Rebirth 1984: Starting with the development of Hanka

Wang Anshi waited at IBM for a while, and soon an IBM employee talked to him about agency matters.

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

The IBM executive in charge of the negotiations was Kyle Henry. After listening to Wang Anshi's opinions, he said: "It is no problem for Wujiang Group to have the exclusive agency rights of IBM-PC in China, but before that, we hope Wujiang can terminate its relationship with Hong Kong Cooperation with Jinshan Company!”

Wang Anshi frowned and said: "Mr. Henry, is your IBM company's request unreasonable and forcing others to do something difficult? Our Wujiang Group cooperates with other companies, and IBM has no right to interfere."

"Because your company's agency for super-pc has affected the sales of IBM-PC!" Kyle Henry said calmly, but his words were overbearing and his expression was a little arrogant.

"Mr. Henry, you are right, so you should consider looking for our Wujiang Group to represent IBM-PC. Hong Kong Kingsoft's super-PC is just an IBM-PC compatible machine. To put it mildly, it is just a no-name brand. Assembling a machine, but Wujiang Group was able to make it one of the top three PC sales in China!”

Wang Anshi asked calmly, "IBM insists that Wujiang Group terminate its cooperation with Hong Kong Kingsoft Company. Does this mean that IBM, as the dominant player in the computer industry, does not have the confidence to compete with a no-name PC brand?"

After listening to this, Kyle Henry looked a little unhappy and said coldly: "IBM is certainly not afraid of any competitors. However, your company wants to act as an agent for both super-PC and IBM-PC. I'm afraid that by then, the promotion resources will be exhausted. It’s not easy to arrange the distribution! I suggest you concentrate on being an agent for IBM-PC! A low-level brand like super-pc can be crushed to death at any time as long as IBM is willing!”

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 rights in the mainland, what will be the share ratio 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 profit, and we, IBM, get 90% of the profit!"

"It's only 10%. 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 leave it to him to decide. Let's talk about it next time!" Wang Anshi finished. Get up and say goodbye directly.

Wujiang Group acts as an agent for super-pc, and the share ratio is 50% of the profit.

The first round of negotiations ended unhappy.

Returning to Wujiang Group (US branch), Wang Anshi immediately called Zhao Ye and briefly described the negotiation process.

Zhao Ye frowned when he heard this.

This IBM company is acting overbearingly, which is a bit excessive.

As the exclusive agent for IBM-PC, he cannot be the agent for other PC brands, which is a bit difficult for Zhao Ye to accept.

Zhao Ye was a bit unable to handle the matter of kicking Hong Kong Jinshan Company out of the cooperation for no reason.

Moreover, the profits that super-pc brings to Wujiang Group are also considerable.

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

If IBM knew about it, wouldn't it be furious?

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

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

Moreover, the profit sharing ratio was only 10%, which made Zhao Ye even more disdainful.

"Mr. Wang, please go and talk again and insist on three bottom lines: first, exclusive agency rights; second, the share ratio cannot be less than 25%; third, you cannot interfere with our company's agency for other PC brands. If you don't agree to any of them, 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 when he heard this and was not surprised at all.

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

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

The Lenovo Han Card is a bargain. Will people who buy the Lenovo Han Card choose the expensive IBM-PC? Wouldn’t it be nice to buy a super-PC worth over RMB 10,000?

Obviously, IBM's best partner is Wujiang Group.

But if IBM insists on bullying its customers, don’t blame Zhao Ye for being disrespectful!

The next day, Wang Anshi came to IBM again.

After the negotiations began, Wang Anshi always adhered to the "three bottom lines."

Of course, IBM is not willing to agree, and they still want to tweak it.

If the first and third items can be agreed reluctantly, then IBM will firmly disagree with giving up 25% of the profits.

Seeing that IBM was unwilling to let go, Wang Anshi said neatly: "In that case, next time we have a chance, our Wujiang Group will cooperate with IBM. Farewell!"

IBM's negotiators thought Wang Anshi was retreating in order to advance, deliberately pretending to be so, but they did not know that Wujiang Group really did not intend to cooperate with IBM.

Seeing Wang Anshi and his entourage walking out of the door, Kyle Henry sneered and said to his colleagues: "Look, if nothing else happens, Wujiang Group 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 yet talked to them about the IBM-PC agent.

"Lao Liu, IBM has been leaving us here for a long time. What's this like? I'm almost bored to death!" a colleague complained.

"IBM is probably still negotiating with Wujiang Group. When they can't reach an agreement, it will be our turn..." Hearing this, Yanagawa Yuki replied. He is much calmer than his colleagues and has the awareness to be a spare tire. . At this moment, he took a fruit knife and was peeling the apple. His technique was very good. From the beginning to the end, a long peel hung.

The colleague felt very sad. He and others were a spare tire. He was a little discouraged. He took out a pack of large front doors from his trouser pocket, took out a cigarette, lit it with the lighter on the table, and then walked to the window by himself. He puffed up with a depressed face.

……

A week later.

The IBM Agent Conference is almost over.

At this time, no one from Wujiang was seen coming to negotiate.

"Henry, didn't you say Wujiang would send people over to negotiate? How long has it been and they haven't come yet?"

The negotiating team looked at Kyle Henry.

Kyle Henry's face turned red and he was a little embarrassed. He really didn't understand that Wujiang no longer sent people to discuss the IBM-PC agency rights.

"This may be a negotiation method used by Wujiang Group. In Chinese idiom, it is called 'Fake Crazy But Dian', which means that they want to represent IBM-PC, but they pretend not to want to act as an agent, so as to retreat in order to advance. Let’s be the first to compromise,” Kyle Henry explained.

"Henry, do you still understand Chinese idioms? It's amazing!" Everyone couldn't help but be surprised and praised him one after another.

Kyle Henry was a little happy and said with a smile: "Thank you, thank you!"

A few people were still joking here, but little did they know that Wujiang Group really did not intend to represent IBM-PC. At this moment, Wang Anshi and his team had appeared at the headquarters of HP for the second time...

PS: Please vote for me. There are so few votes today. I will update another chapter at 11: pm.