After the first day of negotiations, Tianyuan Optics' administrative staff organized French guests to visit and travel according to the boss's instructions, and drag the rhythm first.

The judgments made by Gu Zhe based on his observations during the first day of negotiations were indeed very accurate:

After personally experiencing the changes in sales data, popularity and market share of Tianyuan optical contact lenses in China, those French guys have gained a new understanding of the disruptive destructive power of this technology.

The quotation was discussed during subsequent chats, and the tone was a little loose.

"Gu Zhe actually relied on these technologies to disrupt the local low-end soft mirror market in China in just two months...

It seems that if the new cost-reduction technology is combined with e-commerce channels and meet a new player who wants to subvert the original track, the destructive power is not ordinary. If this kind of thing is not bought out, the market will be ruined soon, and everyone will make less money than before."

After Lefayette and others fully understand the situation and discuss it privately, they almost always have this view.

Some things are necessary to "defensive buyout", not only to make more money, but also to prevent companies in the leading position of the industry from watching the value scale of the entire industry be reduced.

It is obvious that they did not realize this before because before they came, the local employees hired in the Magic City did not convey Gu Zhe's technical influence truthfully.

So the French still misjudged Gu Zhe's strength and it was not until now that they gradually disappeared.

Of course, those employees of the Demon City who follow the rules may not be "debtorting their duties". It is more likely that they just want to do this to induce the boss behind the scenes to be arrogant, tough and negotiate a good price. In this way, local employees may also receive more rewards afterwards.

After all, domestic technology companies in 2003 were generally a bit cowardly when facing international giants. If they didn’t buy it when they met foreigners, they might get discounts and promotions. It was like meeting a foreign businessman like Sichuan who showed off his character.

Fortunately, Gu Zhe is very confident and never worried about foreigners being reckless. As soon as he finds this sign, he immediately faces the tit-for-tat.

The following week, although the French did not make a clear statement, they could see that they gradually marginalized the French translator and the other two local employees of the Magic City during the negotiations.

Do not make any family scandals public. Even if you find that the staff below are not doing well in negotiations and misleading things, you cannot deal with them in front of your opponents. This will increase Gu Zhe's morale. You can only deal with it coldly first, and then slowly clean up and settle it up after going back.

...

Gu Zhe and his side also learned a lot from this negotiation. Gu Zhe himself had to call his negotiation team every night for the next few days, summarizing his experiences and lessons, and adjusting his negotiation strategies.

Gu Zhe needs less attention to the visiting and reception staff of Zhu Yiting. Anyway, they only represent factories, not technology holders, but just to show the results of customers.

Gu Zhe is concerned about the three of Lu Youyou, Lin Jingjing and Xu Song. These people were also the original team who negotiated with Haichang more than half a year ago.

Gu Zhe will definitely transfer his technical sales work to his subordinates in the future. He has no time to ask about too many details. So this time it is a team training while talking.

"We were obviously a little careless in the preparations for this negotiation. We felt that we had made a lot of momentum and no longer had to "submit money to the other party's academic consulting administrators when we were talking to Haichang, so that their technical leaders could fully see the technical publicity materials about us before the negotiations.

Now it seems that we have made some twists and turns for this, so we have to wait until the French arrive in Ark before taking them to visit, visit Taobao to see the data, and read "Today's Word". These homework must be done first!

I hope that after this, we can learn from the lessons, compare and review Haichang's case. Whether we encounter big customers or investors in the future, we should pay attention to the full-station experience.

Before they arrived, they started secretly stuffing money to the other party’s middle and lower-level employees to convey information and saturate bombard all kinds of information showing our muscles.”

When later Internet scammers recruit investors to inspect, they would inquire about the investor's visit route. If they could make physical advertisements along the way, they would make physical advertisements to show their muscles—

That is why the strange scene of "some traffic-produced young and handsome guys hit the electronic screen of Zhongguancun office buildings" appears. To put it bluntly, it is called to entertainment investors who are promoting their acclaim.

Although Gu Zhe is strong in his own way, he still needs to do these tasks. If he can't show his muscles, it is also a waste.

Lin Jingjing and Xu Song took notes sincerely and learned from Brother Gu's experience eagerly. Lin Jingjing did not forget to state some practical difficulties:

"This time I didn't do my homework well... It's because we don't understand French. We don't know much about the translations we found, technical and legal introductions, and we still need temporary training. My direction in the outer school is not French..."

Gu Zhe raised his hand and interrupted: "It's not too late to learn Japanese now. You don't need to learn Japanese anymore. French and German are done, and technology trade will be basically enough in the future. Other countries are rookies and they are basically useless in cutting-edge international technology trade. I will give you a monthly allowance of 3,000 yuan. You have to learn it well."

In 2003, of course, I didn’t need 3,000 yuan per month to find a small language translator, but it was worth it to know a little professional technical explanation. Gu Zhe was not worried that the translator he found outside mastered the details of technical publicity, so it would be better to cultivate his confidants around him. Anyway, it’s not very urgent, so it doesn’t matter if this little money is.

On the other hand, he knew that Lin Jingjing's talent was basically all pointed to language, and it was considered to be a perfect person's talent.

After explaining Lin Jingjing, Gu Zhe turned to Xu Song and others: "That's the case. You didn't ask you to work overtime during the summer vacation. Now it's half a month left to start school. Be very nervous.

After this negotiation, I have to work hard every day, and give speeches to each other with technical explanations. One person talks and others listen to each other. I will not be affected by the emotions of the external environment and speak instinctive reactions! The basic skills are still not solid enough.

This month, each person pays 2,000 yuan for overtime, and I will practice day and night when I have free time! I hope that the negotiations with Yishilu will be the last time that I need to worry about myself. You will have to take on the matter of selling technology in the future. I am worried enough about technology research and development and legal layout."

When talking about the Tao, it is called the Three Dukes, and when doing it, it is called the literati and official. No boss can personally take charge of sales when he grows bigger. Sooner or later, he will have to strictly divide the labor.

...

With Gu Zhe's helm, the French's attitude became looser day by day.

Finally, after fully understanding the "destructiveness of cooperation when it is not successful", they finally basically accepted the unit price quoted by Gu Zhe, but they only slightly paid 20% or 10% off the asking price given by Gu Zhe.

Of course, this is already very good. Gu Zhe never thought of "give as much as the other party reports" this time, and always let the other party save some face.

After all, at the beginning, one party reported 3 million yuan per continent authorization, but the other party had to pay less than 1 million yuan, which was too big. Now the other party admitted that "the exclusive authorization value of the North American market is US$2.4 million, and the exclusive authorization value of the European market is US$2.6 million."

In addition, if the unit price is negotiated, if the buyer is willing to "package wholesale to buy", he will definitely give a little discount, which is also the intention of the negotiation.

The final result was that Yishilu paid US$5.5 million in one lump sum to purchase exclusive authorizations from the following countries and regions:

The North American market countries cost $2 million, the European market countries cost $2.2 million, the Japanese and Korean markets cost $800,000, and the Southeast Asian and Australian markets cost $500,000.

The money, at the exchange rate of 7.8 in 2003, is about 43 million yuan.

As for other markets, Yishilu has not entered the market, or has not paid attention to the layout, so it doesn’t matter whether you buy or not, so it operates according to general authorization. That is, it is not exclusive to Yishilu. If Gu Zhe has the ability to find other buyers, he can rent them again.

How many lenses will be sold at that time, and each one will be given a patent fee of 20 cents. Gu Zhe will not be able to find out the account, so he will turn a blind eye.

The big dogs in the Middle East do not need bargain technology. Ah San and Uncle Hei are too poor, and most of them cannot afford glasses. Although the Spanish-speaking countries in South America are not that poor, Hispanics are too lazy to study, do not study hard, and often exercise outdoors, and myopia is too low.

Although Ansas also emphasizes "happy education", compared with those lazy people who play football every day in southern Europe, Western and Italian, Ansas is considered a hard-working academic master.

...

After the basic model's "centrifugal grinding-free low-grade soft mirror" authorization was negotiated, the French had fully recognized Gu Zhe's strength and potential.

Then Gu Zhe struck while the iron was hot and took the series of patents for "centrifugal contact lens materials" to talk about.

Lefayette and Pacino saw Gu Zhe's factory's entire production process from gel preparation to centrifugation to the machine.

Lefayette didn't know much about technology, so he didn't see the trick at the beginning.

Pacino was responsible for technical control, so he immediately saw the value of the product. In private occasions, he explained to Lefayette: "The finished product Gu Zhe showed us was not yet able to see its technical content.

After all, it is possible to dye the coating after shaping, and dye the dye on the coating. From the finished product, there is no production process.

However, he could actually put the dye directly into the gel and then centrifuge to set the shape. During this process, the dye was not thrown out, which shows that the density of the dye they were looking for was perfectly close to the gel.

Otherwise, when the dye density is slightly lower, the middle color will be dark and the edge will be light when centrifuged. The dye density will be one percent higher. After centrifugation, the edge will be dark and the middle will be light.

If Gu Zhe can do this, he will save the coating process of centrifugal contact lenses, and then cooperate with the previous basic patents that do not have optical grinding, the cost reduction ratio will be even more amazing."

With the success of the previous technical cooperation, the French finally became much more refreshed when buying contact lens technology.

Another short bargaining, the French finally bought out the exclusive authorization of North American and European market countries for $7 million, which was equivalent to a 50% increase in the unit price compared to the previous basic package, which was quite sincere.

However, in terms of total price, it is only about a quarter higher than the basic model of $5.5 million, mainly because Yishilu has doubts about the application scope of these fancy technologies.

The French agreed that the contact lenses cannot be sold in Southeast Asia and Australia and are not worth buying at high prices. Although the Japanese and Korean markets are a bit valuable, Gu Zhe is estimated to have a higher value for the Japanese and Korean markets and asks for the French so much that the French are not allowed.

These places are signed according to the general authorization, and both parties do not bear the risk. Each lens has an authorization fee of 30 cents. The amount sold is calculated as much as you want, and the final account is checked and settled.

Gu Zhe doesn't care. The other party doesn't want Japan, South Korea and Southeast Asia. In the future, he asks Tianyuan Optics to find a way to find a dealer. Anyway, these markets are closer to China, so there is no chance to enter.

All exclusive authorization fees have a accounting period of several months and can be basically in place by the end of the year.
Chapter completed!