1988: Back to the human world for a few years

Chapter 408 Three Gifts (1)

In China, living off the land and water is the norm and one of the most direct and efficient ways to survive.

Therefore, even though the drilling company now has considerable fame and mass base in Lanling, Texas, the most it has done is to significantly reduce such infuriating situations as stolen steel pipes and traffic jams. The phenomenon of stealing oil at night is still rampant... Don't ask why it continues despite repeated bans; it's just human nature.

Besides, those involved in this matter may not be only local villagers, and the captains of the well teams may not be clean either.

Of course, the second generation like Zhuo Mali, Eggplant Girl, and Song Wenxuan would naturally disdain to get involved in these trivial matters. Since they have the support of their parents, they will naturally choose a more covert way of playing that can better bring out their own value.

This way of playing games is actually not unfamiliar to Chinese people.

That is……

Form a circle, then work together + exchange resources.

In fact, this game has been going on in China for thousands of years and will continue unless there are any unexpected events.

Therefore, when Zhuo Mali said "find a few more friends to help", Yang Mo understood what this peach was planning.

Indeed, at his current level, with the scale of the projects he is handling, it is unlikely that he can continue to fight alone, whether he likes it or not. This is also a direct reason why he took the initiative to approach Ye Tao and accept Song Wenxuan and Zhuo Mali.

But one code equals another.

Although Yang Mo positioned Ye Tao as a serious "strategic partner", he positioned Song Wenxuan and Zhuo Mali as just "two friends who can help him solve some problems"... To put it bluntly, they are just resource-based subordinates.

Think about it, would a boss take the initiative to get involved in his subordinates’ social circles and become friends with their bad friends?

Generally speaking, it is unlikely.

Unless you are an indispensable core talent in the company/department and your talent is related to the survival of the company, like Yang Mo in the former General Office and in the current Drilling Company and Dahua Company, some superiors will naturally lower themselves to treat you as brothers in order to win you over...such as Zhang Wenshun before.

However, it is obvious that although Zhuo Mali still has some abilities, her weight in Yang Mo's faction is far from enough to require Yang Mo to humble himself.

In fact, not to mention that legal work is not that critical in today's social environment, even if it is really the most critical, Zhuo Mali is just barely passing in Yang Mo's eyes. He didn't kick her out because of her father's face. He still wants Yang Mo to lower himself to win her over... You're dreaming!
Zhuo Mali is a smart person. After experiencing two devastating work reports, it is impossible for her not to know her importance in Yang Mo's mind.

Then the problem is coming...

Since she knows that her influence is not enough to make Yang Mo look at her differently, would she take the initiative to invite Yang Mo to join her "circle of friends" without any self-awareness?

That's definitely impossible!

unless……

Is there anyone in her circle of friends who is very valuable to Yang Mo in some way, or someone whose actual power is close to or even exceeds that of Yang Mo.

Don't think it's impossible. Although the circle of the second generation is strictly hierarchical and tigers and wild boars are unlikely to play together, don't forget that although Zhuo Mali is a little older, she is a beauty with a explosive body... This kind of family background is acceptable, and the beauty with attractive looks and figure has the potential to break the circle.

Therefore, Yang Mo did not shut her up, but asked her directly to talk about "those friends".

The implication is obvious.

If you want to use resources as bargaining chips to gain attention, you can.

But you have to come up with something substantial.

………………

Zhuomali sighed helplessly in her heart.

Is this man, who is nearly three years younger than me, always so rational and always so defensive?
Thinking of this, she glanced at Miss Mu beside Yang Mo with some pity…Can you really be happy if you marry a man like this?
Gently pouring the first wash of tea on the tea pet gracefully, Zhuomali made another cup of tea and then distributed it.

"Brother, I heard that although the rural grassroots chain drugstore project has been approved in principle, we have relaxed the conditions at the hearing?"

Zhuo Mali picked up the cup with a smile and took a sip. Her slightly plump red lips and the moon-white porcelain reflected each other, creating a strange charm.

Yang Mo picked up the cup and glanced at her, then nodded with a smile: "Yeah."

But he didn't say another word.

As a partner who has already joined the team, Zhuo Mali is naturally qualified to know what happens at the project hearing, and with her accomplishments in dealing with the human relations, it is natural that she cannot be unaware of the ins and outs involved.

Ok……

Although it has a mellow taste and its fragrance dissolves in water, it is undoubtedly from an ancient tree, but the production process cannot be compared with that of later generations, and the green taste is still somewhat obvious... As expected, it still needs to be stored for a period of time to remove the dryness.

Zhuo Mali nodded gently: "Although the project has been approved, under the coordination of the leaders, the grassroots chain drugstore project should be on the right track soon... But, brother, you have relaxed so many conditions at once, and the hidden dangers are still not small!"

After drinking the remaining tea in the cup, Zhuomali picked up the earthenware pot and began to pour water into the covered bowl: "Everyone knows the importance of the initial framework, so I would like to ask you a question..."

"Now that the situation is like this, the final evolution plan of this project is to still enter the CXO track?"

Hearing that this peach has such a strong learning ability and has learned such a set of professional terms within less than ten days after joining the company, Yang Mo looked at her with some surprise, and then nodded: "Since the tone has been set in the first place, it is naturally impossible to change it at will."

The so-called CXO is a general term for the pharmaceutical outsourcing track.

"Pharmaceutical outsourcing" refers to the various outsourcing services provided by pharmaceutical outsourcing companies to pharmaceutical companies, from new drug research and development to production, which helps to reduce costs and increase efficiency... On the surface, this is not much different from the common OEM factory, but in fact, the links and business categories involved are very different from OEM in the ordinary sense.

In fact, the reason why Yang Mo specifically brought up the "demand inversion method" that day and asked his side to propose refined demand information and improvement requirements was actually that he planned to use the "small axe to chop down a big tree" approach to gradually intervene in the CXO track... There was no other way, because Dahua Company had no money in its account now, so it could only adopt this method similar to market first and factory later.

Zhuo Mali nodded after hearing this. "Since we still want to stick to the original plan and plan to intervene in the pharmaceutical outsourcing industry from the bottom up, then here comes the question... Since your brother has promised to give up such a large piece of the pie in the restructuring process, it is unlikely that he will be able to fully intervene in the CXO business in Texas."

“So, since we can’t take the big and comprehensive route in the future, we can only focus... I just don’t know if you plan to focus on CRO or CDMO?”

As Zhuomali said, the three improvement plans Yang Mo proposed during the phone call at the hearing were actually huge concessions, especially the opening of the public's right to know and supervise, and the transfer of the non-performing assets of those pharmaceutical factories into production capacity at the grassroots level in rural areas.

Although the former is borrowed from the later MAH system trial (separation of drug marketing authorization and production authorization), which has many benefits, it directly restricts the future operation mode of self-operated drug research and development/production;
The latter has given up a large part of its business potential... If this part of "bad assets" was taken over directly by Dahua Company, the situation would be different.

So, when Zhuo Mali asked this rather sharp question, Yang Mo couldn't help but sit up straight.

He didn't expect that this peach, who only gave a passing score in legal work, actually showed unexpected insight in other aspects.

That’s right, those three promises he made on the phone would not seem like a big deal to outsiders, or even ordinary employees and technicians within the industry. But only if you have worked in the limelight or strategic investment of related industries, or have been directly responsible for the strategic management of related companies, will you know what the last two promises mean at this time when all industries are about to undergo transformation and rebirth.

Thinking of this, he fell silent. As a new partner in the partnership and the legal director responsible for building firewalls for major projects, since the other party had asked, he needed to give Zhuo Mali an accurate answer for both moral and legal reasons.

However, what is somewhat embarrassing is that this incident happened only one day ago. In fact, until now, he still has not made up his mind which track to gradually focus on after the rural grassroots chain project is implemented.

As the name suggests, CXO is actually just a general term for a large track. If we really want to roughly subdivide it, it can be roughly divided into three core businesses: "full process", "CRO" and "CDMO" based on the outsourcing services provided in different segments.

The so-called "full process" is actually very easy to understand. It refers to a series of core businesses that provide outsourcing services from research and development to production of new drugs... This is the representative of "big and complete".

Companies like WuXi AppTec and Corning Life Sciences are industry leaders whose businesses cover the entire new drug development phase. This is also the group of companies that Yang Mo wanted to establish/incubate after the rural grassroots pharmacy project expanded to a certain scale. "CRO" means focused research outsourcing.

This is a concept that has been very popular in the capital market in later generations. Since most of the pharmaceutical companies engaged in this field are asset-light and R&D-intensive, and their main focus is on the research and development of clinical drugs that can build a "first-mover advantage" barrier but have a relatively satisfactory base of suitable populations, they naturally have a high degree of fit with the capital market.

For example, later companies such as Tiger Pharmaceuticals, Zhaoyan Pharmaceuticals, Medigen, and Chengdu Pioneer are all core CRO companies... Among them, Tiger Pharmaceuticals provides outsourcing for the entire research stage, while Medigen, Zhaoyan Pharmaceuticals, and Chengdu Pioneer mainly provide R&D services for new drugs before entering clinical trials.

As for "CDMO", it means focusing on production outsourcing.

In terms of attributes, companies with CDMO as their core business can actually be classified as OEM companies... This is also the largest proportion of Chinese pharmaceutical companies in later generations, and it is also a process that most pharmaceutical companies must go through during their development.

If you are a stock trader, you can just scroll through Tonghuashun and find companies such as Kaile Pharmaceutical, Boten Pharmaceutical, Jiuzhou Pharmaceutical, Yao Shi Technology, Haoyuan Pharmaceutical, etc., and these companies are basically all core CDMO companies (Yao Shi Technology and Haoyuan Pharmaceutical provide special molecular building blocks that can be used in all stages from R&D to production, but in terms of revenue share, Yao Shi Technology and Haoyuan Pharmaceutical currently focus on CDMO, so they cannot be allocated to the RCO category."

Once you understand the above concepts, the differences in the directions of these three types of businesses will become clear at a glance, and the differences in industry niches are self-evident.

Although the differences between the three business models are obvious, when you lack sufficient funds and limit your own actions for some reasons, it is unlikely that you will be able to leap into the full-process model in the short term. In this case, it will be difficult to decide whether to focus on RCO or CDMO... Each has its own advantages, but also its own risks.

………………

Seeing Yang Mo silent, Zhuo Mali's eyes flashed with a smile: "Brother, it has been more than a week since I joined the group. I have to say that in this week, I have really broadened my horizons. I have learned a lot from you."

"Among the things I learned during this period, the one that touched me the most was actually this sentence... The decision-making of any project is not made on a whim, but a series of careful self-examination, evaluation, deduction and choice."

At this point, Zhuo Mali stretched out her charming white right hand and poured Yang Mo another cup of tea. "Among all this, self-examination is the most important part... If you don't have a clear understanding of your own resources and execution capabilities, no matter how beautiful your plan is, it will only be a castle in the air."

After putting down the justice cup, the peach looked at Yang Mo with a smile: "So, since you haven't figured out which business to focus on next for this project, why don't you listen to me talk about the bunch of friends next to me? Just treat it as a relaxing chat!"

Oh?
This old woman asked me to come out today. Is she planning to provide coding resources for this project?
Ok……

I have to say, this woman is much smarter than I thought!
Thinking of this, Yang Mo laughed: "It's the weekend anyway, and I'm free anyway. It's great to chat with those interesting friends, Sister Zhuo."

Hearing Yang Mo emphasize the word "interesting", Zhuo Mali sighed again in her heart, but her smile became even brighter.

"I have a friend who, by chance, did a special topic last year on the current status of the medical industry in the special economic zones... Of course, he was only responsible for a small branch, investigating the newly emerging pharmaceutical industry... Although for some reasons, this special topic was not broadcast, some of the situations were very interesting."

After taking a sip of tea, Zhuo Mali gently flicked the wrinkles on her long skirt: "In fact, everyone knows that as a derivative field of biological/chemical applications, the cost of most Western medicines is very low;"

"It's just that if you're not in this industry, you have no idea how low the cost is... Even if it's a Western medicine produced by a joint venture pharmaceutical factory, such as Hodgkin-Sullivan, the factory price is 10 yuan per bottle, but the cost is actually just a few cents."

"But what's even more interesting is that even though the actual cost is so low, you can hardly find Huoluoxi on the market for less than 35 yuan... Even in hospitals, it costs 30 yuan per bottle to buy."

Before she finished speaking, Yang Mo interrupted her: "There's no need to explain what happened here. I know more than you do... Let's talk about your friend."

Zhuo Mali glanced at the cloud in the sky that was not much different in shape from a crab claw, and shrugged awkwardly: "Anyway, my friend just told me that in many cities in the south, there are several key points in the circulation of medicines... pharmaceutical companies, local pharmaceutical logistics companies, purchasing departments of major hospitals, deans and directors with prescription rights, and experts."

After drawing a few circles on the tea tray meaninglessly, Zhuo Mali leaned forward slightly and said, "Although I am not as capable as you, my brother, and the people I deal with all day are either my old man and a bunch of uncles, or people like Executive Ye... But over the years, I have made quite a few friends who just lie around and eat and wait for death in all walks of life."

"So, after being reminded by my friend who works in the media, I realized that although I can't help you with big things, I have a few friends who work in pharmaceutical companies... There are friends in the province and the city, and two of them work in the Hazardous Materials Management Center."

"So, if you don't mind, you might as well include my friends in your available resources and figure out what the next step for the grassroots drugstore chain project should be?"

After saying this, Zhuomali stopped talking.

Short, clean and sharp.

Yang Mo looked at her in surprise. He really didn't expect that this peach would not leave any unnecessary trouble after coding such valuable resources, as if it was just an ordinary help between friends.

There are some things that people who don’t know the business of it simply can’t understand;
Although the drug distribution link that Zhuomali just pointed out is a distribution procedure that cannot be more ordinary, people who are familiar with this industry know that this is also the link ranking from large to small profits.

Therefore, having friends working in pharmaceutical companies at the provincial or municipal level is a very valuable resource in itself... Those who can become friends with second-generation people like Zhuo Mali are naturally not small fry.

What’s even more interesting is that she actually has a friend working at the Dangerous Goods Management Center... At that time, there were no specialized local pharmaceutical logistics companies in most parts of the country, and the transportation and storage of many western medicines were handled by the Dangerous Goods Management Center.

Zhuo Mali provided Yang Mo with the personal connections in two major links of the four major drug distribution nodes at once, and these were the first two links after leaving the factory. Its significance is invaluable (it is not convenient to explain, but you just need to know that it is very valuable).

what?
You said that since you and Executive Director Ye have already established a de facto strategic partnership, why doesn't Yang Mo go find the resources himself?
Please!

Anyone who understands the system will not ask this kind of question.

As the saying goes, a county magistrate is not as good as the current manager. If you ask Executive Director Ye for help, he can at most help you connect with the person in charge of the relevant business department, and then Yang Mo will have to negotiate cooperation with them... As for whether they will give you enough convenience and help after the negotiation, that is still another matter (refer to some plots in "Righteousness of Man").

On the other hand, as for Zhuomali, since they tell you that they have friends in the business field, then they are relationships that you can use directly. Isn't this much more useful than if you go directly to General Manager Ye?
Besides, some things can be said but not done, while some things can be done but not said. If you have to go through Ye Tao's process, some things will be less likely to be done.

And the most important point is...

Many times, favors become thinner and thinner the more they are used. Yang Mo has more than one project on his hands, the grassroots pharmacy chain, and the grassroots pharmacy chain is not the most important one. It is not worth using up Yang Mo's favors for something like this!

………………

"Haha, Sister Zhuo is indeed worthy of being Sister Zhuo. I am really envious of you for having so many friends from all over the world."

As he spoke, Yang Mo played with the teacup in his hand. "Since Sister Zhuo's friends work in such a unit, since we have come to Quancheng, we should meet them... How about this, Sister Zhuo, please contact your friends. If you are free, why not come over today and sit with us, and appreciate the ancient trees of Qianjiazhai that have just been brought here?"

Although Yang Mo had no doubt that with Zhuo Mali's family background and connections, she would be able to know many influential friends in many industries, but he had always been a cautious person.

Don't say that you didn't make a guarantee with your heart. Even if you, the peach, say something wonderful, he still has to personally weigh your weight and evaluate your credibility for such important personal connections that can greatly influence the future business planning of grassroots chain pharmacies.

Zhuo Mali naturally knew what Yang Mo meant by this, but she smiled and shook her head: "Today is the weekend, it is not difficult to call those old friends out for tea, but... there is no rush."

Not urgent?
Yang Mo looked at her strangely. Could it be that this old woman was actually unsure and so she got stage fright?
Seeing this, Zhuo Mali grinned and said, "Brother, I know many friends, not just these two. The drugstore chain project may face many problems in the future... How about I introduce other friends to you, and invite the ones I like to come together?"

Yang Mo was surprised: "Sister Zhuo, do you have any friends who can help you in other ways?"

Zhuo Mali pursed her lips and smiled: "Look at what you said, brother. After all, I have been fooling around until this age. Is it possible that I can only know a few friends who can help me?"

Hearing Zhuo Mali emphasize the word "busy", Yang Mo looked at her with interest.

If the friends you mentioned before really have a say in the company and are reliable in their work, then it is not "busy in vain"... To say that it saved 5 years of sedimentation time and investment costs for the CXO business model derived from the grassroots chain drugstore project plan is an understatement.

This is already a gift that cannot be underestimated. Could it be that you have other gifts to send over?
Seeing Yang Mo staring at her, Zhuo Mali covered her mouth and laughed, "Brother, it's not appropriate to stare at your sister like this in front of the eldest sister of the Mu family, right? Be careful or you'll end up kneeling on the washboard when you go back home tonight!"

Yang Mo's forehead twitched, and he was about to say something, but he saw that this peach suddenly looked serious: "Brother, the pharmaceutical industry is different from other industries. It is not enough to just practice external skills. The right way is to practice internal skills;"

"So, I happen to know a few friends, and these friends happen to have a bunch of nerds who study [Induced Fit Model] and [EPC Synthesis] all day long...would you consider calling them over to have a chat?"

! ! ! !
Induced Fit Model! ?
EPC synthesis! ?
Are there also technicians in Qilu today who are researching this kind of applied technology which is still considered to be the most cutting-edge technology in the world?
Yang Mo looked at Zhuo Mali in disbelief. For a moment, he didn't know whether this old woman was teasing him or whether she could really come up with such a big gift for him...

(End of this chapter)