Rebirth 1984: Starting from the development of Hanka

Chapter 40 Negotiations
Wang Anshi waited at IBM for a while, and soon some IBM employees talked to him about the agency.

Wang Anshi said that IBM needs exclusive agency rights in the mainland.

The IBM executive in charge of the negotiation is called Kyle Henry. After listening to Wang Anshi's opinion, he said: "It is no problem for Wujiang to want the exclusive agency right of IBM-PC in China, but before that, we hope that Wujiang can release the relationship with Hong Kong." The cooperation of Jinshan Company!"

Wang Anshi frowned and said, "Mr. Henry, isn't this request of your IBM company unreasonable and difficult? Our Wujiang company cooperates with other companies, and IBM company has no right to interfere."

"Because your company's super-pc agent has affected the sales of IBM-PC!" Kyle Henry said flatly, but his words were domineering, and there was a hint of arrogance in his expression.

"Mr. Henry, you are right, so you should consider finding our Wujiang company to represent IBM-PC. The super-PC of Hong Kong Jinshan is just a compatible machine of IBM-PC. To put it bluntly, it is a group of miscellaneous brands installed, but Wujiang can make it the top three PC sales in China!"

Wang Anshi asked indifferently, "IBM insisted that Wujiang Company terminate the cooperation with Hong Kong Jinshan Company. Does it mean that IBM, as the overlord of the computer industry, has no confidence to compete with a miscellaneous PC brand?"

After hearing this, Kyle Henry looked a little displeased, and said in a cold voice: "Of course IBM is not afraid of any competitors, but your company has to represent both super-pc and IBM-PC. It’s not easy to arrange the allocation! I suggest that you should concentrate on acting as an agent for IBM-PC! A low-end brand like super-pc can be crushed by IBM at any time if it wants to!”

Kyle Henry is clearly threatening.

With IBM's status and influence in the industry, it is not easy to suppress a super-pc.

Wang Anshi was silent for a moment, and asked, "If Wujiang obtains IBM's exclusive agency in the Mainland, what is the share between us?"

Most of the production costs of PCs can be calculated.

Therefore, the profit of PC can also be known.

Kyle Henry said: "The sharing ratio is 1:9, you get 10% of the profits, and our IBM company gets 90% of the profits!"

"It's only 10%, and the profit allocated to our company is too small. I can no longer make a decision on this matter. I will tell my boss and let him decide. Let's talk about it next time!" Wang Anshi said, Get up and say goodbye.

Wujiang Group is an agent of super-pc, and the sharing ratio is 50% of the profit.

The first round of negotiations broke up unhappy.

Back at U.S. Borderless, Wang Anshi immediately called Zhao Ye and briefly described the negotiation process.

Zhao Ye frowned upon hearing this.

This IBM company is overbearing, a bit too much.

As an exclusive agent for IBM-PC, he cannot act as an agent for other PC brands, which makes it difficult for Zhao Ye to accept.

Kicking Hong Kong Jinshan Company out of the cooperation for no reason, Zhao Ye couldn't do it,

Moreover, the profits brought by super-pc to Wujiang Group are also considerable.

It's fine if IBM is so domineering to other Chinese companies, but it's also the same to Wujiang Company, Zhao Ye couldn't stand it, he decided to be tough.Moreover, Wujiang has long planned to launch its own brand.

If IBM knew, wouldn't it be so angry?

None of these foreign PC brand manufacturers is a good thing.In the early 90s, the country lowered tariffs and did not impose any restrictions on the entry of foreign PC brands into China. For a while, computer manufacturers such as IBM, HP, and Dell joined forces to suppress Chinese PC brands.

Zhao Ye wanted to make money from IBM, but there was no need to cater to it and give up his principles.

Moreover, the profit sharing ratio is only 10%, so Zhao Ye is even more despised.

"Mr. Wang, go talk again and insist on three bottom lines: first, the exclusive agency right; second, the sharing ratio should not be less than 25%; third, you can't interfere with our company's agency of other PC brands. If you don't agree to any of these, Then we would rather not represent IBM-PC." Zhao Ye said firmly.

"Okay, boss, I understand!" Wang Anshi seemed to have guessed Zhao Ye's decision a long time ago, and was not surprised at all.

Although the current Wujiang Group cannot compare with IBM, Wujiang Company also has its own strong advantages, that is, Imagine Hanka 2.0, which occupies the vast majority of the market.

For computers, you can have many choices, but for Hanka, you have only two choices, either Lenovo Hanka or Imagine Hanka 2.0.

Lenovo Hanka is cheap, will people who buy Lenovo Hanka choose expensive IBM-PC?Isn't it good to buy a super-pc worth more than 1 yuan?
Obviously, the best partner for IBM is Wujiang Group.

But if you IBM insists on bullying the customers, don't blame Zhao Ye for being indifferent to the other party!

The next day, Wang Anshi came to IBM again.

After the negotiations started, Wang Anshi always insisted on the "three bottom lines".

Of course IBM is unwilling to agree, and they still want to make a difference.

If you can barely agree to the first and third items, then give up 25% of the profits, and IBM firmly disagrees.

Seeing that IBM was unwilling to let go, Wang Anshi said cleanly, "If that's the case, next time we have a chance, our Wujiang company will cooperate with IBM. Let's say goodbye!"

IBM's negotiators thought that Wang Anshi was retreating and pretending to be so, but they didn't know that Wujiang really didn't intend to cooperate with IBM.

Seeing Wang Anshi and his group walk out of the gate, Kyle Henry sneered, and said to the colleagues around him, "Look, if there is no accident, Wujiang Company will send people to our company to negotiate, everyone just wait..."

In a cheap hotel near IBM.

Yanagawa and his colleagues have been staying for two days, and IBM has not talked to them about the IBM-PC agent.

"Old Liu, IBM has been hanging us here, what is this like! I'm almost bored to death!" a colleague complained.

"IBM is probably still negotiating with Wujiang Company. When they fail to negotiate, it will be our turn..." Liu Chuanzhi heard that and replied, he was much calmer than his colleagues, and he was very conscious of being a backup .At this moment, he was peeling an apple with a fruit knife. His technique was very good, and he peeled it from the beginning to the end, hanging a long peel.

The colleague felt very sad. He waited for others as a spare tire. He was a little discouraged. He took out a pack of big front doors from his trouser pocket, took out a cigarette, lit it with the lighter on the table, and then walked in front of the window by himself. With a depressed face, he swallowed the clouds.

……

After a week.

The IBM proxy conference is almost over.

At this time, Wujiang has not sent anyone to negotiate.

"Henry, didn't you say that Wujiang would send people over to negotiate? When is this, and they haven't come yet?"

The negotiating team looked at Kyle Henry.

Kyle Henry blushed and was a little embarrassed.He really didn't understand that Wujiang no longer sent people to talk about the IBM-PC agency.

"This may be a negotiating tactic used by Wujiang Company. In a Chinese idiom, it means 'false idiot but not Britain', which means that they want to act as an agent for ibm-pc, but they pretend that they don't want to act as an agent, and retreat to advance, so that Let's compromise first," Kyle Henry explained.

"Henry, do you still understand Chinese idioms? It's amazing!" Everyone couldn't help being surprised and praised.

Kyle Henry was a little dark, and said with a smile: "I'm overwhelmed, I'm overwhelmed!"

A few people are still joking around here, but they don't know that Wujiang Group really doesn't intend to act as an agent for IBM-PC. At this moment, Wang Anshi and his team have appeared in the headquarters of Hewlett-Packard for the second time...

PS: Please vote for support, there are very few votes today, and I will update another chapter at 11:[-] p.m.

(End of this chapter)