Facing Lu Youyou's question, Gu Zhe Zhizhu shrugged helplessly:

"It's not that easy to talk about cooperation with big companies. If you don't do some homework in advance, you can't even make an appointment. I can go to the conversation in person today because I asked Jingjing and Brother Song to run errands and build momentum a week ago.

There are several issues of the papers related to Professor Zheng and I in the Journal of Donghai University. I have bought dozens of them and paid them to the R&D and technical support departments of those companies to read.

Of course, those who read it will not know where these journals came from, and they will only think that they were newly ordered by their company. As for the red envelopes, of course, they are given to their companies' "librarians" or the administrators responsible for purchasing technical books."

This kind of sensational method has long been used in the technology broker market more than ten years later. However, in 2002, when scientific research was generally not paid much attention to in China, it was barely a bit innovative.

Before negotiation, letting potential buyers try to see the technology they are about to come into contact with can easily create illusions and make them overestimate the importance of this technology.

Moreover, Gu Zhe did a good job in the game. He would never just ask Lin Jingjing to send the November and December issue of Journal of Donghai University, but to give it to him all year round.

In this way, even if the technical director of the other company saw the journal, he would only think that he had not studied seriously before and did not find that the company had subscribed to this year-round journal, and would never think that "the company's librarian received red envelopes from outsiders."

After Lu Youyou heard the causes and consequences clearly, she immediately became more and more impressed by Gu Zhe's skills:

"How did Brother Gu have a brain? He has always been a science student and has many more plans than liberal arts students. He is really terriblely meticulous. However, he has absolutely a sense of security when doing things with such a person."

Some ancient storytelling jokes suddenly flashed in her heart, as if in the negotiations in front of her, the opponent had been fooled by Gu Che, "before he arrived at the battlefield, he died half of his life first."

...

Two hours later, around 10 a.m., Phaeton arrived at the Haichang Glasses headquarters in the Magic City on time.

Gu Zhe and the other party made an appointment in advance at 10 o'clock, which is very punctual.

The negotiators sent by Haichang, including a CSCO with the surname Shi, and a deputy under the CTO, named Zhou.

The negotiation specifications are very high. After all, Gu Zhe made a reservation a week in advance, which has fully attracted the attention of this.

The CTO is the chief technology officer and is responsible for all technology-related work, but this kind of negotiation will definitely not allow R&D to take the lead, so only one person in charge of introducing and evaluating technology is sent in the R&D field.

As for CSCO, in fact, most companies were generally referred to as CSO at that time, and were the chief supply chain officers. But who made the English letters too few and not enough? Some Westernized companies also like to set up "chief strategic officers", which caused the two S to overlap, so they had to add a C to the supply chain officer to show the difference.

This position is responsible for controlling all suppliers, including suppliers with external technical support. It is also the most professional and suitable for hosting today's negotiations.

After a brief introduction by the other party's reception staff, Gu Zhe shook hands and greeted each other: "Mr. Shi, Mr. Zhou, I hope you can have a happy cooperation this time."

Lu Youyou looked around and also had a new understanding of Gu Zhe's skills. The business card she brought temporarily today was just Gu Zhe's secretary and assistant, so she was relatively free to act and could observe it at will, and no one would ask her for questions.

"As a matter of fact, negotiations with large companies are not as troublesome as expected. Although we cannot directly give benefits to the other party's negotiating person, we can send red envelopes to the surrounding peripheral personnel in advance to help build momentum, and finally encourage senior officials to come forward to discuss.

I have always been deceived by those business war novels, and I always feel that the big companies are solid and united. Now it seems that big companies are more efficient when dealing with big companies, and when dealing with flexible but powerful small suppliers, they will still be pulled out a lot of loopholes...

But why have the commercial society not seen many cases of strong counterattacks in small technology companies for so many years? It seems that there are only a lot of examples in Ah Che…”

Lu Youyou couldn't help but fall into deep thought, but fortunately no one cared about her.

After a long time, she finally relied on her own intelligence and thought of a possibility:

"I understand! Ah Che's style of play also requires himself to have practical information to bind papers and journals by sending red envelopes to achieve publicity results. Even if other small companies learn this trick, they will give benefits to the other company's 'librarians', they do not have the hard technology to show off. What's the use of just having a public relations skill? A clever woman can't cook without rice."

After all, a blacksmith must be strong by itself, and gold will always shine. If it has no light, it is useless to find a light-transmitting channel.

While Lu Youyou was thinking about it, the negotiations both parties listened to some reports and explanations routinely.

Gu Zhe's business card has the general manager printed on his business card, so of course he can't do such a job himself.

So Lin Jingjing first explained the business-level market research, including the current average market price and production cost composition of mainstream soft contact lenses in China. Then she boasted about how much money can be saved after using new technologies.

The PPT used for the explanation was also what Lin Jingjing learned to do. After reviewing Gu Zhe, she put forward suggestions and revised them. She called them back several times before she finally got to the point where she was playing today.

I have to say that the top students who can get into Donghai University have good basic skills. Some people have practiced for a few months and then they have done a good job of playing with customers.

After Lin Jingjing finished speaking, she was so nervous that her vest was sweating. Fortunately, there was no flaw on the surface.

When the customer asked questions on his own initiative, Gu Zhe responded in time to what Lin Jingjing couldn't handle, saying, "It's not that she can't answer this question, but that I didn't give her such a high authorization", and all of them were as dangerous as if they were not done.

Lin Jingjing was very grateful and was completely convinced by her "why can only earn less than 800 yuan a month for the time being."

After all, Gu Zhe is helping her to help her practice her skills. The 18-year-old girl should be a little motivated and motivated, and the money is still secondary. When her abilities are worthy of her salary, Gu Zhe will naturally not treat her badly.

If it weren't for Gu Zhe's confidant and reliable confidentiality, she wouldn't have the chance to see this world? She would have participated in such a level of business negotiations, and the boss would have to help her find out the omissions and fill in the gaps.

After Lin Jingjing finished speaking, it was Xu Song's turn to perform. Xu Song was responsible for explaining the specific technical plan.

Of course, Xu Song must not say those parts that have not been disclosed for confidentiality, such as the specific material formula ratio, so it is mainly analyzed from the perspective of "what performance can new technologies achieve", and only talk about the efficacy and not the principle.

However, there must be a credibility issue for such empty explanation. Mr. Shi from the supply chain department didn't feel anything after hearing it, while Mr. Zhou from the technical department looked disbelief not long after listening.

Mr. Zhou directly interrupted Xu Song's explanation: "Manager Xu, Mr. Gu, it's not that we don't believe it. Is your technical indicators a bit too much?

Can centrifugal lenses without secondary optical grinding achieve myopia degree above 300 degrees? Can it also ensure that the optical accuracy is not lower than our existing products in Haichang?

Although our Haichang is not the largest brand in the mainland today, it is the earliest start of centrifugal soft mirror production line in mainland China in 1996, which was the technology I introduced from the United States and personally debugged.

Even the top American brand Yishilu only has advantages in high-end mold casting hard mirrors, and is definitely inferior to our Haichang than centrifugal soft mirrors!”

This kind of doubt cannot be solved by Xu Song's verbal rebuttal, so Gu Zhe raised his hand and signaled that Xu Song didn't need to explain. He just shook his finger and asked Xu Song to hand him a precision insulation box.

Gu Zhe pushed the box onto the table and said confidently: "Indeed, it is a bit difficult to maintain full confidence in a Zhe Inventory that has not yet been disclosed.

But it doesn't matter. Today I specially asked you to negotiate at the factory headquarters. To deal with this situation, we can go to your company's workshop at any time and verify it with your company's equipment.

I brought some unconfigured material samples and some matching coatings. Brush these coatings to the bottom of your company's centrifuge casting mold, then pour our colloids, and produce them once according to the normal process. When the results are achieved, we can talk about something else first."

Gu Zhe was not afraid that the other party would use the final product for testing. As soon as he did not leave the sample to the other party, he would take it away first after the inspection.

On the other hand, Gu Zhe gave a kind of gamma polyglutamic acid and a special glycerol ether product, which was prepared on site by laboratory techniques and then used. These things will solidify soon after they are prepared, and it is almost impossible to reverse the material before the reaction.

This is the biggest difference between organic polymer polymerization and inorganic materials. Inorganic you can also analyze the trace elements in it, while organics are nothing more than carbon, hydrochloric acid, and nitrogen, with different proportions and structures. After the structure is denaturated, do you know what the raw materials are.

"Then let's wait for the experimental results first. Let's visit the craftsmanship and have a meal first." The other party was also very accomplicated, and Mr. Shi decided on the negotiation plan.

The group went to the workshop, and Xu Song started the operation and tried to produce several lenses according to the pre-practice operation.

During the period of waiting for debugging, solidification and quality inspection, Mr. Shi and Mr. Zhou took Gu Zhe and the two girls to have a meal.

Xu Song could only eat boxed lunches in the workshop, and Gu Zhe also took care of him:

"Don't be wronged. After the matter is done, please invite you to a big meal and send you a three-day trip with Jingjing Magic City. You have a look at this place and make sure that all the raw materials are used up and not left over so that people won't worry about it. The anti-stick coating on the centrifugal mold will be carefully removed after use. Anyway, don't let their people touch the machine during the test, and call me immediately if there is any problem."

Be careful, there is nothing wrong with it. Although Gu Zhe applied for an invention patent, inventing such a thing, during the initial 18-month "regret period", as long as the applicant himself does not actively apply for disclosure, he can keep it confidential in the submarine state for 18 months.

Gu Zhe also needs to make full use of this period of time that is both protected by law and can maintain the mystery of the principle, and maximize his own interests.

We must never let our opponents have the illusion that "although this technology is awesome and has good performance, the principle is not very amazing when it is unraveled. We can even bypass its patents by investing in research and development ourselves."

...

There is nothing much to say about the luncheon. They are all hypocritical business social events.

After lunch break, the group returned to the experimental workshop and saw a senior engineer from Haichang who had tested the soft lenses that Xu Song had just tried, with a shocked expression on his face.

"Mr. Shi, Mr. Zhou... Fang Ark Technology's soft mirror can really be removed from the centrifuge without secondary grinding, which is about the same accuracy as the lens we grind after grinding! This can save at least 70% of production costs!"

All optical lenses and materials themselves are worthless, and the most valuable thing is optical grinding. It is highly precise without grinding, and it is not surprising that the cost is cut in half and then halved.

When Mr. Shi and others heard this, their expressions finally became extremely serious.

This is more than just a halving, it is simply a cut to the kneecap with one knife.
Chapter completed!