Lao Ding, the chief financial officer, has always been cautious out of professional habits, and although the questions he raised were a little sharp, Guan Yuntian liked such contrary advice.

"Mr. Ding's question has two meanings: first, can Changda Group do a good job in the projects that Tianyuan Company has not done well? Second, whether the risks are controllable? This question is very representative, and I estimate that most members of the board of directors also have such questions. "Guan Yuntian said.

"Changda Group's other projects have been fully demonstrated by market research and full demonstration, but this pharmaceutical project comes from a company that has just gone bankrupt, and Tianyuan Company is precisely because of the drag of the pharmaceutical project that led to its bankruptcy, so Mr. Ding's concerns are understandable. Having said that, Ye Jiayi is convinced of Guan Yuntian's judgment.

Although there are more than a dozen executives in the management of Changda Group, only Ye Jiayi can really fully match Guan Yuntian's thinking and concepts, which is also the main reason why Ye Jiayi, a former top student, has an MBA background from Duke University and senior executives in the world's top 500 departments, and can work in Changda Group located in the county with peace of mind.

In fact, even if Lao Ding does not ask such a question, Guan Yuntian will explain the reason for making such a decision, Ye Jiayi's words made Guan Yuntian have a sense of urgency, "Your worries are very reasonable, but before I explain the reason, I ask Mr. Chen of Fengyuan Chemical to introduce the situation of this drug, what needs to be explained, Fengyuan Chemical, as a professional API production unit, they are very familiar with the western medicine industry." ”

Lao Chen first talked about the market and efficacy of this drug, "In fact, this drug has been on the market in the domestic market for less than ten years, in the first few years, because it is still in the patent protection period of foreign companies, the domestic market is all imported drugs, a few years ago, after the patent protection expired, we and two other large pharmaceutical companies in China took the lead in synthesizing domestic raw materials, and then there was the localization of the drug, and the price has dropped a lot." At that time, Tianyuan decided to produce this drug after expert consultation. ”

Ye Jiayi knows a little about the patent knowledge of Western medicine, "If the patent protection expires for a long time, it means that this drug is relatively new in China, Mr. Chen, how long do you think the drug can be sold normally." ”

"It seems that you are no strangers to the pharmaceutical industry, Mr. Guan also mentioned this problem in the afternoon, according to the conservative estimates of industry experts, this drug can be sold normally for at least five or six years. Old Chen said.

"I don't understand what normal sales mean?" interjected.

"Any kind of Western medicine, may be replaced by new drugs, the so-called normal sales, is the sales before the emergence of its substitute products, before being replaced, its sales are relatively stable, once the emergence of new drugs with definite efficacy, the sales of old drugs will decrease year by year. Ye Jiayi explained.

"In other words, after the emergence of substitute products, the sales of old drugs will inevitably decrease, and a project with an investment of hundreds of millions of yuan will be stopped after five or six years of production? This is also too wasteful!" Lao Ding is the chief financial officer, and he may be making calculations for cost sharing.

"In fact, this is a problem that all investors will consider, but things are not so terrible, on the one hand, even if there are new drug substitute products, the old drugs cannot be withdrawn from the market at once, the new and old products in the market at least for a number of years, sometimes the efficacy or side effects of new drugs are repeated, and it is impossible for old drugs to withdraw from the market. I don't know if you have noticed that some medicines that have been around for forty or fifty years are still exerting their residual heat for curing diseases and saving lives. In addition, if this drug is eliminated after seven or eight years, it can be transferred to other drugs. ”

Lao Chen's explanation dispelled Lao Ding and Ye Jiayi's concerns about this medicine, and Guan Yuntian said: "It seems that there is no problem with the product itself, why did Tianyuan Company go bankrupt because of this product? The unsalable drugs of the first phase of the Tianyuan pharmaceutical factory, their general manager Zhang stubbornly believed that the unsalable reason was that the production scale was not large enough and the cost of drugs was high, so he blindly expanded the production scale desperately, resulting in the rupture of the capital chain. ”

Guan Yuntian paused and continued: "Actually, even if the cost of drugs is high, the main reason is not the scale of production, because the scale of the first phase of the Tianyuan Company's pharmaceutical factory is not small! To reduce costs, they should find the reason from the aspect of production management. In addition, a fact that Lao Zhang did not see or did not want to admit was that Tianyuan invested too little in the advertising of drugs, which is the main reason for the unsalable drugs. On this point, Changda Group has experience. ”

"Changda Group has experience, what do you mean ......?" Ye Jiayi didn't know what he meant.

"Do you still remember the backdoor listing at the beginning? Are we restructuring an ST company called Xinrui Pharmaceutical? Isn't it because they have no funds to invest in advertising, resulting in unsalable drugs, the company's performance has declined year after year, and finally the regulator put on the ST hat. ”

"Oh, you mean Mr. Li of Xinrui Pharmaceutical, right?"

"Yes, it is Lao Li and their cutting-edge pharmaceutical, after being reorganized, the new company invested heavily in advertising, and now the scale is several times that of the original, and the Chinese herbal medicine that we intercrop in the agricultural project in the northern mountainous area is supporting the cutting-edge pharmaceutical. ”

"Yes, drugs are special commodities, under the premise of ensuring efficacy, the role of advertising is very important, no matter how good the medicine, no one knows, the doctor does not prescribe, there is no market, this reason is actually very simple. Ye Jiayi said.

Therefore, back to the question that Mr. Ding is concerned about, Changda Group will definitely be able to do a good job in the projects that Tianyuan Company has not done well! Because of Mr. Ye's check, Changda Group's production management will definitely be much better than that of Tianyuan Company, and the production cost of drugs should be well controlled; Tianyuan Company does not pay attention to the advertising of drugs, and Changda Group, on the contrary, has long realized the importance of advertising. "Guan Yuntian said.

"Well, Changda Group has indeed done better than ordinary enterprises in these aspects. Lao Ding said.

"There is also the issue of risk, I analyzed, the biggest risk of this project is the market vitality of this drug, that is, the normal sales period mentioned earlier, Mr. Chen has made an analysis, under normal circumstances, even after the normal sales period, it and the new drug can still coexist in the market for several years. ”

"If there are special circumstances, such as a new drug that replaces it with better efficacy and fewer side effects, there is no doubt that the impact on this old drug will be great, and it may immediately force the old drug to be withdrawn from the market. In order to cope with this situation, when I talked with Mr. Chen and them in the afternoon, I asked them to help recommend several potential new drugs, we can pay more attention to them in the future, conduct real-time research, and choose one or two products as reserves, so as to prepare for the change of production at any time, and the risk can be completely resolved. "Guan Yuntian said.

"If that's the case, then it's foolproof. Ye Jiayi said.

After explaining the situation with the two colleagues, Guan Yuntian turned to say: "Mr. Chen, Changda Group and Fengyuan Chemical have become new partners, should we take this opportunity to finalize the supply agreement?"

"This is easy to do, according to our original contract with Tianyuan. ”

"Although I don't know the specific content of your supply contract with Tianyuan, I don't think it's appropriate to copy the previous contracts signed with other companies. ”

"It's all a supply and marketing contract, is there any difference between the two companies?" said Lao Chen.

"It should be different, such as the supply price, the payment settlement method, and so on. ”

"The supply price is the same for all customers, and as for the settlement method, we settle with Tianyuan every month. ”

"As soon as the payment is made every month, it's a good statement, have you gotten the money?"

These words poked Lao Chen's sore spot, "Hey, if we get the payment, we may not know each other." The monthly settlement of the payment stipulated in the contract, because Tianyuan company has been short of funds, our salesman is actually here to reconcile. ”

"Still, no matter how good the contract is, if you can't cash it, at most you will just draw bread to satisfy your hunger, and you will get a blank check. Dealing with Changda Group, the situation is very different!" Guan Yuntian said.

"For suppliers, all users are the same. Old Chen said.

"That's not necessarily, although Tianyuan Company has signed a purchase and sale contract with you, but the payment can not be cashed, once we become a partner, Changda Group will fully implement the contract, never default on the payment, can the two users be the same?"

"Mr. Guan, are you saying that Changda Group will never default on payment in the future?"

"Of course, but within the scope of the contract. ”

"That's also very good, the arrears of payment have hurt our suppliers!" Because Tianyuan Company owed more than 100 million yuan to Fengyuan Chemical, when it went bankrupt, Lao Chen lost 100 million in vain, and in retrospect, Lao Chen was distressed.

"Well, in the past, Tianyuan Company settled the payment on January 1, and Changda Group changed to 20 tons of settlement, what do you think?"

Lao Chen thought for a while, "Twenty tons of settlement, which is equivalent to a monthly settlement during the peak period, and it can't be settled once a month in the off-season, isn't this interval a bit long?"

"It's not long at all, settle the accounts according to the amount, which is very convenient for both parties, and when the time comes, we will fully implement the contract and never owe a penny of payment. Guan Yuntian promised.

Lao Chen made some calculations, and felt that there were advantages and disadvantages to settlement on time and settlement according to volume, and there was no substantial impact on the supplier, "Then settle according to the volume, and settle once for 20 tons." ”

"What about the supply price?"

"What's wrong with the supply price? All users are treated equally, is there anything else to say?"

"You treat all customers equally, but each customer is different for you, Mr. Chen, think about it, customers who do not owe a penny of money for goods, and customers who owe you more than 100 million, and finally make Fengyuan Chemical lose 100 million funds, if you treat them equally, is it unfair?" Guan Yuntian said.

"Ouch, is there anything else to say?" Lao Chen didn't expect that this Guan boss would talk too much about business, and he would have to bargain and make you unable to say anything.

"But what I'm saying is the truth! Mr. Chen, if I put down the payment for the goods and settle it for you at the end of the year, you will have to pay at least the interest on the bank loan, right? According to our usage, the working capital you need is estimated to be about 200 million yuan, and the interest on this loan is not a small number. If Changda Group does not default on the payment, on the one hand, you will speed up the capital turnover, the liquidity required will be greatly reduced, and in addition, there will be almost no need to pay much interest. Do you think this makes sense?" Guan Yuntian said.

Lao Chen had to nod in agreement, "That's true, then tell me, what do you want in terms of supply price?"

"Give us a 10% discount on top of the price of other customers. ”

"Nine percent off, Mr. Guan, you're not joking, are you?"