of response as soon as possible to ensure that this year's profit plan was not affected. ”

"In fact, they have already taken action," Henry Pierce put down the fax he had just received and looked up: "At 3 p.m. on the 21st of Spain time, the marketing department of Ximeng announced that the retail price of its switch panels was lowered by 25%-30% across the board, which was the same as our shipping price, and the purpose was self-evident, trying to stabilize dealers with a low-price strategy and drive us out of the European and American markets. ”

The action was so fast, Liu Siwei was startled, and subconsciously asked: "What is the opinion of the Ministry of Commerce and the Ministry of Customs?" ”

Chen Hao glanced at Henry Pierce and replied: "The product is not a grade, it is not wise to fight a price war with them, and the Ministry of Commerce recommends that the price should not be adjusted until their new products are launched." ”

"We at the overseas department also think so, and Daniel even made three special phone calls for this."

Liu Siwei thought so, and he didn't have any opinions when he saw the charter, and then said: "Then let's move on to the next topic, and everyone will talk about whether there is any possibility of cooperation between us and South Korea's four-star?" ”

"We'll study this for three days."

Chen Hao got up and walked to the white blackboard, grabbed a wipe to erase the data on it, and while writing and drawing with a pen, he analyzed it in detail: "Half a month ago, we imagined what kind of reaction our competitors would have, and even studied several response plans, but we didn't take cooperation into account. One is unexpected, the second is unthinkable, and the third is that there are only phased goals in the international market expansion, and there is no long-term planning.

Now look back and see how we got here? At first, he was busy applying for patents and protecting intellectual property rights. After the equipment was put into production, I began to think about how to sell the product. Determine how much profit you will consider after the switch business is separated, so as not to affect NB Electrician's listing at the end of next year or early after that. Take one step at a time, never consider the future international market share and future brand influence. ”

He said very reasonably, this is the benefit of being in line with international standards, if he always stays in Xiangjiang, he would not have thought of these things.

The charter is very gratifying, and while he is happy that he has the most basic qualities of a professional manager, he is also self-examining because he has too many things to think about, or is he really unexpected? After all, as a prophetic reborn, one should not make such a lowly mistake.

"Through the feedback from overseas colleagues Li Jinghao and Chen Annie, as well as the information provided by the consulting company, we can determine that the switch business of the four-star group is very ordinary, at least in terms of capital investment and attention, it cannot be compared with its other businesses. First of all, there are no independent factories, and the so-called five production lines produce housings and components for other electronic products in addition to the service of the switch directorate.

Secondly, the market share is low, according to the estimation of overseas colleagues, its international market share is less than 10%, and the domestic market of South Korea is less than 30%. These two figures are not commensurate with the four-star group, the largest company in South Korea. We have reason to believe that the reason why the four-star group has made such a big concession is completely based on the market share and brand influence of the four-star switch panel in the international market. ”

For fear that people will not understand, Henry Pierce added: "As we all know, the focus of the Four Star Group has always been on the home appliance and electronics business. Although the switch and socket are inconspicuous, they can drive other businesses to a certain extent, especially the decorative materials industry and the home appliance industry. ”

Liu Siwei said thoughtfully: "Does this mean that we also need to consider the brand value brought by the switch panel business? ”

"Yes."

Chen Hao focused on his head, and said with regret: "Because we have been thinking more about how the company can be listed, we have to adopt the marketing strategy of 'cranes and mussels competing for profit', and by granting exclusive agency rights, a city only develops an agent, and ships at the fastest speed to ensure that this year's profits can meet the listing requirements, so that we have lost more than half of the market, and we can't turn back." ”

As he said, the switch and socket should cover the market indiscriminately like standard parts such as screws, rather than blindly pursuing the immediate output value and profits as it is now, picking and choosing, and limiting their future market share and brand influence within a certain range.

However, whether this marketing strategy is right or wrong depends on which angle to look at.

The charter to make switches and sockets is to list the circle of money, and the NB electrician is just a tool for the circle of money. Chen Hao was completely out of consideration for making NB Electrician bigger and stronger, and he didn't know the urgent need for funds in the charter.

NB Electric also needs to develop, it can be made like a company like the old Western League, the charter realized that some adjustments must be made to the marketing strategy, sideways asked: "Henry, we really can't go back now?" ”

"It's too late," Henry said with a wry smile, "Almost all of our overseas colleagues have orders, and we can't implement two sales policies in the same country, unless we are willing to bear a series of consequences of breaking the contract." ”

It's not terrible to have a problem, it's terrible to not be able to solve it, and the charter pondered for a moment and said to himself: "It seems that we need to think of a way to get the best of both worlds." ”

Chen Hao glanced at Henry Pierce and said in a low voice: "There is a way, the key is whether you and the chairman can accept it?" ”

"What's the solution, let's hear it."

"Before you two come back, we are discussing the company's financial situation with Director Wang. We agreed that with the efforts of colleagues from the overseas department, the Hong Kong branch and the business center of the mainland company, the company's financial situation has improved greatly, and the demand for funds is not so urgent, and we can completely give up the $3 million financing of South Korea's four-star group! ”

Looking at the charter and Liu Siwei's face-to-face appearance, Chen Hao hurriedly explained: "We can cooperate in another way, such as OEM similar products for the four-star group, and establish a price alliance, although the brand will be affected a little, but the market share can be guaranteed." On the basis of ensuring that intellectual property rights do not leak out and this year's output value, it can also earn a large amount of production profits.

What's more, the four-star group is not interested in strong electricity, and they need supporting facilities in the fields of real estate, machinery manufacturing and shipbuilding. If this can be written into the contract as an additional clause, it will play a pivotal role in opening up the international market for our next industrial electrical products. ”

Compared with 3 million US dollars and 10% equity of the switch business, in exchange for 10% of the equity of NB Electrician and the right to use patents, this plan is much more favorable. After all, the four-star group does not have an independent switch and socket factory, there is no factory closure, workers lose their jobs, in the priority of the purchase of NB electrical industry electrical products at the same time, let a little production profits, in exchange for sales profits, market share and brand influence, undoubtedly more acceptable than the former.

Each takes what he needs, and the charter believes that the four-star group will not hesitate to agree.

"That's a good idea," the charter weighed it and asked with a smile, "Lawyer Wang, what do you think?" ”

"Four-star OEM is obviously a big business, if an agreement can be reached, it can fully meet the CSRC's profit requirements for NB Electricians this year and next year. If the foundry agreement can be signed for a longer time, it will be more beneficial for the company to go public. ”

Mr. Wang lifted his glasses and continued: "It is worth mentioning that by cooperating in this way, we can also avoid a series of legal problems caused by equity changes. It is important to know that the mainland government and the South Korean government have not established diplomatic relations, and if the previous cooperation method is adopted, it is likely that there will be doubts about the foreign investment status of NB electricians. ”

Giving up $3 million in financing is equivalent to an extra 10% stake in hand, which means that NB Electrician can release more original stock circle money six months after it goes public.

Compared with directly handing over 10% of the equity to the four-star group, this plan is much more secure. After all, according to the relevant regulations of the Hong Kong Securities and Futures Commission, as long as you hold 30% of the shares of a listed company, you can propose an acquisition.

Holding his chin, he muttered, "Choosing the second way of cooperation means that we have made a huge concession. Think about it again, what more can the Four Star Group give us? ”

Wang Bingcun, the chief financial officer who has been silent, raised his head and said: "Since it is an OEM, we can only get a reasonable production profit, which means that the patent royalty can be negotiated again." At least when it comes to protecting intellectual property rights, the Four Star Group should take on more obligations. ”

Litigation costs money, especially cross-border litigation.

Liu Siwei thought it was true, and said undoubtedly: "The patent royalties can be bargained, and the rights protection fees must be borne by the four-star group, which is our bottom limit, after all, the position of the two sides on this issue is the same." ”

"If the other party has a dispute over royalties, can we ask the other party to exchange some patents on industrial electrical appliances?"

"Negotiation is to ask for a price to repay on the spot, which can be used as a supplementary clause."

………

You and I have one, and before you know it, it is four o'clock in the morning.

Not only did they not rest, but also their colleagues from the Ministry of Commerce and the Ministry of Foreign Affairs next door. Every article and paragraph they propose, colleagues outside need to carefully scrutinize.

Discretion and deliberation, modification and revision.

With the joint efforts of everyone, we finally came up with the first international cooperation plan of NB Electric since its establishment.

…………………………………………………

PS: Three-day holiday, not long or short, eat and have fun, don't drink down. I wish all the toiling masses like Lao Han a happy May Day!