Chapter 334: The Lion Opens His Mouth
After hearing Shirakawa Kaede's question, Louis from IBM straightened up and took another look at the Japanese man opposite him.
This direct negotiation style was very different from what he had imagined Neon to be like.
No, that can't be said. At least the other party raised this question only after IBM had given up the idea of monopolizing CD drives.
Is this the Eastern negotiation wisdom? It’s quite interesting indeed.
"Okay," Louis spread his palms, then turned around and said, "Daly, please prepare a few cups of coffee. Mr. Baichuan and I have something to talk about. Please don't let anyone disturb us, thank you."
After the assistant who was shaking his hips walked away, Louis looked at Robert beside him.
"Robert, can you tell me what problems need to be solved in the process of popularizing CD-ROM? Or what other aspects need to be improved?"
Louis did not directly answer Baichuan Feng's question. Instead, he asked the technical director Robert to talk about the popularization of CD storage.
Baichuan Feng did not comment on his actions, but just waited and saw what would happen.
Instead, Robert immediately took out several documents from his side, then spread them out and explained them one by one.
Obviously, IBM did not do nothing during this period.
“First of all, if we want to promote it to computer users around the world, standardization is a necessary path.
Please note that the standardization mentioned here refers to the standardization of optical drives.
After all, as a carrier of information, the specifications of CD-ROM discs had already been completed by Mr. Shirakawa.
The optical drive and the optical disc form a complete whole.
The optical drive that Mr. Shirakawa demonstrated on the stage was, if I'm not mistaken, quite crude.
Interface, size, scanning speed, software and hardware support, etc., all of these must have unified specifications in order to be supported by computer hardware suppliers.
Otherwise, believe me, the optical drive market will become a mess in the future."
Robert finished speaking in one breath, and then Louis picked up the coffee and took a sip slowly.
"Mr. Shirakawa, this is what IBM can do to promote CD storage, and this is also what IBM wants."
Baichuan Feng understood what the other party meant. What IBM wanted was indeed extraordinary.
Louis' meaning was obvious. IBM could help Shirakawa Electric gather most of the world's computer hardware suppliers, and everyone could sit down together to set standards for optical drives.
As long as this is done, there will be no need to worry about the popularization of CD-ROMs in the future.
IBM has the ability to call on the entire computer industry to set standards, and only IBM can do this.
So what does IBM want? To be part of the standards process!
Participating in the formulation of standards means that IBM can collect patent fees from optical drives in the future.
All hardware manufacturers who join in will have to pay a patent fee for each optical drive they produce.
As one of the standard setters for optical drives, IBM has the right to get a share of the patent fees.
Who invented the optical drive? Shirakawa Electric.
Who invented the CD-ROM? Shirakawa Electric.
But so what? IBM can still collect patent fees without paying anything.
No, IBM used its prestige and appeal to help Shirakawa Electric develop relevant standards.
The patent fees were the compensation he wanted to get from optical drive storage, and it was a reciprocal transaction.
As a unique giant in the computer industry, what it wants is far more than a fixed salary. What it wants is something more high-end and with more say.
As for other manufacturers, are they willing to pay this patent fee?
There is no doubt that the capacity of 700MB compared to the 700KB floppy disk is definitely a nuclear-level blow and shock.
Otherwise, as the inventor of the floppy disk, IBM would not have cut off its own efforts and actively promoted CD storage.
Because he knew in his heart that the gap between the two was unbridgeable.
As I said, technology cannot be killed. From the day it comes out, it is destined to shine in the world.
Of course, there will be a transition period from floppy disks to CDs. After all, current CDs do not have the ability to erase and write.
After understanding the other party's plan, Baichuan Feng felt very conflicted.
The reason why he ignored the public opinion in Japan at that time and came to meet with IBM people secretly was not because he was attracted by their strong appeal in computers?
Shirakawa Feng's original plan was to have White Electric produce optical drives and then supply them to IBM to be installed on the other party's computers.
In this way, Shirakawa Electric's optical drives can be quickly promoted.
After all, it is IBM, and there are too many manufacturers following its lead. I believe that with its leadership, the popularity of optical drives will be greatly accelerated.
By that time, Shirakawa Electric would earn money from the finished optical drives while licensing them to overseas companies and collecting patent fees.
After all, it is a global market and Shirakawa Electric alone cannot swallow it all.
Especially when you are still weak, it is a taboo for businesses to eat alone. It is easy to become a target of public criticism, and you may end up with nothing.
But even so, this will definitely be a money printing machine for Shirakawa Electric in the next ten or twenty years.
But it's clear that IBM is also very aware of its own value, and they want more.
Shirakawa Feng knew that with the help of IBM, the promotion of CD-ROM would be rapidly expanded.
However, not only were the patent fees divided up, but a portion of the relevant voice was also taken away.
This is the technology giant IBM. Baichuan Feng doesn't know whether the other party will come up with something even more amazing after getting the relevant information.
But if we reject IBM, there's no point in expecting it to promote optical disk storage.
If the other party tries to trip it up, Shirakawa Electric will be in big trouble.
After thinking it over again and again, Baichuan Feng put his concerns aside and decided to test the other party's attitude first.
“Mr. Louis, we admire IBM’s appeal in the computer field.
So, what is the return that IBM wants for the standardization of optical drives?
“50%” Louis offered without hesitation.
Hearing the other party's offer, Bai Chuanfeng shook his head, "Mr. Lewis, IBM's offer is not sincere at all.
Shirakawa Electric invested a huge amount of money and a long time in the research and development of CD-ROM and optical drives.
Today's results are only achieved after countless failures.
I believe that as a research and development company, IBM understands the difficulties involved.”
"Mr. Shirakawa, it is precisely because IBM understands the value of technology that it offers such a reasonable price.
Believe me, with IBM joining in, no one dares to infringe on the interests of optical disk storage.
50% of the patent fee in exchange for a wider market is absolutely worth it.”
Louis still had his knees crossed, sipping his coffee slowly . He had enough patience to handle this negotiation.
More importantly, according to IBM's survey, the other party's influence in the computer industry is almost zero.
It would be a shame not to rip off such a harmless company that holds valuable stuff.
As for the cooperation between the other party and Japan's local computer company..., tsk ~ Can Japan's computers be compared with IBM?
In addition to copying openly, they also copied secretly. In the eyes of IBM, Japanese computers have never caught their attention.
Seeing IBM's determination to take advantage of him, Baichuan Feng sighed in his heart.
It is still too weak. Even if the sovereignty of the optical drive is preserved, most of the benefits are lost.
If IBM takes 50% of the patent revenue, will Shirakawa Electric get the remaining half?
Of course not. Don’t forget the two hurdles that CD technology cannot bypass: Sony and Philips.
Even though they did not participate in the development of CD-ROM, they still had to share part of the profits according to the original agreement.
This means that if Baichuan Feng agrees to IBM's conditions, he will most likely be the one who gets the least benefit in the end.
After considering for a long time, Baichuan Feng looked up and gave his answer.
"Mr. Louis, 15% is our bottom line."
Louis, who was sitting opposite the sofa, shook his head regretfully and said nothing.
"In that case, come visit Mr. Louis another day."
Seeing the other party's tough attitude, Baichuan Feng knew that there would be no substantial progress today.
So he, who was busy with many things, just said goodbye.
Louis sat on the sofa, remaining indifferent to their departure.
It was not until the other party opened the door and left that he put down the coffee in his hand and began to think carefully.
"Louis, are we really going to stick to this price? First of all, I need to remind you that the advantages of CD-ROM are too great.
One day in the future, it will definitely replace floppy disks and become the mainstream storage of the new generation."
After seeing Baichuan Feng and the others off, Robert immediately discussed the offer for Baichuan Electric with his boss.
As a person with a technical background, he knew very well that in the face of unparalleled technological advantages, any resistance would become meaningless.
“Robert, it is precisely because of its greater advantages over floppy disks that we should strive to seize it.
The other side has almost no cards to play in the computer field, believe me, they will surrender.
Besides floppy disks, we also have hard disks, which have a brighter future than the former and will definitely not lag behind.
The reason why IBM became a giant is that we picked the most precious pearl every time. "
Obviously, Louis and Robert look at the problem in completely different ways. He pays more attention to long-term interests and the foundation of IBM.
…
Although the negotiations with IBM were not very smooth, Baichuan Feng was not in a hurry to achieve success for the time being.
CD-ROM has just been launched and needs some time to ferment.
Moreover, the design of the optical drive is indeed too rough and needs more refined adjustments.
As for the negotiation, we can just take our time. It just so happens that the Chiba factory has not been built yet, so there is no use for the optical drive for the time being.
Shirakawa Electric's IPO silent period has not yet ended, but it has maintained some kind of connection with IBM throughout August.
However, Baichuan Feng never showed up in person again after that, and Louis also returned to the United States temporarily.
Negotiations between the two seem to have come to a standstill.
But in fact, as long as we keep in touch, we will understand each other and we can continue to talk together later.
Taking advantage of this period of time, Shirakawa Kaede kept busy with the affairs of the company and also did his personal work.
This was not in response to a certain little tiger's request. He came to satisfy her little vanity again tonight.
In the black Toyota Century across the street from Asahi TV, Shirakawa Kaede was leisurely drinking ice soda.
Suddenly, a figure who looked somewhat familiar came out from the TV station building .
Hey, isn't this an ashtray?
Seeing him, Baichuan Feng seemed to remember something, so he picked up the car phone and started dialing a number.
"Ota, how's the matter I asked you to investigate last time going?...Okay, I'm across from Asahi TV in Minato Ward, you can see me when you get here..."
