Material Empire

There are more than 30 technologies that the Localization Office has brought out to participate in the negotiation this time. Half of them came from Dongyao Plastic Factory and Haijie Company, both of which are related to Qin Hai, and Qin Hai also provided the research and development funds. The other half came from several universities and scientific research institutions in Pujiang, some of which have been researched by these institutions in the past but have not been applied to production practice, and some are newly researched by these institutions with the localization office gnawing their teeth and spending money.

Compared with Qin Hai's generosity, the Localization Office is a little timid in terms of investment in scientific research. There is no way, Qin Hai spends his own money, as long as he is optimistic about it, he dares to invest. Yang Xinyu spends the money of the state, submitting the application and waiting for the Ministry of Machinery to approve the money for him, and spends more energy than researching a technology.

Scientific research is all venture capital, and no one dares to say that if the money is thrown in, there will be output. Yu Kexiu and the others dare not do such a risky thing, and Yang Xinyu is actually in a dilemma. Even if he is open-minded and adventurous, he doesn't care if there are money management departments and other supervisory departments above him, and others don't want to go into the muddy water with him.

However, after spending half a year, the funds invested by the Localization Office have finally achieved some results, and they can participate in the transaction negotiation with the results produced by Qin Hai. If there were no achievements of these "national teams", they would all be the achievements of Qin Hai's private enterprises, Yang Xinyu and even the mechanical department would not look very good.

The method of technology transaction is very simple. The Localization Office listed more than 30 achievements, explaining what new materials can be produced by using these achievements. At the same time, it also listed the domestic auto industry's demand for these new materials and Purchase price. The remaining thing is to weigh the pros and cons of the invited production companies, put forward the intended price for purchasing these technological achievements, and negotiate with the owner of the technology.

Regarding the price of technology transactions, Qin Hai once drew a line, that is, according to the value-added part of the finished material, the producer and the technology party will be divided in proportion. For example, the price of ordinary polyvinyl chloride is 3,000 yuan per ton, and the price of modified polyvinyl chloride is 5,000 yuan per ton. After deducting the cost of modifiers and necessary man-hours, the value-added per ton is 1,500 yuan. dollars to allocate. Qin Hai proposed a distribution ratio of 50 to 50, which meant that each family accounted for 50% of the value-added portion.

When Qin Hai proposed this plan, he also had some considerations. The late 1980s was the critical stage of price reform in the domestic market. Since 1986, the prices of both consumer and production materials have risen significantly. Taking ordinary polyvinyl chloride as an example, the price per ton was 1,900 yuan before 1985, but it rose to 3,000 yuan per ton in 1987, and even more than 4,000 yuan after 1988. In this period of constantly changing prices, it is undoubtedly inappropriate to sell technology at a single price.

Yang Xinyu agreed with Qin Hai's plan very much, and after obtaining the approval of the Ministry of Machinery, the technology trade fair was held as scheduled. In this fair, the main transaction is the technology of polymer materials. According to Yang Xinyu's idea, if this fair can be successful, in the future, transactions in the fields of glass and metal materials will be carried out, and it will become a normalized mechanism.

In order to avoid causing misunderstanding to the companies participating in the negotiation, both Qin Hai and Xia Yangjie were excluded from the negotiation venue, because both of them had appeared in the identity of the localization office, but now they are providers of trading technology. At the negotiation meeting, Liu Yaozhong was sent by Dongyao Plastic Factory, and Yu Haitao was sent by Haijie Company. As for the various research institutes, they also sent personnel in charge of the transaction.

The meeting was held in a joyful and peaceful atmosphere. Yang Xinyu and the leaders of several cities who came to participate in the transaction delivered enthusiastic speeches respectively. The core theme was to work together to make contributions to the promotion of automobile localization. However, this harmony was only short-lived. Just after the negotiation meeting started, an irreconcilable conflict occurred between the buyer and the seller on the price issue.

"We very much agree with the method of proportional sharing. We are willing to return 10% of the ratio to the technology provider as a return for technology development." This is the price given by the manufacturer.

"A ratio of 10% can't compensate us for the manpower and material resources we spent on development. We think that the distribution ratio should be around 50%." This is the requirement of the technology provider.

"50%? Do you really need to spend so much money to develop technology? Isn't it just to do a few experiments? Don't think that we are all rough and have no technology."

"How many experiments? Scientific research is risky. Do you know how many detours we took to find this way?"

"It's your problem to take detours, and you have gained experience."

"Then why don't you take these detours yourself?"

"Don't talk so much nonsense, 10%, this is the bottom line we can accept."

"50%, below this ratio we will quit."

"..."

The people below can't argue for any results, and the conflicts can only be submitted to the upper levels in the end. Naturally, Yang Xinyu is the upper echelon of the localization office, and the leaders of the various cities on the enterprise side, such as Wang Song'an and others. As a result, a high-level negotiation started between Yang Xinyu and the leaders of various cities.

"Director Yang, first of all, I would like to express our attitude. We firmly support and cooperate with the localization of auto materials. Please do not doubt this, Director Yang. However, our subordinate enterprises also have their own difficulties. Please ask Yang The director understands. At present, the resin market is in serious short supply, and the gap between the supply and demand of resin products in our province is also very large. Under such circumstances, we have borne certain economic losses when we came to cooperate with the localization of automobiles. "Wang Songan talked eloquently.

"What Director Wang said is exactly what I want to say." Lu Kangding, the leader of Meicheng City, echoed. He is the deputy mayor of Meicheng City and is also in charge of industry. He said:

"In the past, Secretary Qin and Secretary Lu of the Localization Office also went to Meicheng City to do research and proposed to develop new materials. We said at that time that we had limited talents and limited capabilities to develop new materials. , unable to provide cooperation. But if the localization office can provide the corresponding technology, we can assist in production. But our assistance cannot be free, and the central government also advocates using economic means to do things.”

"We didn't say it's free. You can get 50% of the added value without taking any risks. This is beneficial and harmless to you." Yang Xinyu replied calmly.

"On the surface, this is indeed the case." Wang Songan said, "However, the workers will not be able to figure it out. Everyone works hard and can only get 50%. Others just provided a formula, but in fact this formula is not It’s not complicated, and it takes the other 50%, so how do we explain it to the workers?”

"Director Wang, your words are a bit inappropriate, right?" Lu Xiaolin couldn't listen anymore, "What do you mean by only providing a paper formula? Didn't you see it then?"

"Scientific research is also very hard, I know that." Wang Songan nodded quickly, "However, we didn't say that we can't give rewards. We agreed to give 10% of the profits in return. This is our sincerity."

Yang Xinyu waved his hand and said with a smile: "Director Wang, what you said is wrong. The transaction we advocate is mutually beneficial, and there is no question of showing sincerity. Whether you give 10% or 50%, it depends. The value of the technology itself has nothing to do with your sincerity."

"So, Director Yang, how do you think the value of technology itself is measured?" Lu Kangding asked.

Yang Xinyu said: "It's very simple. It is reflected in the relationship between supply and demand in the market. Before that, we had hoped that your affiliated companies would carry out these research work. If so, then all the premiums would belong to you. But you refused. These studies, obviously, are where you don't think these premiums are enough to justify the investment in the research."

Lu Kangding said: "That's not the case. We are just short of manpower. Director Yang should know that we also undertake many other tasks. It is impossible to spare free manpower to do this."

Yang Xinyu said: "Manpower can be found, and our localization office does not have manpower, but we have spent precious funds and asked researchers from various universities to help us develop these technologies. If you think these technologies are not worth so much money , why can’t you invest in your own development?”

"Of course we don't have the foresight of Director Yang." Wang Songan laughed and complimented Yang Xinyu.

"Yes, yes, Director Yang is the leader of the ministry after all, and of course he has more vision than us." The leaders of several other cities also followed suit.

Yang Xinyu smiled helplessly. The compliments from the few people in front of him were definitely not out of respect for him, but outright shamelessness. Their subtext is: We didn't think of it at the beginning, but now that we have reached this point, we don't want to suffer, so you can figure it out.

"I want to ask, what is the bottom line that you can accept?" Yang Xinyu decided not to talk nonsense, and chose to ask straight to the point.

The leaders of several cities looked at each other, and then replied almost in unison: "20%."

"Are you in agreement?" Yang Xinyu asked forcefully.

"It's pure coincidence." Wang Song'an quickly explained, and his explanation was so timely that people couldn't help but think of the saying that he was trying to cover up.

"It seems like a hero who sees the same thing." Yang Xinyu sneered, the matter is very clear, several cities must have reached a price alliance before coming here, this is to use the monopoly power in production capacity to force localization Do bow your head.