"You have connections in the United States. You should know that lobbying at this level cannot be achieved with money alone, or it cannot be done with money alone." On the phone, Guan Yueling obviously did not believe that Xu Cang had a way to convince American Airlines.
Many people have the misunderstanding that favors are a feature of China. In fact, the United States is a society based on favors, and those favors are open, public, and clearly marked. In the United States, lobbying has even developed into a formal industry, with specialized lobbying companies.
These lobbying firms rely on their own connections to help employers solve problems and get paid accordingly.
If you think there are no connections or favors in the United States, it only shows that your level has not yet reached the level where you need to use favors.
ANA could actually find a corresponding lobbying firm, but there are so many lobbying firms, and there are good and bad among them. As a Japanese airline, ANA is not actually very clear about who is capable and who is just bluffing.
If you are not careful, it is easy to waste money.
In fact, it is not easy to find a suitable lobbying company. It is one thing to waste lobbying expenses, but if it causes resentment from American Airlines, it would be a big loss for the sake of a small gain.
Moreover, there is another most fatal problem.
Lobbyists are often referred to as "political middlemen". As the name suggests, this profession often serves politics and rarely involves commercial activities. ANA has looked for some top lobbying companies. Although I don't know them well, I think they are well-known and they are not bad.
However, after looking at several top lobbying companies, they basically all stated that lobbying on commercial activities goes beyond the company's business.
Lobbying companies are not omnipotent. Just like getting into a good school, you can't ask a lobbying company to lobby the school to admit you. What you actually need to do is to get recommendation letters based on your own abilities.
ANA's current dilemma is that it can't find a suitable lobbying firm, and there is a high probability that such a firm does not exist, so it can only rely on its own connections in the United States. However, ANA obviously does not have the connections that can influence American Airlines' decision-making.
But now Xu Cang said that he had connections that could influence American Airlines. Instinctively, Guan Yueling did not believe that Xu Cang had such great power, but out of a helpless compromise with reality, Guan Yueling still wanted to hear what Xu Cang's plans were.
"In fact, for American Airlines, there is not much difference between choosing you or Japan Airlines. Now all it needs is a third party with enough weight to force American Airlines to make a decision to side with one side."
To be precise, Xu Cang's words were even a little conservative. ANA was very eager to get the US route, much more urgent than JAL. If American Airlines negotiated with ANA on this basis, it would have certain advantages in cooperation.
However, after all, American Airlines has a very long history of cooperation with Japan Airlines, and it is accustomed to continue to cooperate with Japan Airlines. Therefore, there must be a third party to change the continuity of American Airlines' business strategy.
As long as American Airlines realizes that it does not have to cooperate with Japan Airlines, ANA's advantages will become apparent.
Although ANA does not perform well on international routes, the size of its heavy aircraft fleet is still quite considerable, which is completely sufficient to operate routes to the United States.
How could Guan Yueling not understand Xu Cang's words: "The question is, why do you want to mediate?"
"Universal!" Xu Cang said these two words directly.
"Pratt & Whitney?" Guan Yueling was startled. "Pratt & Whitney? What's the connection between them and American Airlines?"
Guan Yueling certainly knew what Pratt & Whitney was, one of the world's three largest aircraft engine manufacturers. At first glance, it seemed that Pratt & Whitney should be associated with most airlines. After all, its engines were sold all over the world and used by many airlines, not to mention giant airlines like American Airlines.
But in reality, there is generally not much contact between aircraft engine manufacturers and airlines, just like passenger airlines generally do not communicate with car engine companies, and they contact car manufacturers when there are problems.
There is an aircraft manufacturer between the airline and the engine manufacturer, which means that the two are destined not to get too close. Therefore, Guan Yueling could not understand what Xu Cang's intention was. To be honest, it was more feasible for Guan Yueling to let Boeing executives lobby American Airlines.
"There is no close connection between the two families." Xu Cang admitted very naturally.
Guan Yueling clearly sensed a hint of annoyance on the other end of the phone: "Then you said Puhui!"
"The two companies have no direct connection, but that doesn't mean they can't influence each other. There is no connection between Pratt & Whitney and American Airlines, but Pratt & Whitney's parent company United Technologies Group and American Airlines' parent company AMR Group have a close relationship. Of course, to be precise, the aviation systems division of United Technologies Group has a close relationship with the Expo Group under AMR Group."
For a moment, there was a long silence on the phone. Guan Yueling was almost stunned by the whole conversation.
"Wait, what did you say just now?" Guan Yueling thought for a moment and said, "You mean to let the two companies cooperate at the parent company level?"
"Is it hard to understand? Let Pratt & Whitney persuade its parent company, and then its parent company United Technologies Group instructs its subsidiary Aviation Systems Division to communicate with World Expo Group, and then World Expo Group reports back to AMR Group, and finally lobby American Airlines in the name of AMR Group. In fact, this chain looks complicated, but it is actually very simple. The key is that the Aviation Systems Division of United Technologies Group has a good relationship with World Expo Group. I believe they are willing to help as long as Pratt & Whitney is willing to ask for it."
Guan Yueling was silent for a moment, and it seemed that Guan Yueling was still confirming the possibility of this matter.
"Don't hang up yet." Guan Yueling said, and then about two or three minutes later, Guan Yueling's voice finally rang again on the phone: "I have just confirmed that your content is indeed feasible. However, you can actually find the connection between Pratt & Whitney and American Airlines, and this connection is so hidden..."
To be honest, even Guan Yueling felt that Xu Cang's idea was too complicated, so complicated that she couldn't figure it out for a while. You know, Xu Cang's main job is flying, but his handling of business affairs seems to be more amazing than his flying skills.
"Then the question now is how to persuade Pu Hui?" Guan Yueling thought for a moment: "Why do I feel that things have not become simpler, but more complicated?"
To be honest, compared to convincing American Airlines, convincing Pratt & Whitney to help does not seem to be an easier task. Guan Yueling even thinks that Pratt & Whitney is more difficult to deal with. Looking at the previous operations, the results are all fancy and do not help to reduce the difficulty of the matter in the slightest.
However, Xu Cang smiled and said, "For me, I don't have anything that can impress American Airlines, but I have something that can impress Pratt & Whitney. As long as there is demand, everything will be simple."
"You still want to make a deal with Pratt & Whitney?" Guan Yueling asked, "In order to get Pratt & Whitney to agree to lobby American Airlines?"
"I want to make a deal with Pratt & Whitney, yes! To make Pratt & Whitney agree to lobby American Airlines, not just that! To make Pratt & Whitney agree to persuade American Airlines to change its partner on the US-Japan route is just one of the conditions for my deal with Pratt & Whitney."
Guan Yueling's mouth twitched unconsciously: "Are you doing other things at the same time?"
"What else? The American Airlines issue is very important to you, but to me, it can only be an additional condition."
"Then can you tell me what you are going to do next?" Guan Yueling was a little curious.
This made Xu Cang laugh: "President Guanyue, you seem to have said something that is not in line with your status. Is it okay to ask these questions?"
Guan Yueling nodded obviously, and it seemed that Guan Yueling also realized that she was a little rude, but she was really curious. Most people are single-threaded and can only do one thing well at the same time. If they take into account many aspects at the same time, it is easy to have problems.
However, looking at Xu Cang's appearance, he has become familiar with dual-line operations.
But in fact, Xu Cang never does any dual-line operations. He operates N lines at the same time. Doing only one thing at a time is a waste of time for him.
"Sorry, I spoke too much." Guan Yueling said hurriedly: "If you can help us solve the problem with American Airlines, ANA will be very grateful."
"Thank you so much, I just want something practical."
Guan Yueling was mentally prepared for this. She did not say it herself, but let Xu Cang make the request: "About this...Mr. Xu, you should say it yourself."
Xu Cang was quite satisfied with Guan Yueling's words: "First of all, we will naturally increase the profit sharing of the US route. In the first three years, it will be changed to 20:80. In addition, our personnel will be allowed to participate in the route internship. Of course, we will control the number of people to a certain ratio. During this period, all expenses of our interns will be borne by you. After three years, the profit sharing of the route will return to normal, and we will no longer send interns."
Hearing this, Guan Yueling agreed without even thinking about it: "That's no problem, we can sign the supplementary agreement right away."
If the US route can be taken, this little bit of profit can be ignored. From any angle, this is a sure win.
"In addition, during the negotiation with Pratt & Whitney, some necessary public relations fees may be incurred, which you will need to pay." Xu Cang said: "Of course, I will inform you of this fee in advance and you will make an assessment. If you feel that this fee is unacceptable or have any questions, you can terminate the cooperation at any time. However, once the cooperation is terminated, it will not be restarted later, so you must consider this carefully."
Xu Cang was also a person of status, and he could not be ordered around by ANA. Therefore, Xu Cang had only one chance to mediate on behalf of ANA. Once it stopped, even if ANA wanted to restart it later, Xu Cang would not bother to agree to it.
In this matter, Xu Cang gave ANA enough face, and all the expenses were clearly stated, with no intention of enriching himself. Of course, with Xu Cang's personality, he would not care about this little money.
Being able to achieve this, Guan Yueling was no longer satisfied with it, but was extremely satisfied, even a little embarrassed.
"We will naturally pay for the PR expenses." Guan Yueling said immediately: "Mr. Xu, I really didn't expect..."
"President Guanyue, I feel like you have some misunderstandings. I haven't finished what I'm saying yet."
Guan Yueling was startled: "Any more conditions?"
"What else?" Xu Cang said with a smile, "You are in urgent need of US-Japan routes to open up the international market. Moreover, if you can snatch some US routes from Japan Airlines, it will be a big blow to Japan Airlines, which is extremely dependent on the profits of US routes. With one gain and the other loss, won't the significance be even greater? For this kind of thing, I only put forward these conditions. Do you really think I am a living Buddha?"
At the end of his speech, a thought suddenly came to Xu Cang's mind: Do the Japanese understand what a living Buddha is?
Obviously, Guan Yueling understood this word. Although Guan Yueling also felt that Xu Cang was indeed a bit of a sucker if it was just this condition, but after hearing what Xu Cang said, she felt a little worried for some reason.
"Tell me, what other conditions are there?"
Xu Cang must have thought it through, so he asked directly: "What is the shareholding ratio of the last seat on the ANA board of directors?"
"Huh?" Guan Yueling suddenly became alert: "Why are you asking this?"
Xu Cang smiled and said, "Is this something that cannot be asked?"
"That's not the case." Guan Yueling pondered for a moment. Things like this were not particularly secret. If one wanted to investigate, it would basically be impossible to find out. However, the key point was that Guan Yueling did not understand why Xu Cang asked this question: "If I remember correctly, the bottom position should be around 5%."
"Five percent." Xu Cang paused for a moment and said, "Then my last request is that you issue additional shares, and I subscribe to no less than five percent of the shares."
Issuing additional shares means diluting the shareholding ratio of each shareholder, which is naturally equivalent to asking others to give up some of their power.
The key is this subtle shareholding ratio. Guan Yueling reacted immediately: "You want to join our board of directors?"
"Isn't it obvious?" Xu Cang admitted it readily.
"reason?"
"I think ANA has a promising future. Can that be considered a reason?"
Guan Yueling was silent again. After a long time, when Xu Cang was about to lose his patience, Guan Yueling finally spoke again: "No!"
"Are you so sure?" Xu Cang was a little surprised.
"I've already asked."
Xu Cang was stunned: "Who to ask?"
“President!”
Xu Cang raised his eyebrows: "Does that mean there is no need to continue the discussion?"
"Xu Cang, why do you suddenly want to join our board of directors? The members of ANA's board of directors have not changed for a long time, how could they let you in? Besides, you are not even Japanese." Guan Yueling said anxiously, obviously puzzled by Xu Cang's last condition: "Why don't you change the conditions? This matter is not negotiable."
"No need!" Xu Cang refused directly: "I have enough patience to wait for you to change your mind."
"No, this is the bottom line, and it will never change." Guan Yueling said firmly, looking very confident.
However, Xu Cang chuckled and said, "It's okay. Who can tell what will happen in the future? I can wait."
Guan Yueling seemed to sense a different meaning in Xu Cang's words: "Xu Cang, what are you planning?"
Guan Yueling and Xu Cang had not been together for a long time, but she could see Xu Cang clearly. This person was like a beast waiting for an opportunity, and he never attacked without a purpose. Since Xu Cang had proposed this condition, he should naturally take ANA's attitude into consideration.
From common sense, considering ANA's current thriving status, it is impossible for the board of directors to allow others to share their power, which is extremely exclusive. This is not difficult to understand or predict.
That being the case, Xu Cang still brought up the matter.
Judging from Xu Cang's tone, Guan Yueling didn't think Xu Cang was just making a pointless test, but seemed to be somewhat confident, but she didn't understand where this confidence came from. No matter from which angle, ANA should not give up the seat on the board of directors to Xu Cang.
So where does Xu Cang's confidence come from?
Guan Yueling didn't like the feeling of being set up, but the feeling of powerlessness of being seen through was uncontrollable.
"What can I plan?" Xu Cang asked back, "I am just looking forward to the beautiful vision of future cooperation between the two sides. There is no other meaning."
After saying that, Xu Cang hung up the phone.
After returning to Si Linglong and the others, Xu Cang said to Yue Sheng, "Boss Yue, it seems that the Japanese dishes are being served faster than I expected."
Yue Sheng raised an eyebrow: "From your looks, it seems like you have an unexpected surprise?"
"An accident is indeed an accident. It is not a happy occasion. We can only say that the law of nature is retribution."
Yue Sheng smacked his lips and said, "It looks like someone was trying to plot against you, but got the upper hand?"
Xu Cang did not reply to Yue Sheng's question, but nodded slightly to Si Linglong: "I'll go take care of something. We'll talk about Muhua shares later."
Si Linglong was a little tired and did not try to stop Xu Cang: "Go ahead."
Xu Cang nodded: "I'll come again in the evening."
After saying that, Xu Cang walked directly along the road towards the town. He was going to the hotel that the town had arranged for him. After all, there were many people here and many things were not convenient to talk about.
After Xu Cang left, Yue Sheng had no reason to stay. He expressed his condolences to Si Linglong and went into the yard.
Suddenly, only Si Linglong and Ma Cheng were left.
Seeing Xu Cang walking away and no one around, Ma Cheng couldn't help but ask, "Miss, are you really going to give him the chairman's shares?"
"If I control those shares, can I help you? Do you think I have the ability to do so?" Si Linglong said calmly, "There are too many people on the board of directors who want to target you. You need help."
Ma Cheng naturally understood what Si Linglong meant . He hesitated for a moment, and suddenly said something that shocked Si Linglong: "Miss, no matter what, Xu Cang is an outsider. If possible, you can give me the voting rights of the shares left by the chairman. As for dividends, I don't want any, and I can even give you more."
Si Linglong was shocked by Ma Cheng's words: "Ma Cheng, do you know what you are talking about?"
Ma Cheng hurriedly explained: "Miss, you know that I don't have enough prestige in the board of directors, so I can only increase my shareholding as much as possible. Only in this way can I suppress those people with ulterior motives. You want to give the shares to Xu Cang, and then let Xu Cang help me, so why not just give me the shares in one step? In other words, if you are willing, I can buy that part of the shares at a high price."
Si Linglong took a deep breath and forced herself to calm down: "Ma Cheng, I'm only helping you because you are Grandpa's designated successor. Don't push your luck."
"Miss, the chairman has devoted his entire life to Muhua. If he knew about this, he would definitely not want to see Muhua in turmoil. You gave the shares to Xu Cang, what if Xu Cang has other thoughts in mind?" Ma Cheng was still trying his best to persuade Si Linglong: "Miss, I am wholeheartedly for Muhua. As long as you are willing, I will pay a price for that part of the shares that will absolutely satisfy you."
However, Si Linglong's face darkened immediately: "That part of the shares was left to me by Grandpa, and it is my freedom to dispose of it. Ma Cheng, Grandpa has helped you a lot. He cleared out the Xianchi branch for you, and gave you the position of chairman of Muhua. If you still can't suppress it, it only means that you are not strong enough. Then someone with ability will replace you."
Hearing this, Ma Cheng was stunned at first, then he bared his teeth and said, "Si Linglong, do you still want to give Muhua to Xu Cang? For this idea, you gave up your voting rights in vain, and even only asked for half of the dividends."
"Ma Cheng, you're wrong about one thing. Not only me, but also Grandpa wants Xu Cang to take over Muhua Airlines. If it was him, Grandpa wouldn't have to bear the pain of splitting up the Xianchi branch." Si Linglong shouted coldly: "Xu Cang is different from you, he values ​​friendship and loyalty. I give him the voting rights for free? Just half of the dividends? No, he won't take it for granted, he will remember it in his heart, and he will repay me with more in the future."
Ma Cheng said viciously: "You are too naive. There is no one in this world who does not covet money and power. What he is showing to you now is just a false appearance. Once you transfer your shares to him, he will kick you aside without hesitation."
Si Linglong glanced at Ma Cheng with some disgust: "So, he is different from you."
Ma Cheng was startled, and saw the barely concealed disgust in Si Linglong's eyes. He let out a long sigh, but did not dare to threaten Si Linglong again. He could only say bitterly: "Whatever you want!"
After saying that, Ma Cheng left, leaving behind Si Linglong who felt a little melancholy.
Suddenly, Si Linglong slowly stood up and sighed softly. After Si Weimin left, she was like a helpless little lamb. She had no power to manage those shares. Perhaps, she could be a director who didn't care about anything, but it was obvious that Si Linglong didn't want those shares to rot in her hands.
However, if she wanted to make those shares play their due role, it would be impossible to rely on her.
Si Linglong didn't understand those business operations, but she believed in her grandfather's vision and her own feelings. She thought Xu Cang could be trusted and relied on, as long as she recognized this and acted in a way that was consistent with him.
However, although Ma Cheng said a lot of nonsense, some of what he said was correct.
That is, Si Linglong really wanted Xu Cang to take over Muhua Airlines. However, as an outsider, Xu Cang could not exert influence on Muhua Airlines, and the shares left by Si Weimin were the best leverage.
Si Linglong could see that Xu Cang did not want Muhua Airlines, and no one would be indifferent to such a giant enterprise. However, the position of chairman had too many constraints and restrictions, which was not what Xu Cang wanted, so Xu Cang refused.
However, if there is a position that can influence the decision-making of Muhua Airlines without being too restricted, I believe Xu Cang will be satisfied to accept it.
And now, Si Linglong wants to create such a position for Xu Cang.
This was not out of love or some naive idea. She had a little bit of affection for Xu Cang, but it was limited to that extent. She did this not for Xu Cang, but for herself.
…
Xu Cang thought a lot along the way, and after returning to the hotel room, he had basically figured out the future plans. It must be said that JCAB's lack of caution in destroying the materials gave Xu Cang an excellent opportunity, an opportunity to enter the decision-making level of both JAL and ANA.
Compared to the top two airlines in South Korea, the top two airlines in Japan seemed to be a solid block. But now, everything has changed. With just a pile of undestroyed paper, Xu Cang has the opportunity to control these two top airlines in Asia.
However, some things still need to be done in advance, such as the transaction with Pratt & Whitney.
Of course, up to now, ANA seems unable to accept Xu Cang's conditions. Then Xu Cang's deal with Pratt & Whitney seems to have lost its meaning. However, in Xu Cang's imagination, ANA will eventually accept his conditions, and all he has to do is wait.
Of course, in addition to waiting, it is also necessary to give ANA's decision-makers an appropriate push so that they can see the situation clearly.
Since everything is in Xu Cang's plan, the following things can be done in advance. After all, the transaction with Pratt & Whitney will also involve some other aspects, such as AVIC.
After returning to the room, Xu Cang sat on the bed, took out his mobile phone, found Chen Jinwu's number in the address book, and quickly called him.
The call was connected, and Chen Jinwu's voice came from the other end: "Xu Cang, why are you calling?"
"Mr. Chen, where are you now?"
"Shanghai." Chen Jinwu said, "But I have to go to Shangdu later."
"Because of Mr. Si's matter?"
"Huh?" Chen Jinwu was startled: "How did you know?"
Chen Jinwu is fully focused on the research of domestically produced large aircraft, so it is understandable that he is slow to respond to news from the outside world.
Xu Cang was silent for a moment: "I was there when the old man left. I am in Shangdu now."
"Is that so?" It can be heard that Chen Jinwu was not in a good mood. He also knew Si Weimin. Although their relationship was not that deep, Chen Jinwu still felt a lot of emotion when he saw people of his generation gradually leaving.
"Mr. Chen, let's not talk about the old man's business for now. I have something to discuss with you now."
Chen Jinwu collected his thoughts and asked, "What's the matter?"
Xu Cang paused for a moment and said, "Mr. Chen, I would like to place an order with Pratt & Whitney on behalf of AVIC to purchase 100 PW6000 engines in the next five years."
"One hundred PW6000s?" Chen Jinwu was stunned. "PW6000 is Pratt & Whitney's latest engine, right? This... the price of the order is a bit high."
One hundred PW6000 engines, the total price of this order is probably billions.
"Mr. Chen, AVIC has already accumulated some fuselage production technology. After obtaining the 737 blueprints, the fuselage accumulation alone should be enough. The biggest problem is the engine." Xu Cang said: "Once those foreigners know that we want to develop our own engines and have achieved some results, they will definitely stop us at all costs. Domestic engines still have a long way to go, but if we get halfway, those foreigners want to sanction us on aviation engines, such as banning the sale of engines, then shouldn't we prepare early?"
The current situation is that the technology of domestic aircraft fuselages is ahead of that of aircraft engines. In the future, it is very likely that the aircraft will be built first, but it will lack a domestic engine. In this case, we must not wait foolishly, that would be a waste of money.
In this case, most of the time, some foreign engines are purchased as replacements first, and then the domestic ones are switched after they are put into operation.
But if this is the case, what if those foreign countries realize the threat and stop providing advanced engines for domestic aircraft? Will the entire project be stopped?
In order to prevent this situation from happening, Xu Cang’s idea is to stockpile some high-performance engines in advance.
Chen Jinwu could understand what Xu Cang meant, but he instinctively felt that this matter was not that simple.
"Xu Cang, tell me honestly, do you have any other ideas?"
Xu Cang was stunned: "Mr. Chen, can you see this?"
"You have a lot on your mind, and I'm not sure, so I want to ask you. Of course, if you don't want to tell me... then forget it."
Xu Cang hesitated for a moment. He knew that Chen Jinwu was not fooling him. If he really didn't want to say it, he didn't have to. However, in this case, Xu Cang didn't intend to hide it: "Mr. Chen, I do have some other ideas about this list."