Chapter 239 Mr. Xu is deliberately honest
Two days later, Yang Congxin returned from a business trip to Beijing with two technical colleagues.
Xu Zhiquan organized a closed-door meeting that day and asked Li Rui to drive Xu Chen to the factory from the town.
……
Chenfeng Science and Technology Park, large conference room in the complex building.
When Xu Chen walked into the conference room, there were already more than a dozen people gathered inside.
Except for Xu Zhiquan and Fang Jun, the others are the technical backbone of the factory.
Several mechanical drawings were thrown on the curtain, and Yang Congxin was explaining them to everyone.
He spoke in great detail, and a bunch of technical colleagues nodded frequently.
Xu Zhiquan, Fang Jun, and Xu Chen were obviously having difficulty listening.
Xu Zhiquan interrupted several times during the process and asked a few questions. Yang Cong reorganized his thoughts and changed some vocabulary and description methods that were easier to understand.
Xu Chen sat in the back row and roughly understood the situation.
What Yang brought back was the latest motor technology from the Institute of Physics of the Chinese Academy of Sciences, which is probably called "DC brushless hub motor."
This motor technology has been verified and matured in the laboratory, and Yang Congxin has also verified it in kind, but it has not yet been put into commercial production.
Compared with the mainstream motors currently used by electric vehicle manufacturers on the market, this motor technology has two core advantages.
First, there is almost no noise and the driving process is very quiet.
Second, it requires almost no maintenance, and its service life is more than three times that of mainstream brush motors.
After all, Xu Chen didn't know much about technical matters, but listening to Yang Congxin's explanation, there were some impressions of his previous life in his mind.
If he remembered correctly, it seemed that in his previous life there was an electric vehicle manufacturer that bought out this motor technology and used noiselessness and long life as its differentiated advantages to quickly open up the market.
According to Yang Congxin’s story, this motor technology is still in the hands of the Chinese Academy of Sciences and has not been bought out by any electric vehicle manufacturer.
I don’t know if it’s a timeline deviation after rebirth, but at present, this is indeed an important opportunity for Chenfeng Electric Vehicles...
After Yang Congxin finished explaining, Xu Zhiquan turned to look at Xu Chen in the back row, and the father and son exchanged glances.
Obviously, Xu Zhiquan also realized the huge value.
He took a puff of cigarette and said to Yang Congxin:
"Director Yang, how can we cooperate with this?"
Yang Congxin adjusted his black-rimmed glasses, picked up the water glass on the table and took a sip:
"The Chinese Academy of Sciences also needs revenue. They have contacted three or four electric vehicle manufacturers, and we are one of them.
But no one has given a clear intention yet...
I did some research and found out that the other companies they contacted were all small electric vehicle manufacturers in the Beijing-Tianjin area.
These companies are still waiting and watching, mainly because their electric vehicles are selling well now, and they feel that investing millions in motors is too costly..."
In 2006, domestic electric vehicles were still in their infancy and did not really experience a big explosion.
At present, there are mainly two places in China where related industrial supporting facilities are gathered.
One is around Jin City in the north, and the other is around Xi City in Suzhou Province.
The electric vehicle production line introduced by Chenfeng Technology this time was imported from Jiangsu Province.
At that time, Xu Zhiquan also conducted research and found that the production lines in Beitin City were relatively backward, even similar to small workshops in towns and villages.
At the same time, it happened that the relationship that the city leaders could influence was also from Jiangsu Province, so the current production line was introduced...
Yang Congxin continued:
“I had an in-depth conversation with people from the Institute of Physics of the Chinese Academy of Sciences and they can open up several forms of cooperation.
The first is technology licensing, but it is not exclusive, which means that the technology can also be licensed to other manufacturers at the same time.
The preliminary quotation is two million...
The second is production and sales sharing. There is no need to pay any fees in the early stage, but for every electric vehicle we sell using their motor technology, they will take 2%-8% of the retail price.
This type of cooperation allows exclusive cooperation, but the corresponding share ratio is higher.
The third type is technology buyout. We buy out this motor technology patent at once, and other domestic manufacturers will not be able to use it.
The cost is also the highest, they initially quoted eight million..."
After the words fell, several technical colleagues were speechless:
“Is it so expensive?!”
"You actually have to make millions, but you still make money by doing scientific research!"
"How many electric cars do you need to sell to make money back?"
……
Xu Zhiquan frowned and thought for a while, then looked up at Yang Congxin.
Yang Congxin had been working with Xu Zhiquan for a long time, and he instantly understood what he meant, and said to the dozen technical colleagues in front of him:
"Everyone, go ahead and do your business. The content discussed at today's meeting will be kept confidential."
The other colleagues agreed and then left.
In the conference room, only four people, Xu Zhiquan, Xu Chen, Yang Congxin and Fang Jun, were left.
Xu Zhiquan handed Yang Congxin a cigarette:
"What do you think, Director Yang?"
Yang Congxin lit the cigarette himself, took a puff and said:
“This motor is definitely much better than others on the market, but the introduction price is indeed too expensive.
The several companies I contacted in Tianjin probably all felt that the input-output ratio was not high..."
Xu Zhiquan didn't answer and turned to look at Fang Jun again.
Fang Jun took a pen and calculated in his notebook and said:
“You don’t have to think about the way of sharing. It may seem like you don’t have to spend money in the early stage, but the cost will accumulate to very high in the later stage.
Based on a 5% share and a car price of 2,000 yuan, when 100,000 units are sold, the share given to them alone is already 10 million.
According to our initial feasibility report, our annual production and sales in the future will be at least two million units..."
Yang Congxin is purely technical and has little exposure to finance.
But after thinking about it for a while, I was surprised again and again...
According to Fang Jun's calculation just now, if the annual production and sales are one to two million units, the annual technology sharing fee for photoelectric motors will be one or two billion!
And it wasn't until this moment that he realized how big Xu Zhiquan's ambition was.
This was quite a shock to Yang Congxin.
After all, in the past few years, Guangming Factory had an output value of 10 to 20 million every year, and it could already hold a celebration party...
But Mr. Xu's plans and ambitions were several orders of magnitude higher.
……
Xu Zhiquan nodded and looked at Xu Chen with a smile.
Xu Chen had already sat over from the back row and said:
"Didn't I say two days ago that there were a few million extra in the account?
In addition, dad, you don’t have to rush to call back the two million from Dongchen Advertising, I won’t be able to use it for the time being..."
Yang Congxin adjusted his black-rimmed glasses, obviously a little surprised.
From Xu Chen's words, it was obvious that he was already discussing the third "buyout" plan with Mr. Xu, and was even discussing specific financing issues.
Xu Zhiquan smoked a cigarette and said in a deep voice:
“The eight million buyout fee is still a bit high, so there should be a lot of room for counteroffering.
I went to find the leader again, and this line was introduced to me by the leader.
I wonder if there is any connection behind it, or if there is an opportunity to negotiate a lower price. ”
Yang Congxin seems a little unsure:
"Mr. Xu, are there still risks? After all, the price is too expensive...
None of the electric vehicle manufacturers in Tianjin have expressed any intention. ”
Xu Chen interjected:
"This is a good thing. They have not expressed any intention. We still have some bargaining power and can negotiate the buyout fee as low as possible." Xu Zhiquan nodded and continued:
"Director Yang has been away for the past two days, and Xu Chen and I have also discussed some things, including the future vision of our Chenfeng electric vehicles and so on.
Judging from the current market, electric vehicle manufacturers in the north basically follow the pure 'assembly' route, with little technical content.
If we at Chenfeng Technology want to go long term and have better profits, we still need to gradually build our own technology moat...
The motor technology of the Chinese Academy of Sciences has the opportunity to help us start to establish the technical barrier of "no one has it, I have it", which is also a great luck for us.
I'll figure out a solution for the funding issue. Anyway, a lot of money has already been invested, so I can't hesitate at this time.
When you see the opportunity, you must be decisive. If you are timid, you will only miss the opportunity..."
Xu Chen: "Other manufacturers have no intention of purchasing the latest motor technology, which is also a market opportunity for us.
This will become our competitive advantage...
In addition, in the long run, the purely ‘low-end assembly’ route will not last long.
We still have to take the high-end, high-quality route.
If this motor technology has obvious advantages in terms of noise and motor maintenance, it can be transformed into a competitive selling point for our Chenfeng electric vehicles. ”
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Yang Congxin nodded and smiled:
"Both of you, father and son, have said this, and I, Lao Yang, have the bottom line!
The motor technology of the Chinese Academy of Sciences is already very mature. In addition to seeing the actual products in the laboratory, I have also seen the large-scale technology demonstrations for mass production at the motor factories they cooperate with, and they are all very complete.
In addition to the technical buyout costs, the actual motor manufacturing cost is not much different from the current mainstream brush motors...
I'm just a little worried about the company's financial problems. The technology buyout fee is too expensive, and I'm afraid that the input-output ratio will not be high for us. ”
Xu Zhiquan: "Technology is a long-term investment, and returns are not considered in the short term..."
He paused for a moment and put out the cigarette butt in the ashtray:
“Our first product of Morrowind Technology is the most important, it can only succeed but not fail.
If you can use the latest and competitive motor technology, your chances of winning will be one step closer. ”
……
A decision was made quickly on this matter, and basically the company decided to buy out this motor technology.
In fact, at the beginning, Xu Zhiquan and Xu Chen were not too concerned about this, but after a comprehensive look, it turned out to be a good surprise. The Chinese Academy of Sciences really has something.
The only thing is that the technology buyout is expensive, which is indeed a bit stressful for Chenfeng Technology, which is currently short of funds.
Xu Zhiquan contacted Wu Yongming that day and asked him about the channels there. The main issue was about price negotiation. He was still waiting for feedback from the leadership.
Fang Jun has re-planned funds, and some of the expenses originally set aside for production, promotion, etc. may have to be allocated.
Fortunately, at the beginning of this month, Jin Guiyuan, who had just "entered", contributed a few million more funds and came back.
……
Yang Congxin spoke again:
“For the design of our ‘Morning Wind Ice Power’, two design institutes and one design company in Beijing have almost finished the plans. The plans are expected to be back next week.
There are also two design companies in the provincial capital...
When it's time for us to organize an internal meeting, let's take a look at it together. ”
Xu Zhiquan nodded:
"Don't forget to call Xu Chen. As the product planner of 'Morning Wind Ice Power', he still needs to give advice."
Yang Congxin smiled: "This is natural!"
Xu Zhiquan thought of something again and said:
"Will the technical experts who came with the production line arrive tomorrow?"
Technical experts are brought in to cooperate with the production line and stationed in the factory.
They will cooperate to complete the installation and commissioning of the production line, as well as relevant training for technical workers, etc.
Yang Congxin said:
"Yes, they will arrive tomorrow afternoon.
I will first help with the inspection and acceptance of the factory building, water and electricity and other hardware facilities, and the production line will be connected starting next week.
The other two technical experts will bring the technical materials over first. I have organized technical elites to get started as soon as they arrive! ”
Xu Zhiquan nodded:
“How are accommodation arrangements arranged?”
Yang Congxin: "The administrative department arranged an apartment building from the dormitory, with two bedrooms and one living room, which is enough for two technical experts."
Xu Zhiquan: "I've been quite busy recently, and I've worked hard to take care of Director Yang and Wu Yue, two technical experts.
Learn what you need to learn as soon as possible! ”
Yang Congxin: "Don't worry, Mr. Xu, I've recruited all technical backbones who can get started quickly.
Once the production line is fully debugged, it doesn’t take much time to train other workers.
The workers of Guangming Factory still have a very good "revolutionary tradition". In the beginning, we were under military management, not to mention that now everyone is full of energy! ”
Xu Zhiquan smiled and nodded:
“At Chenxin Nursery, several projects have just been inspected and accepted, and the workers can return to the factory one after another.
Just in time for the production line to arrive! ”
He turned to look at Xu Chen and said jokingly:
"But it's going to be hard for your fourth uncle again. He has to go out to recruit workers for the seedling project again!"
……
……
The next day, Xu Zhiquan and Yang Congxin flew to the capital again. Naturally, they went to the Chinese Academy of Sciences to see the electric machine.
However, Xu Zhiquan did not reveal the identity of his "boss" to the other party, pretending to be another technician, and followed Director Yang to learn more about it.
The two did not stay in the capital and rushed back the same day.
After Xu Zhiquan went to see it in person, he became more convinced and asked Fang Jun to start transferring the expenses.
In addition, through Wu Yongming's relationship, he did contact the Chinese Academy of Sciences, and negotiated another round of price in another capacity in the city.
The cost of technology buyout has been reduced from 8 million to 6 million.
Xu Zhiquan seemed not to be satisfied yet, so he asked Yang Congxin to wait for a few days in order to lower the price.
On the one hand, it is true that funds are tight now, and every penny has to be spent.
On the other hand, Mr. Xu also inquired through some channels. Several car manufacturers contacted by the Chinese Academy of Sciences indeed had no purchase intention except Chenfeng Technology.
Then there is still room for price negotiation.
……
Two technical experts from Jiangsu Province have arrived, and Xu Zhiquan took the time to have a meal with them.
Both of them were pragmatic technical people, but they didn't have many meandering thoughts. They just regarded the trip to Tiancheng as an ordinary business trip and returned as soon as possible.
……
Xu Zhiquan and Xu Chen once talked and expected that within a few years, Chenfeng Technology and this Jiangsu Province company would become competitors.
It's just that the other party still looks down on Morrowind Technology.
During the negotiation process for the production line, most of them thought that Xu Zhiquan was a rural boss who had been taken advantage of. If they bought a production line and went back, they probably wouldn't get much out of it.
When Xu Zhiquan went on business trips to Jiangsu province, he deliberately acted honest, reckless and ignorant. The purpose was to allow the other party to sell the production line with confidence.
(End of chapter)