Technology: Start by selling mobile phones

"Xiaomi asked us to manufacture 'TF memory cards'?"

After receiving a call from Li Zhi, Mo Ran was stunned for a moment.

"Yellow River Storage" has always had TF card OEM business, but in recent years "Yellow River Storage" has been very low-key. In addition, there are not many parties that need OEM for "TF memory cards".

Therefore, since the "NetEase Strict Selection", "Yellow River Storage" has almost never cooperated with other large enterprises.

At this time, Mo Ran was really surprised after receiving the quotation invitation from Xiaomi Group.

but.

An accident was an accident. Just two seconds later, Mo Ran asked Li Zhi to agree directly on the phone.

joke,

Why not accept the business delivered to your door?

Besides, this is the Xiaomi Group, a "big family". A little leakage between the fingers is a huge source of profit for "Yellow River Storage".

As for the "3D-NAND" flash memory particles, he just doesn't want it to be exposed so early. He can help Xiaomi OEM TF memory cards using traditional "2D-NAND" flash memory particles.

After receiving Mo Ran's affirmation, Li Zhi was completely relieved.

Immediately afterwards, he called Wang Xiaole, the head of the "TF memory card" production department.

When the two of them took a look at the complete performance parameters provided by Xiaomi, they basically had an idea of ​​the price.

The performance parameters of the "TF memory card" that Xiaomi wants to customize and produce are almost exactly the same as the "Jinghong series" U3 high-speed cards.

The production cost of the "Jinghong Series" U3 high-speed card 128GB "Yellow River Storage" is about 155 yuan, and the price supplied to Nietzsche is 175 yuan.

But after all, Xiaomi is not Nietzsche’s biological father, so after some deliberation, the two finally settled on:

128GB——168 yuan;

256GB——335 yuan;

512GB - 640 yuan.

Each model at this price is about 10 yuan cheaper than the supply price for Nietzsche, but Xiaomi has a large quantity. Even if the profit is only 10 or 20 yuan per piece, an order of 5 million units would be almost 100 million yuan in profit.

And as long as the cooperation with Xiaomi is good, there will definitely be a lot of subsequent orders.

Thinking of this, the two confirmed that the quotation was correct, and then excitedly sent the quotation to Xiaomi, excitedly waiting for a reply.

…

the other side.

Since receiving Rebus's instructions, Procurement Department Ke Yu has personally been responsible for the procurement of "TF memory cards".

He didn't expect that just one hour after calling "Yellow River Storage" for inquiry, he would receive a reply email in his mailbox.

"This efficiency is indeed quite fast!"

Ke Yu couldn't help but sigh, and then opened the quotation from "Yellow River Storage".

When I saw it, I nodded immediately.

128GB——168 yuan;

256GB——335 yuan;

512GB - 640 yuan.

Compared with the SanDisk 128GB price of 175 yuan and the 256GB price of 345 yuan, the price of "Yellow River Storage" is relatively reliable.

After all, no matter what, "Yellow River Storage" is not on the same level as global first-tier brand manufacturers such as SanDisk in terms of popularity and market share. The lower price can be considered to have found its positioning.

but.

Although the price quoted by "Yellow River Storage" has reached psychological expectations, as an excellent purchasing manager, Ke Yu is not prepared to set it directly.

According to the process, "SanDisk" and "Yellow River Storage" will be notified next, and then the specific order quantity of Xiaomi's purchase will be announced to the two parties, allowing both parties to make a final bid.

This is also a common tactic used by purchasers in multi-party procurement. Often the last bid will drive the price down again.

soon.

Two detailed orders from Xiaomi's purchasing department and quotations from both parties were sent to their respective business mailboxes.

It is worth mentioning that the email also specifically marked that the final bid response must be completed within 48 hours at the latest.

Looking at the receipt that the email was successfully delivered, Ke Yu took a breath and looked at the time. It happened to be 6 pm.

"get off work!"

…

time flies.

The next day.

As the world's top data storage card supplier from the United States, SanDisk, like other foreign investors, not only has its own factory in Yanguo, but also has its own headquarters building in Yanguo.

Beijing, SanDisk headquarters.

Nine in the morning,

SanDisk Yanguo President Porter Haney walked into the office carrying a brand-name men's bag and wearing a white shirt.

Like most foreign companies, SanDisk China President Porter Hanni is a foreign executive who came by air.

However, even if he comes by air, there is absolutely no mediocre person who can sit in this position.

The assistant made a cup of coffee according to Porter Hanni's habit and left the office. Not long after, the quiet door of the office suddenly rang, and a tall, thin man wearing a suit and glasses walked in.

Porter Hanni raised his head and saw that it was his right-hand assistant Chen Yue who was in charge of SanDisk's external business in Yanguo District.

"You came."

Chen Yue hummed, and then a smile appeared on his face.

"Good morning, Mr. President. I disturb you so early because I have something to report to you."

"Do you still remember? Xiaomi Group contacted us a few days ago and asked for a quotation for a 'TF card'. This morning...no, the latest reply should have been after get off work yesterday."

"Um?"

Porter Hanney paused for a moment, then lowered his head and continued to process the various documents in his hands.

"What did they reply?"

"We and another company were shortlisted for the final bid, and Xiaomi also sent the specific quantity of the order, which totaled 10 million TF memory cards."

"However, they asked us to submit a final bid within 48 hours and they will decide who to work with."

"This is normal. This is the routine that your Yanguo companies always like to use."

Chen Yue smiled.

After a moment, he continued:

"One more thing, you can guess which company is our competitor."

This time Porter Haney didn't even raise his head.

"Lexar? Kingston? Or the Yanguo-made 'Langke'?"

Chen Yue shook his head.

"No, it's an OEM manufacturer called 'Yellow River Storage'."

"Yellow River Storage?"

Porter Hanney put down the document in his hand and raised his head in surprise. This name was so unfamiliar.

Just at this time, Chen Yue handed over the quotation form provided by Xiaomi Group. He took it and looked at it, and Chen Yue's voice came to his ears.

"The good news is that this manufacturing company called 'Yellow River Storage' is a manufacturer that has only appeared in the past two years. It is not well-known and not very competitive. Compared with us, it is not a competitor at the same level."

"But the bad news is, judging from the quotation provided by Xiaomi, the price quoted by 'Huanghe Storage' starts at 168 yuan, which is slightly lower than our price."

"Moreover, I specifically learned that this company, 'Yellow River Storage', is the OEM manufacturer of 'Jinghong Series' TF memory cards, and it just so happens that Xiaomi Group's reference target this time seems to be the 'Jinghong Series' memory cards. "

"At this point, they have an absolute advantage."

Porter Haney quickly understood the key.

“So...it’s not groundless that ‘Yellow River Storage’ was shortlisted by Xiaomi. We still need to take this opponent seriously?!”

"That's right."

Speaking of business, Chen Yue said seriously:

“The key issue now is that the price of ‘Yellow River Storage’ is lower than ours.”

“And according to previous analysis, Xiaomi is more sympathetic to ‘Yellow River Storage’. I’m afraid it’s difficult for us to guarantee that the current price will eventually win Xiaomi’s favor.”

"Look, for the last bidding, should we also lower the price?!"

The key question was posed to Porter Haney.

He didn't speak in a hurry, and still looked at the order and quotation form in his hand carefully.

In fact, custom orders like this generally do not require personal intervention by President Porter Hanni. After SanDisk's quotation, whether it can be successful or not, forget it.

But after all, this matter originated from the "Xiaomi Group", a very well-known enterprise in Yanguo, and SanDisk still paid great attention to it.

Chen Yue did not disturb Porter's train of thought. After several minutes, Porter Hanni put down the information in his hand.

He did not give a conclusion directly, but looked at Chen Yue and asked:

"What is the current production capacity of our factory?"

"The industry has been very prosperous in the past six months, and the production capacity is fully booked. Of course, if there is a squeeze, the 10 million production capacity can still be released."

Porter Hanney was silent for a moment, and finally his eyes returned to the quotation.

"The price we quoted before was 175 yuan for 128GB. This was already a very low price considering Xiaomi Group. If it is any lower, our profits will be difficult to guarantee."

Chen Yue nodded slightly.

"Moreover, the market for flash memory chips is very good now. Whether it is solid-state drives or 'TF memory cards', we have no worries about selling them and there is no shortage of orders. Xiaomi's 10 million orders have little impact on us."

Chen Yue nodded again.

"The most important thing is that even if you just analyzed the importance Xiaomi Group attaches to the 'Jinghong' memory card, until the last moment, we still can't determine whether this is part of Xiaomi's price-lowering strategy."

"So, I am not willing to lower the price to win this order. This is not a good thing for us."

"You're right."

Chen Yue did not object.

Indeed, it is undeniable that Xiaomi Group is indeed a high-quality customer.

However, if the premise of cooperation is low price, which will significantly reduce SanDisk's profits, such cooperation is difficult to accept in the current market environment.

"Okay, President Porter, I will reply to Xiaomi directly. 175 yuan is our lowest bottom line."

"Okay, go ahead."

After saying this, Porter Hanney lowered his head and continued to flip through the documents, while Chen Yue turned around and prepared to leave.

But he had just taken two steps when Porter Hanny's voice suddenly came from behind him again.

"By the way, what do you think of the company 'Yellow River Storage'?"

Chen Yue was stunned for a moment, then turned around.

"This is a very low-key company, established only two years ago."

"According to what I know, they can produce the 'main control chip' independently, but the 'flash particles' should still be purchased from Hynix."

"Their main product is the 'Jinghong series' memory cards. Their other market shares are very small and they do not pose any threat to us."

"As for the overall scale, I estimate that the annual production capacity is only about a few million pieces, which is pitiful."

Having said this, Chen Yue paused.

"However, if they can get an order from the 'Xiaomi Group' this time, the scale should easily double."

Porter Hanney nodded slightly, his eyes gradually becoming deeper.

He did not let Chen Yue leave. While thinking about the relevant information, he tapped his fingers lightly on the table.

After a few seconds, his tone was low.

"Chen, I just thought about it carefully. We can't give up Xiaomi's order so passively. Even if we can't get the order in the end, we still have to create some trouble for this 'Yellow River Storage'."

"The 'overall scale' you just mentioned reminded me, let's reply to Xiaomi Group. The price of 175 yuan remains unchanged, but we can guarantee not to make any upward price adjustments within half a year. Even if the price of 'flash memory particles' skyrockets, we will keep the original price." Supply memory cards.”

Half-year guaranteed price agreement? !

Chen Yue was stunned for a moment, then reacted with shock on his face.

As we all know, "flash memory particles" have always been a product with very large cyclical price changes. On weekdays, the price is every half a month. When the price fluctuates greatly, it is even a price every three days.

Therefore, when signing an OEM agreement, both parties will often sign a supplementary agreement. Once the cost of raw materials rises beyond a certain level, the ex-factory price will be adjusted according to the market price.

Now, SanDisk has directly given a fixed price for half a year. For Xiaomi Group, it only needs to be sure that the price of "flash memory particles" will continue to rise in the next six months, which is a very cost-effective deal!

What about the current price of flash memory particles?

During the business cycle, there is a shortage of "cores" everywhere, and it is obvious to the naked eye that prices are going to increase!

Such a commitment is definitely a good thing for Xiaomi!

On the other hand, does "Yellow River Storage" dare to make such a promise?

Don't dare!

Why?

Because a company of the size of "Yellow River Storage" does not have the ability to independently produce "flash memory particles", nor does it have the strength to hoard tens of millions of flash memory particles at a time, it can only purchase them in batches.

Once the maximum price of 175 yuan is promised, what should we do if the price of "flash memory particles" increases? !

The current cost for "Yellow River Storage" to produce a 128GB memory card is 155 yuan. Once the price of "flash memory particles" continues to increase, if the cost reaches 165 yuan, what money will it make? !

Lose money by producing one piece!

Thinking of this, Chen Yue couldn't help but have a flash of admiration in his eyes.

The fixed price of 175 yuan is not a problem for SanDisk, but it is a huge problem for ‘Yellow River Storage’.

Yes, it is very likely that due to the price increase of "flash memory particles", you will not be able to make money or even lose money.

If you don’t follow, then there is a high probability that “Yellow River Storage” will not be able to get this order!

call!

This is the scale advantage of large companies!

Conspiracy!

No solution!

"President, your method is really brilliant!"

"I'm sure that Yellow River Storage cannot promise to guarantee the price for half a year, and Xiaomi Group will most likely choose us because of this condition."

A smile appeared on Potter Hanney's face, and he suddenly shook his head.

"No, actually I hope that 'Yellow River Storage' will step into this trap and follow our promise to guarantee the price for half a year."

"To give you the latest news, Samsung, Hynix, Micron, Toshiba and SanDisk, the only five manufacturers in the world that can produce 'flash memory particles' have passed the test, and the latest round of price increases for 'flash memory particles' has It’s coming, and it’s going to be at least a 20% increase!”

Speaking of this, Porter Hanney couldn't help but raise the corners of his mouth.

“Once ‘Yellow River Storage’ promises to fix the price for half a year, they will lose all their money.”