"Presumably Mr. Nicol has not only inquired about the price from us?" Wang Xiaodong said, "Currently, we are the only one capable of providing finished graphene products in batches, Daqin Group. Mr. Nicol does not deny this, right?"
"Yes, that's the case at the moment." Nicole nodded. No one in the industry could hide this matter. There was no need for him to play tricks with Wang Xiaodong in this place.
Wang Xiaodong said: "We have also learned that several major chemical material manufacturers in the world have begun the development of graphene technology and the construction of related equipment, and the initial investment required to produce graphene is very huge, which determines
It is difficult to reduce the price of graphene significantly, please forgive me for this, Mr. Nicol."
"Uh..." Nicole turned to look at Solem, and found that the other person's eyes were also full of doubts. Obviously, he didn't know what Wang Xiaodong wanted to say. The price of graphene was high, and they were mentally prepared for this.
, after all, this is a very magical material, and as a new material, the high initial price is reasonable. There is no need for Wang Xiaodong to go in such a big circle to explain this point.
"Mr. Wang, can you tell us directly, how much is your company's graphene quotation?" Nicole couldn't help it, interrupted Wang Xiaodong's nonsense, and asked directly.
"100 US dollars per gram." Wang Xiaodong replied obviously.
"100 US dollars per gram!" Nicole almost jumped up, "You clearly..."
Florian, the CTO of Marmon Company, has been to Hongze. He once learned about the supply price of graphene from the relevant personnel of the School of Materials. Wang Xiaochen, Wang Xiaodong’s sister, personally promised each company that in
After graphene is mass-produced, the supply price is expected to be less than $20.
Florian led others to make calculations. Nicol has also verified with Warren Company, Nitsuka Chemical and other companies. Information gathered from all aspects shows that under normal process conditions, the cost of graphene can be
Controlled within 10 US dollars per gram, if the production scale is further expanded, the cost can be reduced by half or more.
As long as the cost does not exceed US$10 per gram. If the market is fully competitive, the price of the finished product will generally not exceed US$20. But if there is only one supplier and the market is in a monopoly, the price is hard to say.
Enterprises with technological advantages can use a variety of strategies to price monopoly products. One is called skimming pricing, which is to set an extremely high price to maximize the profits of customers who are eager to obtain this product.
Grabbing it from the ground is like skimming off the oil floating on the soup and eating it. Another type is repressive pricing. That is to lower the price and only maintain a small profit. The purpose of this is
It is to quickly occupy the market, and at the same time, it also makes potential competitors give up their attempts to enter this market because it is unprofitable. Between these two extreme situations, there can be other pricing strategies, which all depend on the enterprise.
overall strategic.
Due to Wang Xiaochen's commitment, Mamen Company has always defaulted to a graphene purchase price within US$20 per gram when formulating its product strategy. In their view, Daqin Group's choice of this price can ensure the necessary
profit. At the same time, it can also effectively expand market share and should be a reasonable price.
Who would have expected that Wang Xiaodong would charge US$100 per gram when he opened his mouth? This was completely beyond the expectations of Marmon Company. How could Nicole not be anxious?
Wang Xiaodong didn't wait for him to finish, and quickly added: "I'm talking about the quotation, and it does not include discounts."
"Discount?" Nicole was stunned for a moment, "What kind of discount?"
"Our group has determined that for customers whose demand exceeds 1.5 kilograms per day in the next year, that is, the annual demand is more than 500 kilograms, as the group's gold medal customers, we can give them a 50% discount on the price."
Wang Xiaodong stretched out his hand and made a "five" gesture.
"That's 50 US dollars per gram..." Nicole responded softly. This condition is something that Mamon Company can achieve, but the price is still not attractive.
"For customers whose demand exceeds 10 kilograms per day and whose annual demand is more than 4 tons, as the group's diamond customers, we can give them an additional 50% discount on the price." Wang Xiaodong repeated the gesture just now.
"Is there...is there a difference between the two?" Nicole went crazy. Gold medals are 50% off, and diamonds are also 50% off. Is this distinction still meaningful?
Wang Xiaodong looked at Nicole with a look that made him hate the iron, and said: "What I said is 'again', that is, on the basis of the 50% discount, another 50% off."
"You mean, 25 US dollars per gram?" Nicole understood somewhat. The supply price for large customers must be lower. Almost all companies will adopt such a price strategy, but people like Daqin Group often offer 50% off.
, and it is really rare to offer a 50% discount on top of the 50% discount. If you think about it carefully, in fact, the US$100 that Wang Xiaodong first mentioned was just a deterrent price, with the purpose of excluding small customers. The subsequent US$50 and US$25
, is the real price.
"Yes, for ordinary diamond-level customers, our supply price is US$25 per gram." Wang Xiaodong said.
"You mean, there are other special circumstances?" Nicole heard Wang Xiaodong's subtext. Since there are general customers, there must be special customers, but she doesn't know what this special refers to.
"For more specific information, please Mr. Yu explain to your company." Wang Xiaodong pointed at Yu Yong and said.
"Mr. Solem, Mr. Nicol, hello, my name is Yu Yong..." Yu Yong stumbled to speak. This part of the content had been arranged for him to speak in advance, and he had already practiced it.
Many times, but when it comes to facing customers, he still can't help but feel a little nervous.
"I am honored to introduce our group's cooperation policy to your company. In order to better contact customers and strengthen strategic partnerships, our group has specially determined a number of strategic cooperation policies based on the price preferential policy for diamond customers.
Special preferential policies for cooperative customers.
First, for customers who have technical cooperation with our group, we will provide discounts ranging from 10% to 30% on product supply prices, depending on the depth of technical cooperation. The so-called technical cooperation refers to technology transfer to our group.
Patent authorization, collaborative research, etc.
second……"
Once Yu Yong started speaking, he gradually reached a state of concentration, his speech became more and more fluent, and the expression on his face became more comfortable, and he even wore a faint smile, giving people a sense of confidence and frankness.
a feeling of.
Xiao Dongping sat aside and watched, and couldn't help but nodded slightly. He couldn't understand the English spoken by Yu Yong, but he knew what Yu Yong was going to say in advance. Watching Yu Yong talk, he secretly praised in his heart, this
The young man is really a sales material. If you hammer it for a while, your burden will be relieved in the future.
Solem and Nicole listened to Yu Yong's words with some impatience at first. In their view, the Chinese had done something too complicated, so they might as well just give a price directly.
Then everyone bargained, which is also a common practice in shopping malls. But as they listened, they could hear something. Among the terms Yu Yong said, there was a lot of room for Mamen Company to operate. And
If we follow the method that is most beneficial to Mamon Company, the final supply price we can obtain can actually reach...
"$4.7!" Nicole wrote a number on the note paper in front of him and silently handed it to Solum. This was the result of his quick mental calculation, and this result shocked him.
"I'm sorry, gentlemen, we have just calculated that if we are willing to establish an extensive strategic partnership with your company, it means that we will be able to obtain graphene raw materials from your company at a price of less than 5 US dollars per gram...
…Excuse me, is there something wrong with our calculations?”
Solem couldn't help but speak. The numbers he calculated were almost the same as Nicole's, or even lower, because there were some things at the cooperation level that Nicole didn't dare to make the decision. Solem
But you can make the decision.
Yu Yong translated Solem's question directly to Xiao Dongping. Xiao Dongping nodded and said: "Your calculation is absolutely correct. If both of us can establish the most extensive cooperative relationship, we can completely follow the rules of each party."
We can provide you with graphene for under $5 a gram.”
"But..." Nicole was speechless and didn't know what to say. He couldn't believe that the price was real, but the other party was so conclusive that it was impossible to question. The estimate of Mamon Company
It is completely acceptable for Daqin Group to set the price of graphene at around US$20 per gram. This price can allow Daqin Group to gain the most profits. Why do they need to drop it below US$5 in one fell swoop?
Indeed, the $5 is based on a series of conditions such as Mamon Company's willingness to transfer part of its patented technology to Daqin Group and its commitment to sell certain products to Daqin Group at non-discriminatory prices in the future, but these conditions are not too harsh.
According to the conditions, there is absolutely no need for Daqin Group to make such a big concession.
Is there any trap in this?
Nicole read the clauses that were just recorded several times one by one, but could not see any problems in them. Every clause was beneficial to Marmon Company. Business agreements are not so easy to deceive.
, after all, before the final agreement is signed, both parties will carefully review and evaluate it. It is not unusually difficult to deceive the other party with sweet words. (To be continued.)