I can extract side effects

"Drip" sound.

A green light flickered on the door, and a group of people pushed the door and entered.

Go through a corridor, enter a changing room, and put on a white dust-free suit.

Everyone wrapped themselves up tightly from head to toe, not letting go of their faces, and put on a thick mask, with only a pair of eyes exposed all over their bodies.

Then came to the door of the clean workshop of the wafer, and with the sound of "puff", the glass air valve of the air shower room opened automatically in an instant.

After entering, the neatly arranged silver-white metal wind tunnels on the wall began to blow air out crazily, and the violent airflows blow away all the dust and bacteria on everyone's bodies, and they are discharged outside.

After coming out again, everyone was spotless and refreshed.

At this point, it is finally possible to enter the wafer workshop.

After watching this scene, Lu Tingfeng couldn't help but praised: "Mr. Zhao, the import and export process of this clean room is quite standardized, and it looks like a big factory."

Zhao Xing said with a smile: "The chip workshop has relatively high requirements for cleanliness. We also try our best to do our best."

Immediately took the lead and led everyone into the workshop to visit the wafer production line.

I saw that the entire workshop was brightly lit, and huge equipment was connected together to form a long production line.

Several staff members who are also fully armed are busy in front of the equipment, sometimes looking at the display screen, and sometimes operating on the equipment.

Zhao Xing was refreshed instantly, and he started to introduce it endlessly.

"The production process of CMOS chips is divided into four parts: wafer manufacturing, wafer coloring, chip packaging and testing."

"This is our self-built 12-inch wafer manufacturing pilot line (front-end) and 12-inch BSI wafer packaging (back-end) production line, which is mainly aimed at mid-to-high-end products and can complete the process from wafer manufacturing to packaging and testing. The entire process, directly providing finished chips to customers."

"All equipment, including ASML's ArF lithography machine, is in place and will reach mass production status this month."

"As for the staffing, they are all elite soldiers with rich experience. Li Yu, the person in charge, has participated in the construction of semiconductor fabs before and has rich experience in the construction and operation of wafer manufacturing production lines. The engineers are also the best in the company. .”

"With this self-built wafer production line, the company will master the entire process of chip design, manufacturing and production, complete the integrated transformation of design and manufacturing from Fabless to Fab-lite, and meet customers' high-demand customization needs."

"Currently, the two parts of wafer and packaging and testing account for 91.8% of the total production cost, and have been facing the problem of capacity shortage, and the foundry price has been rising year by year. This is also one of the important reasons that forced us to transform."

"Hehe, this is the lithography area. The famous ASML lithography machine is here. In addition, there are supporting gluing/developing and measuring equipment."

"The research and development of CMOS chips requires profound accumulation, and R\u0026D and innovation require a relatively long run-in with the production line. Therefore, self-built production lines have more advantages in technological development, which is much stronger than the foundry model. Even leading companies, such as Sony, The two-star level also adopts this model."

Hearing this sentence, Lu Tingfeng immediately chuckled: "Boss Zhao is very ambitious, it seems that he wants to emulate Sony."

Zhao Xing leisurely said with fascination: "Who doesn't want to be the number one in the industry, just like the pharmaceutical industry, there are many people who want to emulate Sanqing."

"Sony also started to take off from the self-built fab and became the number one in the industry. Although we are still far behind, it is always good to have ideals. Haha."

Lu Tingfeng immediately gave a thumbs up: "Boss Zhao has ambition, it's amazing, this is the supplier we want."

After viewing the entire manufacturing and packaging and testing production line, the group returned to the meeting room again.

Soon it was lunch time, and because Sanqing asked everything to be simple, he didn't go to the restaurant to eat, but Kewei provided boxed lunches for everyone to eat in the conference room.

Lu Tingfeng sat down next to Wang Dali with a lunch box in his hand, and asked while eating.

"How is it? After watching it all morning, what do you think?"

Wang Dali gnawed on a chicken leg slowly, but did not answer right away.

After a while, he finished eating the chicken leg, took out a wet paper towel, carefully wiped off the oil on his hands, and then spoke.

"You mean the wafer production line? It can be seen that it is a factory with a lot of ideas, which is commendable."

"Many chip manufacturers use the asset-light model of Fabless, which is designed by themselves and manufactured by foundries. Kewei can build its own production line, which shows its ambition. I am also optimistic about it because of its courage. At least those pure OEM manufacturers, I don’t think they can meet our high standards.”

"However, the pilot wafer test line only has the functions of process product development, small batch production, and equipment verification. It is a medium-scale production line before formal mass production, and it is a necessary stage between the laboratory and the mass production line. I am afraid that it will not be able to meet the demand for mass production, and I will have to continue to buy equipment at that time, which makes me a little worried."

Speaking of this, Wang Dali glanced at the leader and asked, "Do they have the financial strength? Mass production equipment is not cheap."

Lu Tingfeng smiled: "It's okay, let them customize it first, if it can meet our requirements, the mass production line will not be a problem."

A look of surprise flashed across Wang Dali's face, but he didn't ask any more questions, but continued: "The existing samples have to be taken back for testing before we can give the final result. In the afternoon, you can talk to Mr. Zhao about business, and I'll go talk to their The engineer talks about the technical side."

"It mainly depends on their manufacturing process, pixel isolation technology, color filter process, pollution control technology, and wafer stacking process. These are very important for the production of high-pixel, high-definition image chips, and they all need to be understood. "

"Okay, let's see."

"Yeah." Wang Dali nodded, buried his head and began to eat.

In the afternoon, Wang Dali and others stayed in the conference room, while Lu Tingfeng came to Zhao Xing's office alone.

As soon as he entered the door, Zhao Xing greeted him with a smile, as enthusiastic as if he saw a long-lost brother.

"Mr. Lu, just finished eating, let's drink some tea to relieve the tiredness. I'll make a pot of Pu'er, let's chat slowly while drinking."

He attaches great importance to Sanqing's cooperation this time. Naturally, he can't be too serious and act like a businessman. Instead, he wants to get closer to each other during the conversation and strive to become a long-term partner.

Human relationship is also a very important part of business cooperation. Only by getting along well with each other can we achieve smooth cooperation.

Lu Tingfeng looked at the antique tea table and the assortment of tea sets on it, and said with a smile, "Mr. Zhao, you really like drinking tea."

"Hehe," Zhao Xing brewed tea, carefully poured it for him, and said casually, "A bit of leisure and elegance is nothing to worry about."

Holding the teacup, Lu Tingfeng took a small sip and said after deliberation: "Mr. Zhao, you may have heard that Sanqing has recently developed a capsule endoscope that can examine the upper and lower respiratory tracts."

Zhao Xing nodded and said with a smile: "I have heard a little bit, I heard that this product has made a big splash at the Medical Expo."

After finishing speaking, he carefully asked: "For such a small micro-device, the lens should use a CMOS sensor?"

"Yes, the current prototype uses Sony's CMOS. But we are not satisfied with this, but want to develop several suppliers."

Lu Tingfeng glanced at him, put down his teacup, and said seriously, "Is Kewei interested in supplying us?"

A gleam flashed in Zhao Xing's eyes, and he laughed loudly: "Haha, then I can only wish for it."

Lu Tingfeng raised a finger and said, "However, our requirements are not low."

"That's natural, let's hear it."

"First of all, the performance in all aspects should not be inferior to Sony's. This is our first endoscope product, and there must be no mistakes, otherwise it will have a great impact on word of mouth."

"Secondly, the two parties have in-depth cooperation and customized together to meet our standards. In this regard, you must fully cooperate and must not refuse any reasonable request."

"Finally, the wafer manufacturing line must guarantee our priority use before it can be used by other products."

As soon as these words came out, Zhao Xing frowned, and blurted out: "That's a bit difficult, we have already received a batch of orders for automotive CMOS chips."

Lu Tingfeng smiled slightly: "You can outsource this order."

Seeing that Zhao Xing was about to speak again, he raised his right hand and said, "Listen to me first."

Zhao Xing nodded and squeezed out a smile: "Just say it, I'll listen."

Lu Tingfeng said slowly: "You know, for equipment like endoscopes, CMOS chips are the most important. Sanqing is very interested in the endoscope market, so it is inevitable to compete with Olympus. In this case, Domestic CMOS suppliers are indispensable."

"Unfortunately, at present, there is no domestic manufacturer that can compete with Sony in this regard."

"However," he looked at Zhao Xing and said word by word, "Suppliers can be cultivated, and we just want to cultivate a replacement for Sony."

Zhao Xing suddenly suffocated, and couldn't help saying: "How to train?"

Lu Tingfeng showed a slight smile: "As a supplier, do you often encounter a series of problems such as lack of funds, aging equipment, unstable business, difficulties in technology research and development, and declining profit margins?"

"So, imagine, if a customer came to you and said, I will bear the equipment risk, I will help you eliminate the uncertainty of the business, I will develop new technologies with you, and I will guarantee you a certain profit margin, Isn't that a great thing?"

Zhao Xing's eyes widened: "Is there such a good thing? It's a pie in the sky, no one can refuse."

"Hehe, if you can become Sanqing's core supplier, you will naturally be well-trained, and these good things will fall from the sky and fall on your head."

Zhao Xing was surprised and said: "But it will cost a lot of money."

Lu Tingfeng looked at him sharply: "Are you doubting Sanqing's economic strength?"

"No, no," Zhao Xing hurriedly waved his hands: "The conditions are so good, I can't believe it."

"Then let me tell you in detail," Lu Tingfeng explained: "If your CMOS can meet the requirements of capsule endoscopy, we will think that Kewei is a manufacturer with great potential, and we are willing to invest resources and grow together."

"We can fund the purchase of equipment for Kewei, and you will build a factory and recruit personnel to be responsible for production and operation. We own the equipment, bear a certain percentage of depreciation costs, and lease the equipment to you, so that you don't have to worry about funding when you buy equipment. gone."

"If it is to start some new business, we will also sign a contract to buy out the production capacity for a certain period of time, maybe two to three years. After this period of time, you are already very proficient in the business, and it must be much easier to find new customers. "

"Of course, if we encounter technical difficulties, we can also develop and overcome them together, and then share intellectual property rights."

"Finally, in the early stage of cooperation, Sanqing will guarantee a certain profit margin for suppliers according to different categories of products, and all payment nodes will be paid in cash, and will never be owed on credit."

"Such conditions are generous or not?"

Zhao Xing became short of breath, and there was an uproar in his heart. He swallowed, and said with some difficulty: "This, this condition is too generous. Sanqing is really courageous and admirable. You are simply throwing money away." Cultivate suppliers."

Lu Tingfeng smiled proudly: "Of course, when it comes to spending money, we are professionals."

"However, only core suppliers have such favorable treatment, and they must pass our test to be included in the list."

Zhao Xing suddenly realized: "So the CMOS chip of the capsule endoscope is the entry threshold and a test for us."

"That's right. Compared with such favorable conditions, the priority of the wafer production line is not too much."

"Not too much, not too much," Zhao Xing slapped his thigh and said, "I will immediately hand over the order for automotive CMOS to the foundry, and give priority to ensuring your chip production capacity."

Lu Tingfeng nodded in satisfaction: "We just ask for the priority right of the equipment, not the exclusive right."

"You only have a wafer manufacturing pilot line now, and you can only supply small batches, and you have to buy a mass production line in the future, otherwise how can you guarantee the production capacity?"

Zhao Xing said with a wry smile: "No, we haven't started the high-end line yet, we just started trying."

"Just this pilot line, I begged my grandpa to tell my grandma, and I bought it after a long time of financing."

"Low-end chips just don't make money. With a revenue of 1 billion US dollars a year, the profit margin is less than 10%. If you work hard, you can earn hard money. One Sony is worth five of us."

As he spoke, he couldn't help sighing, and complained: "I have to invest more than 6 billion yuan in this factory for the whole period, and I have invested all the revenue in a year. If there is no high-end business, it will take six or seven years to pay back. Ah, that’s not counting the money for later production expansion.”

"Okay, let's do it like this." Lu Tingfeng hurriedly interrupted his confession.

"We will first take a batch of samples of medical CMOS chips back for testing. If the manufacturing process and performance meet the requirements, we will develop the CMOS of the capsule endoscope together, and then we will sign a formal supply contract."

"Because of the volume problem, the camera module of the capsule endoscope cannot be made too small, so the requirements for pixels are not high. For you, it should not be too difficult."

"Don't worry, we may purchase a little more from Sony at the beginning, and we will increase your quantity later. After passing the test, it means that you are qualified to become Sanqing's core suppliers, and you can sign a long-term strategic cooperation agreement."

"At that time, let's develop CMOS for high-end endoscopes together."

After talking so much, Lu Tingfeng felt a little thirsty, so he picked up his teacup and drank the tea in it in one gulp.

Zhao Xing said excitedly: "No problem, with Kewei's strength, I will never let you down."

"I wish us a happy cooperation!"

The two stretched out their hands at the same time and held each other tightly.

Well, this is how Apple spends money to cultivate suppliers and buy out the supply chain. The equipment expenditure of more than 7 billion US dollars a year is all for suppliers.