Rebirth 2008: I Can Make Money Reading

Chapter 49 Business Negotiations Start From the Meeting

The OEM fee is lower than our conventional manufacturing cost?

real or fake?

You are not fooling me, are you?

Wang Xun, the general manager of Huazheng Valve Company, heard Mu Yang's words, if he can't buy the equipment, if he wants to manufacture it, the OEM fee is indeed what he values ​​most.

If it is a conventional foundry fee, it is indeed lower than their company's manufacturing cost.

It only needs a small workshop of a hundred square meters, and the rent is very low. A welding machine that costs several thousand yuan a piece earns hard money, and there is no management cost. The overall cost is of course lower than that of a large factory.

When Huazheng Valve Company is looking for a foundry, it always asks the quality department and the technical department to inspect the foundry on site, evaluate the production capacity, equipment, factory site and personnel on site, and the most important thing is to see how the quality is. If possible, a small part will be outsourced first. Let the other party try to make the order, and if it is done well, increase the outsourcing order.

It's not that Mu Yangguang said it with his mouth, even if he brought a physical sample, he would not place an order immediately.

It's good to have a solution.

If it is really as good as Mu Yang said, then it will not be a problem for Huazheng Valve to accept overseas orders for such surfacing STL6 valves.

I saw Mu Yang's sample just now, it is indeed very good, it seems that I am not bragging.

Wang Xun's brows stretched out, and he no longer had the previous worries. He glanced at Muyang's business card and said, "I see your company address, it's not far from here. I want the quality department and technology department to go to the field for inspection first. , if there is no problem, how about we talk about cooperation again?"

Mu Yang didn't hesitate: "On-site inspections are fine. You can make an appointment. You can take a few small-sized gates to our company for trial welding. I still have to go to other valve companies to discuss today, so I won't bother you for now."

Mu Yang only left one sample, and the other two samples had to be taken back. Put the computer in the bag and prepare to leave Huazheng Valve Company.

Wang Xun was a little anxious: "Mr. Mu, are you going to another valve factory?"

Huazheng Valve was complained by a major customer, and they still have room for recovery, which is to re-deliver.

If there is a serious safety problem, Aman Petroleum Company will complain to Huazheng Valve Company to the API agency of the American Petroleum Association.

If you really complain to the API agency, and after verification, if the problem is serious, Huazheng Valve Company will be banned from API-related qualifications and monograms of the problematic valves, and will not be able to export such valves.

why?

Because Aman Petroleum Company requires the valve design and manufacture to implement the API standard.

"Of course, I think other valve companies also have the same problems, and they need to be solved urgently." Mu Yang made no secret of his purpose. If we can't cooperate with you, there are so many valve factories in China, there must be some eager to cooperate.

He didn't expect to be able to negotiate the cooperation today. Most of them will discuss internally, then conduct on-site inspections, discuss again, and finally discuss cooperation.

It wasn't just because he opened his mouth that he could immediately take the order on the same day.

Even if the cooperation is successful, the first cooperation is for a small order.

Wang Xun was silent for a while, and said: "Mr. Mu, why not go to the field for inspection today. If there is no problem and the price is right, it is not impossible for us to hand over part of the order to you for OEM."

The delivery cycle of general valve orders is three to six months, and the time is very tight. For this kind of valves that need to be shipped again, they must not wait for three months.

Mu Yang was a little surprised: "Of course, I will change my plan today."

Wang Xun: "Okay, you wait for us downstairs for a few minutes, and I will arrange who to go first."

"OK."

Mu Yang shook hands with Wang Xun and left their office.

After Mu Yang left, Wang Xun said: "Judging from the samples given by Xinghai Company, it has indeed solved our problem, but I don't know the actual situation.

Let's go to the field first, Mr. Wu, let's observe more on the spot. If the equipment is good, we can also build one or two and do it ourselves. "

"Mr. Wang, from the video, I can see that they start the welding with one button, and the equipment is well wrapped with heat insulation. It is estimated that the leakage of equipment and technology has been expected." Wu Yang did not dare to promise.

Wang Xun nodded: "Well, let's go and have a look first, Mr. Chen, Wu Gong, Zhang Gong and Hao Jian all go to have a look, I will go too, I just happen to be free today, is it as awesome as people say? .”

The visitors were arranged, and a few minutes later, five people including Wang Xun came to the parking lot.

When Wang Xun and the others saw Mu Yang leaning against the door of the Porsche Cayenne, they were even more sure of his financial resources, and they underestimated him at first.

Twenty minutes later, everyone drove to Xinghai Company, and Mu Yang led five people from Huazheng Valve Company into the workshop.

So far, the entire Xinghai Machinery Company has only 9 employees. Wang Xun found that the number of employees is a bit small, and the company is not large, but the area it occupies is not small compared to most foundries. He asked curiously: "President Mu , How many employees does your company have?"

"At present, there are thirty or forty people. Our company has an early holiday, and most of the employees have gone back to celebrate the New Year. We officially have a holiday on the 24th of the lunar calendar."

Mu Yang lied casually, "When are you on vacation?"

Wang Xun: "We are one day late, the 25th of the lunar calendar, and some employees did go back first."

Mu Yang said: "After finishing the work tasks at the end of the year, I will leave early. There is no way, I can't stop it."

Wang Xun agreed: "It's true, it's not easy for workers."

The two chatted while walking, and Mu Yang took everyone to one of the welding rooms in the welding workshop.

Mu Yang personally operated the equipment, first picked up a 3-inch gate, installed one of the workpieces, turned on the equipment, and started welding with one key. Weld another ram of the same size on another piece of equipment.

After about twenty minutes, both workpieces were welded.

After the workpiece is cooled, perform spectrum and hardness testing.

As a result, both are qualified, the welds are beautiful, and there are no welding defects.

The weld seam has no defects and the thickness is sufficient. This is the most basic requirement. On this basis, if the spectrum and hardness are qualified, then the product is basically qualified. Other items can be estimated to be ok without testing.

After the process is formulated, all items are tested with samples. After passing the test, when it comes to real mass production, only the key items are tested.

Batch products, 100% visual inspection, and random inspection for spectrum and hardness items.

Next, there was no need to weld the samples anymore, Mu Yang took everyone to the reception room on the first floor of the office building for a meeting, and let an employee entertain them, while Mu Yang took Wang Xun to his own office to have a chat over tea.

After sitting down, Wang Xun saw that Mu Yang was not in a hurry this time. After drinking two cups of tea, Wang Xun couldn't help but ask first:

"Mr. Mu, can you offer a price for your equipment?"

Mu Yang shook his head and smiled: "Mr. Wang, I'm really sorry, this equipment is not for sale at the moment.

In fact, the OEM does not cost much. As far as I know, the OEM fee for a 10-inch ram is 1,200 yuan, and it can be paid at this price.

For other sizes of surfacing STL, the price is estimated according to the proportion of welding consumables. "

Wang Xun said: "This price is expensive!"

If the quality is stable, in fact, he can accept a higher price, which is not a high price.

Mu Yang took out a piece of A4 white paper from the table, and wrote while talking: "For a 10-inch gate, the surfacing material is only 2 kg, and the cost of welding materials is more than 500 yuan. Other fees.

If it is a conventional OEM, the repair rate is 8%, and the gross profit is 10%. Our equipment is more advanced, and the repair rate is low.

However, the cost of our early research and development equipment is very high. Calculated, the profit is similar to that of conventional welding.

If your company processes, the management cost will be higher. If the repair exceeds 5%, the cost will exceed 1,200 yuan, so it is better to OEM for us.

The quality of our OEM can be said to be the best in China, and the cost of OEM is low. Mr. Wang, I don’t need to say more. "