industrial overlord

Chapter 175 Commission
"Mr. Ford, I invite you to come to Guangzhou this time. I want to talk to you about the overseas sales of our company's machine tool accessories." Lin Zhenhua began to enter the topic.

Ford said: "I have already read the materials that lawyer Qian gave me, and I am very shocked. The dozens of machine tool accessories developed by your company are very delicate in conception and have very universal applicability, which can greatly improve The use efficiency of existing machine tools, their market prospects are very good.”

"Thank you Mr. Ford for your affirmation." Lin Zhenhua said.

Ford went on: "It's especially rare that you have patented all these inventions, which keeps other competitors out."

Lin Zhenhua smiled wryly and said: "What's the use of patents? You have seen what happened today. Is this something that can be restrained by patents?"

Ford said: "Mr. Lin, your competitors are all over the world, not in mainland China. The biggest markets for these machine tool accessories that you currently own patents are in Europe, America and Japan, and there is no market in mainland China."

Lin Zhenhua said: "You are right. I invited you here this time to ask you for advice on how to open up the international market for our products."

Ford laughed and said, "Mr. Lin, you Orientals have always been reserved. Although you are the most straightforward Oriental I have ever met, what you said just now was still too reserved."

Lin Zhenhua smiled awkwardly, and said: "I just had a quarrel with the director and I am reflecting on it. Then let me just say it, I hope that Spischer can help us and help our Hanhua Machine Tool Accessories Company. What do you think of the products entering the international market as soon as possible?"

Ford nodded and said: "I think it is possible for us to cooperate in this area. I have already reported to the company. They are also very interested in your designs. What we care about now is what kind of cooperation do you hope to make?" way to work with us.”

Lin Zhenhua said: "I have envisioned two cooperation models for you to choose from. The first model is to hire you as the agency company of Hanhua in North America. After our products are sold through your hands, you can charge A specified percentage of commission.”

Ford shook his head and said, "This is unlikely. Our company is also very busy with its own business. It doesn't make much sense to represent these products for you. I don't think the company will accept it."

Lin Zhenhua was not surprised by Ford's reason.If a township enterprise now entrusts Hanhua Company to sell cloth covers for fans, Lin Zhenhua will definitely not be interested in selling one to Hanhua Company for a commission of 5 cents.

Lin Zhenhua continued: "Then it is the second model. I license the patent to your company, and your company produces and sells it. I only charge the patent licensing fee."

Ford still shook his head: "The profits of your products are too small. It is not worth it for us to design a process for production."

"According to what you mean, there is no possibility for us to cooperate?" Lin Zhenhua asked.

Ford said: "In fact, our company has cooperative relations with many companies that produce machine tool-related products. Our cooperation model is very definite. When we sell machine tools, we will recommend the products of these partner companies to customers. For example, tools, measuring tools, coolant, etc. If customers need them, they can purchase from these partner companies through our company, and our company charges a small commission from them.”

"Didn't you say that your company doesn't like these little money?" Lin Zhenhua asked strangely.

"No, no, this is not to make money." Ford said, "We provide a service, through our professional procurement, to reduce the blindness in customer procurement, which is also the content of our service. Of course, all listed in our The products on the recommended list must go through our strict certification and be produced according to certain quality standards. Otherwise, once a product quality problem occurs, we will cancel the cooperation with this partner company.”

"You can rest assured about the quality." Lin Zhenhua said, "I can also accept the cooperation method you mentioned. We are also very proud to be the manufacturer recommended by Spischer."

"Well, I can report what you mean to the company's headquarters. If they agree, they will arrange for someone to sign an agreement with your company after a while." Ford said, "I can disclose that our company has a strong relationship with China. The company is very interested in cooperation, and we hope that through such cooperation, we can find a long-term partner for us in China."

"You mean to say that your company is mainly interested in the Chinese market?" Lin Zhenhua asked. What he didn't say was: You are not interested in my company.

Ford laughed and said: "My old friend, I can hear your subtext. Don't feel wronged. After all, you are only insignificant latecomers in the machine tool industry. If you want to gain the respect of others, you can only rely on your achievements. As for me I am very interested in your company, and I believe that with your ability, you will definitely be able to turn this currently weak company into a world-class machine tool company."

"Thank you for your encouragement." Lin Zhenhua said.

"I think that's all I can help you with." Ford said, "Even if it's what I just said, I can't guarantee that the company will accept it. After all, I'm just a salesperson stationed abroad."

"No, Mr. Ford, I think you should be able to give me more help." Lin Zhenhua said.

Ford shrugged, indicating that he did not understand what Lin Zhenhua meant.

Lin Zhenhua said: "Mr. Ford, you have been in the machine tool industry for many years. Can you recommend our machine tool accessories to your friends. Chinese machine tool products are not well-known in the international market, but if you The situation is different when the salesman of the American machine tool industry speaks out."

Ford hesitated and said, "It's...not impossible, but I think others will misunderstand what I mean."

"Misunderstand what?"

"They will definitely misunderstand and say, did I take your commission?"

Lin Zhenhua smiled and said, "It's wrong, it's wrong, they definitely didn't misunderstand, because I will indeed pay you a commission for this."

A happy look appeared on Ford's face: "Dear Lin, is what you said true?"

"It's absolutely true." Lin Zhenhua said, "Mr. Ford, if you can help me sell machine tool accessories, I will give you 5% of the selling price for each product as your commission."

"Oh, isn't that a little too high?" Ford pretended to decline, "After all, I'm just introducing it to you, and I can't say how much I've done."

Lin Zhenhua said: "The value of sending charcoal in the snow can't be overestimated. If Mr. Ford is willing to support us, a 5% commission is nothing. However, I regret to tell you that I can only pay you in RMB , Calculated at the level of 1 US dollar for 2.8 yuan. Because all of our foreign exchange earnings from exports will be taken back, we can’t keep any in our hands, but I can give you the renminbi.”

Ford nodded: "I understand this, and I can accept RMB."

With the expansion of Spischer's business, Ford also often travels in China. With these RMB, he can save his own dollars and buy some things in China and take them out. Therefore, RMB is very important to him. It is also useful to say.Recommending some peers to pay attention to Hanhua Company is just a small effort for Ford. If he can make one or two orders, he can get a commission for nothing. Why not do it?

Ford just got married recently and is thinking about buying a house in the United States. Houses in the United States seem to be quite expensive.

"So we're done with the deal?" Lin Zhenhua asked.

"Just like what we did three years ago, it's a deal." Ford stretched out his hand and patted Lin Zhenhua to show his agreement.

On the second day, the exhibition of the Canton Fair was still going on. As usual, merchants came and went, and the transactions of various commodities were booming.Few people noticed that a commodity called a five-blade fan was missing from the booths of the provinces.

This change can be felt by those merchants who trade home appliances. Apart from the removal of the five-leaf fan from the booth, the expressions of the representatives of the Chinese home appliance manufacturers are also quite ugly, which is in stark contrast to the smiling expressions of other manufacturers. .

Foreign home appliance sellers naturally know what happened before, and they are anxious to know what will be the result of this Chinese infringement case against the Chinese themselves.Those foreign businessmen who have signed agreements with fan companies in various provinces to import five-blade fans have not made further reactions for the time being.

Lin Zhenhua was also in a panic, not knowing what kind of turmoil the next step would bring.This era is not an era of the rule of law. In case the higher authorities give you a document, you must obey it. At that time, the patent rights in your hand may also be taken into the country.If something like this really happened, he didn't know how to deal with it.

However, worry is nothing but worry, business still needs to be done.Lin Zhenhua cheered up and continued to sell five-blade fans and machine tool accessories on his booth.

Affected by the competition from manufacturers in other provinces, Hanhua's five-bladed fan signings this year are not ideal, with tens of thousands of units in one day.Many foreign merchants have a wait-and-see attitude, so they are not in a hurry to place orders.

Hua Keqin saw this situation and was anxious about it, but he didn't know what to do.The matter of the five-leaf fan is really depressing. It is neither a problem that Lin Zhenhua can solve, nor a problem that Hua Keqin can solve. The only way is to wait for someone from above to make a solution.

Lin Zhenhua's sales of machine tool accessories set off a small upsurge, which gave Lin Zhenhua some comfort.After negotiating with Ford about the commission, Ford became highly motivated, and on the second day, he fooled seven or eight colleagues into Hanhua's booth to see the goods.The automatic tool change system designed by Yao Heliang and several machine tool accessories developed by Mr. Hua Qing are indeed unique, which immediately attracted these foreign machine tool colleagues.

The prices of these accessories are not very high, only a few hundred dollars a set, which is insignificant compared to machine tools that cost tens of thousands of dollars.After discussing with Lin Zhenhua, several foreign merchants signed purchase agreements for one hundred sets.There are also some manufacturers, like the one chosen by Spicher, who are willing to include the machine tool accessories provided by Hanhua as accessories recommended to users, and list them in the catalogue. Lin Zhenhua also signed a cooperation agreement with them on the spot.

After a busy day, Lin Zhenhua settled the accounts and found that the machine tool accessories had actually signed out a list of 10,000+ US dollars.For him, fans are of course very important and can bring him a lot of profits.But machine tool accessories are also very important, because this is a promising product.Using the popular Boston matrix in later generations, the fan is a cash cow product of Hanhua Company, with high profits but limited growth potential.Machine tool accessories are star products, with great room for profit and growth.

"Xiao Lin, what are you laughing at?" Hua Keqin finished the work at hand and walked to the booth of the light industry hall. He saw Lin Zhenhua happily sorting out the contract for machine tool accessories.

"Director Hua, look, this is the contract I signed today." Lin Zhenhua held up a thick stack of papers and said to Hua Keqin with a smile.

"So many signed? How many units are there?" Hua Keqin's eyes were shining brightly, "No way, Xiaolin, with today's situation, you can still sign so many orders?"

Lin Zhenhua knew that Hua Keqin had misunderstood, and quickly explained: "Director Hua, you misunderstood. This is not a list of five-leaf fans. This is the list of machine tool accessories I told you about. There are more than 300 sets."

"There are more than 300 sets? How much is the total?" Hua Keqin asked.

"I just calculated, it's about 15 US dollars." Lin Zhenhua said.

"Only 15?" Hua Keqin said disappointedly.

If you stay in previous years, signing a contract of 15 US dollars a day is very good.Like craft woodcarving, the key export product of the Department of Light Industry in previous years, a Canton Fair is just a contract of one million yuan.However, Hua Keqin's appetite has been intensified by the hot sales of Wuye Fan last year. Now that there is no order of several million dollars, Hua Keqin can't get excited.

"Wuye Fan has also signed 3 units, and the co-authorship is about 100 million." Lin Zhenhua comforted Hua Keqin.

"Oh, talk is better than nothing." Hua Keqin said heartlessly.

The two were chatting with each other, when Fan Song, a staff member of the Foreign Trade Department, ran over and said to Hua Keqin: "Director Hua, just now the comrades in the department came to inform you and Manager Lin to come to the booth after the exhibition was dismantled. Let them go there."

Hua Keqin said to Lin Zhenhua: "Come on, the leaders of the ministry are here. This lawsuit should have a result."

Lin Zhenhua said: "Soldiers come to block, water comes to garrison. Anyway, our attitude is already clear. It depends on whether the Ministry will blatantly support infringement."

　——————— Chapter testimonials are not included in the paid chapters, let me say a few words: Some book friends are more eager to see the end of a story, I can understand this, the author himself has also been a reader .But the author must have his own way of thinking when writing a book, and many clues have to be interspersed in advance. It would be abrupt to lay out clues after a story is finished.Therefore, I implore everyone not to rush Cheng Zi to catch up with the progress.Also, with regard to the patent issues in these chapters, many readers have also put forward different views. Some think that Kobayashi is not tough enough to deal with it, and some think that Kobayashi cannot be tough.I can only say that Chengzi wrote it based on the possibility at that time, which is somewhat based.Orange can be regarded as a witness of the 30-year reform history. Some materials may not be remembered clearly, but there should be no big deviation in the feeling of economic life.Finally, ask for monthly tickets and recommended tickets.

　　
　
(End of this chapter)