Xu Yun gently put down the memo in his hand, looked at the people in front of him and said:
"I personally prefer to go to Zhengda Tianqing to discuss distribution cooperation. What do you think?"
At this moment.
Sitting in front of Xu Yun were Lu Xiao, Tian Liangwei, Zheng Zu, Zhou Shan and other senior staff of Huadun Biotech. After receiving the news from Xu Yun yesterday, they quickly took a flight to the capital.
Xu Yun applied for a conference room from the Academy of Sciences through Academician Pan for today's discussion.
"...."
After listening to Xu Yun’s introduction, Zheng Zu, the head of the HKUST New Venture Fund, pondered for a moment:
"Dr. Xu, if we choose Zhengda Tianqing as a distributor, how much will the sales volume slow down? - I mean compared with those large local distributors in Europe and the United States."
Mentioned earlier.
The initial registered capital of Huadun Biotechnology was 13 million Huaxia coins, and the first installment was fully subscribed.
Among them, the leading investor is the HKUST New Venture Fund, which injected cash flow of 8 million Chinese dollars and additional resources, accounting for 27% of the shares.
The co-investing units are the School of Physics of USTC and the School of Life Sciences of USTC. Each party will invest cash flow of 2 million and additional resources, each holding 10% of the shares, totaling 20%.
Xu Yun, a natural person, invested in the company in the form of capital and technology, injecting 1 million in cash. The technical name is fifth-generation imidacloprid and its commercial derivatives, accounting for 38% of the shares.
The remaining 15% is the employee option pool, used for ESOP awards.
At the same time, Huadun Biotech adopts the AB share model. Although Xu Yun only holds 38% of the shares, he actually owns 90.1% of the voting rights.
In addition, Xu Yun's recent performance has been extremely impressive, and he has long been in the sight of the leaders of the Academy and even higher levels. Therefore, in a sense, Xu Yun can decide the company's future strategy quite independently.
However, the new venture fund is also a shareholder of the company after all. In this case, Zheng Zu still needs to express his attitude.
"Distribution sales..."
Xu Yun had already prepared for this problem. After hearing this, he immediately looked at a man sitting next to Tian Liangwei:
"Manager Lin, it's up to you to introduce this issue."
The man Xu Yun calls Manager Lin is probably in his early fifties. His temples are slightly gray, but his figure is well maintained. He has a Chinese character face and very light eyebrows. Generally speaking, lightening the eyebrows can reduce the emotion during communication.
Expression, so many negotiators will deliberately trim their eyebrows.
This person's full name is Lin Feian, who is the younger brother of Tian Liangwei mentioned by Academician Pan, and is now the sales manager of Zhengda Tianqing's European medical project.
Lin Feian took over the European distribution business in December last year. The performance in the past period can only be considered satisfactory. There is no way. Domestic pharmaceutical exports have always been weaker than imports. This is a problem of the general environment.
The board of directors' request to Lin Feian was to first deploy in Europe to see if there would be an opportunity to expand the market for medical consumables in a few years. In a sense, this position is not easy to make mistakes, but it is also difficult to achieve results.
Therefore, after his senior brother Tian Liangwei contacted him two days ago and informed him of the relevant situation, Lin Feian immediately rushed from Huadu to Yanjing overnight to attend the meeting.
Then Lin Feian coughed twice, stood up, nodded slightly to Xu Yun and Zheng Zu, and said:
"Dr. Xu, Chairman Zheng, to be honest with you, in terms of size, our distribution channels and capabilities of Zhengda Tianqing in Europe are definitely weaker than those of traditional local distribution companies."
"Currently, our group has a total of 4,671 pharmaceutical chain partners in Europe, covering 53,224 stores and 1,202 cooperative hospitals and medical institutions. The coverage rate is approximately 3.5 per 100,000 people."
"Last year, our shipments of various types of drugs reached 150 million doses. Compared with Boots in terms of channels, it was about 28.5% of the other party, and the shipment volume was about 23.8% of Boots."
Xu Yun nodded slightly.
The Boots Lin Fian mentioned is the largest international pharmaceutical, health and beauty group in the UK, which is United Boots. A skin care brand called Boots is one of its subordinate industries.
One of the core businesses of Alliance Boots is pharmacies and the wholesale and distribution of medicines. It is somewhat similar to the local Neptune Star or Kangbaijia Pharmacy, but it is much larger than them in size and can rank among the top in Europe.
Lin Feian can use Boots as a comparison object, and his attitude is quite candid. If he were replaced by some other distribution companies outside the top ten, the percentage obtained should be able to exceed 3.
"More than 20 percent..."
Zheng Zu frowned slightly when he heard this, and clicked his tongue softly:
"It seems a bit low..."
As a businessman, Zheng Zu was more concerned about the sales of his products than Xu Yun's state-owned background.
After all, the company's financial report is directly linked to his future and financial prospects at the Academy. The better the sales of Huadun Biotech's products, the higher his performance will naturally be.
Zheng Zu’s goal is to be promoted from the chairman of the fund to the head of a large company affiliated to the University of Science and Technology within three years. The current leader of that company will retire in the summer of three years. At present, Zheng Zu is considered a strong competition for that position.
By.
But if the distribution speed slows down due to dealers...even if it is slower than expected for half a year, Zheng Zu's situation will be difficult to say.
Of course.
Zheng Zu’s thoughts cannot be said to be profit-seeking. After all, everyone has their own demands and plans, and the issue of whether to choose a state-owned dealer does not rise to the level of stance.
"Chairman Zheng, please don't be impatient."
Looking at Zheng Zu who looked hesitant, Lin Feian laughed instead:
"Chairman Zheng, our country's pharmaceutical export industry developed relatively late. At the same time, there is a relatively obvious generation gap with foreign countries in terms of chemicals and pharmaceuticals. Therefore, our company's share in Europe and the United States is not high, and there are also external objective factors.
.”
This chapter is not finished yet, please click on the next page to continue reading the exciting content! "In fact, not only our Zhengda Tianqing, but also companies such as Guangzhou Pharmaceutical and Guosheng are in similar situations, and the data is only a few percent different.
"
"Of course, this objective factor mainly affects dealers like us. For exporters like you, they do not accompany us to bear the pressure of this situation."
"At least...just talking about affection is not enough."
This time, many people in the conference room nodded.
From the beginning to now, Lin Feian has been very honest at least in terms of attitude, and has not engaged in moral kidnapping or playing the friendship card.
This may be due to Lin Feian's character, or it may be due to the words he prepared in advance. In short, everyone's impression of him is pretty good at the moment.
Then Lin Fei paused, picked up a document from in front of him, and continued:
"Dear directors, since you have no reason to help us unconditionally due to love, then the only thing we can impress you with is...interests."
Lin Feian gently raised the document in his hand and explained:
"The document I have in my hand is a letter of intent authorized by Chia Tai Group before I came here. It contains some rate agreements and commitments. I believe you will not be disappointed."
After saying that, Lin Feian handed the document in his hand to Xu Yun's assistant Tang Li.
Xu Yun winked at Tang Li, who placed it in front of Zheng Zu knowingly.
"...."
Ancestor Zheng glanced at the thin stack of A4 paper, then looked up at Lin Feian, and then opened the page.
The content of the letter of intent is very simple. After all, Huadun Biotech is exporting only one product this time, and the license has already been issued, so most of the content of the letter of intent directly involves the product itself.
For example, Huadun Biotech has to ensure how many products it exports in a year, what is the dosage of a single vial, the defective rate cannot be higher than 3 out of 10,000, etc...
Then very quickly.
Zheng Zu then saw the relevant rates given by Party B...that is, Zhengda Tianqing.
As a result, after just a few glances, he looked up at Lin Feian in astonishment:
"Manager Lin, your distribution commission is only 11 points? It also includes offshore transportation costs and insurance?"
Lin Feian smiled and nodded:
"That's right."
As we all know.
Whether it is medicine, food or daily necessities, if it involves a large amount of cross-border trade, then for the companies or individuals who undertake the transfer, it contains extremely amazing profits.
There are three main aspects of profit here. One is pure distribution commission, that is, you provide the goods, I will provide you with local sales channels to distribute the goods, and then I will take a heavy cut from your profit or purchase price.
Secondly, there is the transportation cost. Today’s bulk goods are usually transported by sea. Those large distribution companies usually have rebate agreements with shipping companies. For example, the rebates from dealers of large car companies can sometimes reach hundreds of thousands of dollars.
If not, there would be no concepts of FOB and CIF prices in business.
Finally, there is transportation insurance. This part is also expensive, and many dealers will also designate cooperative insurance companies to cover it.
The result was unexpected.
In the letter of intent given by Lin Feian this time, he actually took the initiative to undertake the transportation and insurance aspects, and the distribution commission was only 11% of the gross profit...
To know.
There is a company under the HKUST New Venture Fund that produces carbamate insecticides. The products are also exported to Europe. The German distributor VlITIEO who undertook the project asked for a commission as high as 38%...
Not an exaggeration.
After deducting transportation and insurance expenses, Zhengda Tianqing will not lose money, but it will not make much money.
Zheng Zu's surprise was clearly seen in Lin Feian's eyes. Xu Yun's uncle in a sense could not help but slightly raise the corners of his mouth.
like he said.
There is indeed a certain amount of 'affection' between him and Huadun Biotechnology, but this affection can only give Lin Feian the qualification to stand in this conference room... or the opportunity, hoping to get the final result.
The contract is a bit unrealistic.
But after feelings no longer apply, all Zhengda Tianqing can show is sincerity.
Lin Feian's letter of intent came from the decision-makers of the CP Group and was a collective decision made by the CP Group after emergency discussions.
Of course.
These concessions on conditions are not an attempt by Chia Tai Group to kneel down to Huadun Biotech, but a layout for a longer-term strategy:
Nowadays, CP Group... To be precise, Huaxia's medical field is becoming more and more important in the world, especially in the field of medical consumables. Huaxia's export volume is rising every year.
The reason for this situation is simple, because Huaxia Volume.
The volume here not only refers to labor costs, but also includes research and development costs and equipment costs. Therefore, the cost of medical consumables has been compressed to a level that seems exaggerated in Europe and the United States.
It is foreseeable that in a few years or more than ten years, China's medical resources will inevitably counterattack the European and American markets.
In this case, if there is a large-scale dealer that is one of China's own, how much profit can it make from it?
more importantly.
Nowadays, whether it is Guangyao, Yangzijiang, Guosheng or CP, the shipment volumes of all state-owned dealers are almost the same. For a period of time, the dealer rankings were even different every month.
And "One Mantis Destroyer" is another generation product with dimensionality reduction and strike level. If Chia Tai Group can take advantage of the opportunity of distributing "One Mantis Destroyer" to expand channels...then it will not be just a matter of earning a few points in the long run. Such a simple thing.
CP Group had the courage and vision to invest in "CP Variety Show" in the 1990s, and later launched the "Guinness China Nights" series. There is no doubt about its strategic judgment.
Therefore, after learning that Huadun Biotech was interested in itself, CP Group immediately formulated such a letter of intent.
This chapter is not finished yet, please click on the next page to continue reading the exciting content! "..."
Looking at these clear terms in the letter of intent in front of him, Zheng Zu had a complicated expression on his face.
What else could he say?
The distribution fee is 1/3 lower than other companies. This alone is enough to make up for most of the disadvantages of distribution channels, not to mention freight and insurance...
The combination of the two may still not be as good as Boots, but at least there is no gap in magnitude.
In this case, one is a state-owned enterprise and the other is a purely foreign enterprise. Does the answer need to be explained?
Think of this.
Zheng Zu couldn't help but smile bitterly, and raised his head helplessly:
"Manager Lin, I have to say that you are indeed sincere. I... have no objection."
When Lin Feian heard this, his eyes immediately showed a hint of joy, but he still maintained restraint on his facial expression. Then he turned his head and looked at Xu Yun.
Xu Yun heard the song and knew its elegant meaning, and quickly looked at the other company directors:
"What do other people think?"
The remaining directors at the scene were all leaders of the School of Physics and the School of Life Sciences of HKUST, and one was a member of the Board of Trustees of HKUST. After hearing Xu Yun's words, they all expressed no objections.
After all, both Xu Yun and Zheng Zu have voted in favor, and the CP Group is indeed sincere. It would be a bit unreasonable to disagree.
Seeing this, Xu Yun nodded with satisfaction, pondered for a moment, and then took the initiative to extend his hand to Lin Feian:
"In that case... Manager Lin, we have a happy cooperation."
Lin Feian had been waiting for this moment for a long time. He could no longer suppress the smile on his face and held Xu Yun's hand heavily:
"Dr. Xu, happy to work with you!"
...........
Note:
At the request of several big guys, a leader group was opened. Big bosses who meet the fan value can join the group. The general group has also been unlocked. There are probably not many people in the leader group, so there is no need to reward specifically for joining the group.