Chapter 89 Compaq's High-Level Visit

After dealing with the Jianlibao factory, Fan Wubing returned to Beijing.

Because my sister, Fan Ting, has already sent news that the sales agency request for Compaq Corporation of the United States has been answered, and that the other party's senior management is planning to visit mainland China recently and is willing to contact this side.

Is it just a touch? Fan Wubing secretly laughed in his heart, he understood the arrogance of Americans, he thought that all the latest technology in the world was invented by himself, and China should still be a primitive society out of ignorance, it is very ridiculous to say.

But Fan Wubing is confident that as long as the other party comes to Beijing and sees the huge market opportunity and his own economic strength, he will definitely be tempted. Lenovo, which only had 200,000 funds, was able to take down IBM. With hundreds of millions of funds in hand, could it be possible to deal with a Compaq company that has only been established for two years and has not taken off in a real sense?

After Billy Merton got off the plane and arranged a hotel, he came to the Fans Club in Wangfujing.

This name was randomly chosen by Fan Wubing. Although it will take many years for personal computers to be popularized in mainland China, it is also a good choice for everyone to remember a famous name. Therefore, when Billy Merton saw the red When I saw the English signboard with gold letters on the bottom, I was taken aback.

It was the weekend, and there were about a dozen part-time Peking University students busy in the lobby, and more people went out to solicit business. Billy Merton glanced at the surrounding environment, and found that the layout was very casual, which was very pleasant. It doesn't feel like it's supposed to be a commercial establishment. On one side of the hall is a bar. There were also a lot of alcohol and drinks in it, and a refrigerator that was probably made by Nissan was filled with ice cubes. Obviously, they also drank ice water.

Around the hall, there were some wicker chairs with a very rustic Chinese flavor, and Billy even saw two or three swings hanging in a corner. In short, Billy feels different from any commercial organization in China, and he can't help but feel very curious about this Chinese company that has sent a cooperation proposal to Compaq.

Billy is undoubtedly one of the few major shareholders of Compaq Corporation. In 1982, he and Rod Kenyon and Jimmy Harris, who also came from Texas Instruments, contributed 10 million US dollars. Founded Compaq Corporation.

Compaq's original product was IBM's first version of the portable and compatible personal computer. In March 1983, it sold for $3,950. This big guy should be regarded as the ancestor of today's notebook computers. Although it is not the first portable computer produced in the world. But it was the first portable computer produced outside of IBM. The first compatible personal computer recognized by IBM, and it was quickly recognized by everyone. Compaq sold more than 53,000 units in the first year, creating the company's reputation in the U.S. business field. Record sales revenue in the first three years. However, this computer is very bulky in the later view. It is a nine-inch black and white screen, two five-inch floppy disks,

A big guy weighing twenty kilograms.

Billy and others grasped the crux of the problem very keenly. Most of IBM's components in the machine were not directly produced by itself, which may be the main reason for Compaq's great achievements. And because Microsoft has never transferred the license of its operating system to any computer manufacturer. This has also become a major obstacle faced by all computer manufacturers. But Billy and others discovered that in hardware production, the only thing that needs to be copied is S, so Compaq spent one million dollars to buy this patent, which can be decompiled. This quickly made it an industry leader with other companies in the compatibility industry.

Throughout 1982 to 1984. Compaq's development momentum is extremely rapid, and it is estimated that this year, that is, the sales revenue in 1984 will reach more than 100 million US dollars. It will set a commercial sales record in the United States for the first time, which also makes several Compaq bosses feel very proud. After receiving the cooperation proposal sent by Fan Wubing and others, everyone's interest is not very high.

"In that ancient closed eastern country, they will use such advanced modern tools? I doubt it very much—" A large shareholder expressed full doubts, thinking that even if the computers were sold in mainland China, the gains would be negligible .

The result of the final discussion was to ask Billy, one of the major shareholders, to come to Beijing to take a look in person to see if there really was a possibility of cooperation.

"Hello, what do you need?" A girl who was in charge of the front desk immediately stepped forward and asked Billy in English.

oh! Thank god this is really good! I thought they didn't speak English! Billy first paid tribute to God, and then introduced himself, "I am Billy, the executive vice president of Compaq Corporation, and it was you who proposed cooperation." Billy handed over the invitation letter from his pocket .

Fan Ting, who was reading the report in the office next to her, heard the movement, and immediately came out, looked at Billy's invitation letter, confirmed his identity, and invited him to sit at the bar next to her with apology, feeling a little nervous. He complained, "I thought Fan Wubing would come over, but now I don't know where this kid has gone. I'm really depressed."

However, Fan Ting generally understood Fan Wubing's intentions. In addition, they also had a certain understanding of the American Compaq Company, and knew that Billy was one of the big bosses of the Compaq Company. Dare to neglect.

Billy said straight to the point, "My time in China is very tight this time, because Compaq is also very interested in the business in mainland China, so after seeing your company's cooperation proposal, we also discussed it. So I As soon as I came to Beijing, I visited your company first, and I want to know, if your company becomes the general agent of Compaq in mainland China, what kind of development roadmap will it bring to our company?"

Billy's question is actually a question that Compaq's executives are most concerned about. The economic level in mainland China is relatively backward. It is hard for them to imagine the use of these personal computers by Chinese people. Besides, the problem of Chinese input in the computer has not been well solved yet, right? Simply using the English input method, it is difficult for Billy to imagine how much personal computers will develop in mainland China.

Even IBM's executives only think that high-end servers are the ultimate market demand, and personal computers are just a luxury that looks good, and it will not have a big development.

Although Compaq's personal computer business is the highest in the United States, it does not dare to imagine that in the next few years or ten years, more than one-third of the world's population will use personal computers as a means of learning, working, communicating, One of the main tools of consumption.

Fan Ting calmly said to Billy, "Mr. Billy, the market in mainland China is much more complicated than that of any other country and region. Maybe from your point of view, this is a piece of chicken ribs and there is not much profit to be made. But from our point of view, it is not difficult to develop this market. Therefore, you first need to build up confidence in us as a potential partner, and then you can understand our whole set of market operation strategies.”

"Huh?" Billy felt that this young girl had some negotiating skills, so he couldn't help asking with great interest, "So, beautiful lady, how will you strengthen our confidence in your company?" ? This is not as simple as just talking about it—"

Fan Ting had already prepared for this, and immediately took out a document and sent it to Billy.

Billy opened it up and looked at it, and found that it was a bilingual material in Chinese and English, which was very formal. When he looked carefully, he couldn't help but be shocked.

This material is Fan Wubing's trump card in order to negotiate with major companies.

The content is not complicated, it is just a document issued by a Swiss bank on Mr. Fan Wubing's income and asset details, but the amount involved in the few pages is hundreds of millions of RMB, some of which are even more It is settled in Japanese Yen.

Calculated in this way, Mr. Fan Wubing's personal assets are about 30 million US dollars, but 30 million US dollars sounds like a lot, which is just the total investment of Compaq when it started. Although Billy I believe that this FANS club has the strength to represent the Compaq brand, but I don't believe that his influence can spread throughout the entire mainland of China.

So Billy said, "I believe that there is no problem for your company to act as an agent for a region, but can you handle such a huge market in mainland China? Moreover, from the perspective of qualifications, most of your employees are Students at school, how can I believe that your company's business will continue to grow?"

This foreigner really talked a lot, Fan Ting frowned, and then explained, "Personal computers are a relatively new thing in mainland China, and simple sales cannot meet the needs of consumers, so we need to establish A large and effective after-sales service team. As college students, their learning ability is amazing. Within three to five months, they can grow into a qualified sales or after-sales service personnel. An important reason why our company focuses on choosing college students as employees. Besides, young people are full of vigor and enterprising spirit. I don’t know what Mr. Billy thinks?”

"Then, okay!" Billy obviously won't be moved by Fan Ting's few words, he shrugged and said, "I think I need to contact the head office and do some preliminary research on the Chinese mainland market. I understand that before I conclude my visit to China, I will, on behalf of Compaq, give your company a clear answer on the matter of cooperation."

"As you wish." Fan Ting replied very reservedly.

"Also, can you get me some of this drink? I think it's delicious." Billy pointed to Jianlibao and said to Fan Ting.