Chapter 149 Reaching a patent deal! Make money with blood! (Please subscribe)
"Old Qian, help me keep 22 billion in cash in my account. I may need it at any time."
"Ah...? Okay, Mr. Zhang. ”
Hearing that Zhang Yang did not want to buy financial management, Lao Qian was slightly disappointed, but he also guessed that Mr. Zhang specially ordered to leave 22 billion in cash, which must be a big move.
After a while, Lao Qian left the office, and Zhang Yang immediately began to think seriously.
He personally called Lao Qian to inquire about the cash on the company's account in order to have a better idea of the situation and to better formulate a negotiation strategy with BI Company in the future.
BI Company asked for US$300 million as soon as it opened, plus a 30% profit share of all drugs developed based on the patent.
Of course he was unwilling.
Once agreed, just like in the mobile phone industry, domestic mobile phone manufacturers have to pay Qualcomm a patent fee for every mobile phone they produce. It is unpleasant to think about.
The best way, of course, is to buy out the patent at once, and any subsequent drugs developed will have nothing to do with BI!
Thinking of this, Zhang Yang was very clear, and the core negotiation idea was settled, that is-
I would rather spend more money to buy out the patent at once, rather than have any worries.
Of course.
It is not easy to buy out the patents from BI Company in one go.
After thinking about it, Zhang Yang simply stood up from his chair and began to analyze the bargaining chips of both parties as he walked:
"The biggest advantage on our side is that BI Company does not know our true intentions. They think we are not interested, but in fact we want to buy their 'catalyst' patent more eagerly than anyone else;
They thought we had a similar research and development project on 'macromolecular toxins', but in fact In fact, it is not the case. We are just trying to make a fool of ourselves!”
“So, we cannot show cowardice in our attitude towards negotiations, we should take a stronger dominant position...”
Zhang Yang sorted out his thoughts in his mind. Half an hour later, he called Ren Xiaomin and immediately expressed a series of thoughts.
This can be regarded as the first and most significant BD transaction since the establishment of Qingshan Pharmaceutical. Of course, such a major decision must be discussed with Brother Ren.
Ren Xiaomin also knew that the matter was serious, so he temporarily put down other work in his hands and concentrated on helping Zhang Yang check for leaks and fill in the vacancies, and even conducted two simulated negotiations.
Two days later, the two worked together to formulate a complete negotiation plan and buyout price expectations!
The plan is called by Zhang Yang - "retreating to advance", and Zhang Yang's psychologically expected price is no more than 2.5 billion US dollars!
According to previous calculations, once BI's "macromolecule catalyst" is developed, the price will be about 300-400 yuan, and the profit will be 200-300 yuan.
Conservatively estimated, domestic profits should be 1.5 billion a year, while foreign profits should be 3 billion, adding up to 4.5 billion!
In other words, with 2.5 billion US dollars and 17.5 billion yuan, the research and development costs can be recovered in about five years!
The next day, Zhang Yang received an invitation to negotiate from BI Company. In the afternoon of that day, the two parties immediately started their first online video negotiation.
The time difference between Germany and China is only 6 hours. When it is 3 pm in China, it is exactly 9 am in Germany.
In the multimedia conference room, Zhang Yang sat in front of the camera. Next to him were Ren Xiaomin and Wei Tian.
On the other hand, BI Company also has all its senior executives.
Except for Hans, who was sitting in the middle and was the main negotiator of this BI, on the left and right were the vice president of the marketing department and the head of the R&D department of BI company.
"Zhang, we haven't seen each other since the last 'Global Kidney Disease Summit'. I didn't expect to see you again in this way this time."
"I am also very emotional, Han President Si, welcome you and your colleagues to visit China again. We welcome you very much.”
The six-member negotiating team from both sides has also met Hans once.
When they met again, both parties exchanged a few words intentionally, making the entire negotiation atmosphere a little less unfamiliar.
After a brief introduction and pleasantries, Zhang Yang took the lead in introducing the theme as planned.
"President Hans, everyone knows each other, so let's get into the topic."
"Three days ago, you proposed 300 million US dollars plus 30% profit sharing Our executive team and I have carefully studied the buyout plan in the past few days. I feel that this method is not appropriate. We want to Another way.”
“You should also remember that we provided your company with a ‘patent licensing transaction’ plan more than half a year ago.”
“Our bid at that time was. : We are willing to pay the patent licensing fee of 'BI-Catalyst' for US$50 million! ”
"Now... we still hope to only pay the patent licensing fee, at a price of 50 million US dollars, instead of completely buying out your patent."
"What do you think?"
Voice After falling down, Hans, who was flipping through the information, was obviously stunned for a moment.
Since the last initial communication with Qingshan Pharmaceutical, he and the entire senior management have been preparing for negotiations with Qingshan Pharmaceutical in the past two days.
He thought that Tsingshan Pharmaceutical might lower the price like crazy, and might also ask for the dividend ratio, but he never expected that Qingshan Pharmaceutical would say——
Not buying out the patent, but only willing to pay the patent licensing fee? !
You know, the gap between the two is very big.
Buying out patents means that all patents are sold to Tsingshan Pharmaceutical;
Patent authorization means that the ownership of the patent is still in its own hands, and Tsingshan Pharmaceutical only obtains the authorization This patent can be used to develop drugs.
After a long while, Hans finally came back to his senses.
He shook his head:
"Zhang, if you just want to obtain patent authorization, then this negotiation is meaningless."
"The patent authorization fee of 50 million US dollars is of no use to us. Speaking of... we don't want to do such a deal."
Zhang Yang frowned, pondered for a moment, and looked at Hans:
"So, you still want us to buy it out. Patent? ”
After the words fell, Hans also frowned.
Faintly, he felt something was wrong.
But after a moment, he still nodded:
"Yes, we are more inclined to sell off the patent."
Zhang Yang did not answer directly this time and lowered his head. After talking to Ren Xiaomin on the side for a few words, he said:
"Well, if you are really only willing to sell off the patent, for the sake of friendship, I can consider a price, but you must be mentally prepared for the price."
"And..."
Zhang Yang paused:
“And I will do BD Transactions generally only use the simplest method, such as buying out the patent in one go, rather than attaching some dividends or the like. If you can accept it, we will continue to discuss it."
"If you guys. If you can’t accept it, then there’s no need to bid to save it.”
Zhang Yang's words once again surprised Hans.
One price, no dividend terms?
He began to quickly flip through the information in his hand, but after just two glances, the vague feeling that something was wrong resurfaced again.
Not only him, but the other two executives on the negotiating team also noticed this feeling that something was wrong. It’s not that they didn’t predict in advance that Tsingshan Pharmaceutical might propose a “no-accept dividend clause”, and they even made a lot of preparations for this, such as taking the opportunity to raise prices...
Unexpectedly, there is only Yes or No in front of them now, and there is no chance for them to put forward other conditions!
Soon they realized that they had been quietly brought into the rhythm of their negotiations by Qingshan Pharmaceutical!
Hans glanced at Zhang Yang in surprise.
Although I have noticed that Qingshan Pharmaceutical is using "closed questions" to force them to answer according to their ideas, it seems that I can only answer at the moment.
Can you accept it?
If you can, keep talking.
If you can’t, there’s no need to talk.
After a moment, he adjusted his breathing:
"Zhang, we can accept a one-time buyout of the patent, but you need to provide a good price."
" Good price? ”
Zhang Yang laughed:
“Hans, don’t worry, your BI company has never done any transactions with me, but GlaxoSmithKline and Novartis next door have cooperated with our Qingshan Pharmaceutical for several times. Year!”
“We We had a great time cooperating with each other, okay, I’ll just give you a price:”
“$600 million to buy out all your ‘BI-Catalyst’ patents at once”
“ 600 million US dollars?”
After the words fell, Hans shook his head without hesitation.
"Zhang, this price is too low, we can't accept it!"
"You have to know that we have invested more than 1.5 billion US dollars in this project, only 600 million US dollars We can’t sell it!”
“I understand!”
Zhang Yang kept looking at Hans’s expression, and when Hans finished speaking, he immediately said:
"I understand, but I also hope you can understand my difficulty."
"To be honest, we have already invested hundreds of millions in our 'Macromolecule Toxin Catalyst' project. If I spend more More funds to buy your patents. Think about it, we have invested so much money inside and out. Even if we develop a 'catalyst drug', I How long will it take for us to recover the cost?”
“It’s not cost-effective for us, so we might as well focus on developing our project!”
Hans was stunned for a moment and shook his head:
"Zhang, our 'BI-catalyst' has entered the second phase of clinical trials, and the progress is much faster than yours."
"Furthermore, we all know that our 'catalyst' is very suitable for your 'Kenduqing'. If you buy the patent and develop the 'catalyst' for injection, there is a high probability that it will be successful!"
"As for how long you said it will take to recover the cost, once it is successfully developed..."
Before he finished speaking, Zhang Yang paused. Hands, his tone suddenly became serious, and he interrupted:
"Hans, I'm sorry to interrupt you. In the field of drug research and development, there is only success or failure, and there is no high probability of success."
" If you think it is 100% successful, then you can sell it to me after successful development, and I will definitely buy it.”
"Your current patent is only the second clinical phase, which is far from successful, right? Then we can only negotiate based on the price of the second clinical phase!"
Hans suddenly fell silent.
For the first time, he discovered that Zhang Yang was much more powerful than he thought.
He originally wanted to interrupt Zhang Yang's rhythm and show more of his "BI-Catalyst" advantage, but in just a few seconds, Zhang Yang discovered the biggest flaw in his words and blocked him from continuing. Go on.
Taking a deep breath, he had no choice but to raise the topic again:
"Okay, Zhang, I can understand your difficulties."
"But 600 million US dollars is still too low and we can't accept it."
"Okay!"
Zhang Yang no longer hesitated and said in a deep voice:
"Then you name a price and I will consider it."
As soon as the words fell, even Ren Xiaomin couldn't help blinking his eyelids.
This is Zhang Yang's "taking retreat to advance". At first, he used "patent authorization" to take a step back, then step by step he pressed to remove the dividend clause, and finally guided BI Company to reveal their bottom line!
As long as Hans says a price next, then our side will be completely aware of it, and the initiative in the negotiation will be completely in our own hands!
The rest is nothing more than bargaining!
Hans also understood that the entire negotiation situation had become passive, which was very different from what he had initially imagined.
However, it was impossible to reverse it at this moment, and he looked slightly towards a corner on the right.
Outside the camera is President Dusman of BI Company.
President Dusman was also paying attention to the negotiation in the corner of the conference room. He frowned. He hesitated for a few seconds after seeing Hans's gaze, and finally nodded.
Hans no longer hesitated:
"Zhang, if you want a one-time buyout, it will cost at least 2 billion US dollars!"
$2 billion!
14 billion yuan.
Zhang Yang breathed a sigh of relief. If the other party bids, then everything will be easier!
In general, the price is quite reasonable, even lower than he expected!
However.
I breathed a heavy sigh of relief, but my face was full of surprise and dissatisfaction!
"Hans! 2 billion US dollars, are you robbing money?! This price is impossible!"
"2 billion for clinical phase II drugs? Ask the market How many drugs can reach this price? ”
< br>"Moreover, don't you know that the price of the 'dialysate' market has plummeted now?! It is still uncertain what the price of this drug's patent will be in the future!"
Ren Xiaomin on the side looked at Zhang Yang angrily It seemed like I breathed a sigh of relief!
He knows it's safe!
One hour later, the negotiation between the two parties ended, and the final price was:
Tsingshan Pharmaceutical bought out all patent ownership of "BI-Toxin Catalyst" for US$1.45 billion, equivalent to RMB 10 billion.
In addition,
BI Company will send Muller, the leader of the "BI-Toxin Catalyst" project, and another deputy team leader to Tsingshan Pharmaceutical to assist Tsingshan Pharmaceutical in continuing research and development "BI-Toxin Catalyst" for one year.
Of course, the costs will be borne by Qingshan Pharmaceutical.
A week later, Hans flew to Qingshan Pharmaceutical, and two senior drug researchers also came to Qingshan Pharmaceutical at the same time.
After signing the agreement, Zhang Yang’s heart was completely relieved, and BI Company’s “BI-Toxin Catalyst” was obtained!
(End of this chapter)