In 1980, West Germany's steel production was 31.66 million tons, according to this production capacity, in the next 20 years, West Germany can only produce about 600 million tons of steel.Feng Xiaochen to Xiao Joel calculate the account, only residential construction, need 1 billion tons of steel, which means that there must be a considerable half-West German steel production capacity, in order to meet the needs of China to build civilian housing.

Residential construction is not the whole country using steel, commercial buildings, railways, ships, automobiles, machinery and equipment, etc., all need to use steel.According to this calculation, by 2000, China needs to form an annual output of more than 100 million tons of steel production capacity.

In 1980, China's steel production capacity was only 27 million tons, compared with the 2000 target, there is a gap of more than 70 million tons.This more than 70 million tons of production capacity corresponds to dozens of sets of ironmaking blast furnaces, steelmaking converters, slab continuous casting equipment, hot-�ling equipment, cold rolling equipment, etc., the investment will be calculated at 100 billion US dollars.

Faced with such a large market, or such a tantalizing piece of cake, can arrogant equipment vendors still maintain their survival?

Not to mention the equipment dealer, even little Joel himself, also produced a coveted feeling.So many sets of equipment, even if one-tenth of the need to assist in the integration through Joel, Joel company can overnight among the largest consulting companies in Germany, missed the village, but really no shop.

“Young man, I totally understand what you mean!”Little Joel interrupted Feng Xiaochen and said.The drum does not need to be hammered, he does not need to wait for Feng Xiaochen to finish, can understand the meaning of Feng Xiaochen.Feng wants him to use these principles to convince the equipment manufacturers that if they want to cut a piece of the Chinese cake, then I am sorry, please seriously consider the issue of cooperation with the Chinese.

“What do I mean?”Feng Xiaochen said, "Mr. Joel, I don't seem to have said anything yet."

“I think I already understand.”Little Joel did not care how Feng Xiaochen played silly, he smiled and turned to Luo Xiangfei, asking: "Mr. Luo, please ask the Chinese official how to consider this matter?"

Feng Xiaochen said these words, was in the past with Luo Xiangfei exchanges, Luo Xiangfei felt that Feng Xiaochen's idea has some truth, but also felt that in this way to bargain with foreign manufacturers or coercion, damage the image of the government.Now Feng Xiaochen spoke out bluntly, Luo Xiangfei was naturally happy to pretend to be confused.

"The Chinese are very friendly, and we will not forget our friends who have helped us in our difficult times."Luo Xiangfei answered quite well.

Feng Shuyi looked anxiously and said to him: "We can understand whether it is possible to understand that if a manufacturer is willing to cooperate with the Chinese side, then the Chinese side will give the manufacturer more concessions in the future, such as in government procurement, market access and so on."

"It is also possible for Mrs. Feng to understand this."Luo Xiangfei responded.

"I know what to do."Little Joel nodded, then said: “Mr. Luo, we are very willing to help modernize your country, and we will be happy to serve your country in this project, and we hope to have more cooperation in the future.”

Luo Xiangfei smiled, “Mr. Joel said, that’s exactly what we expected.”Our censors are responsible for China's economic construction activities, and in addition to the business undertaken by our Metallurgical Bureau, the business in other areas is also under the jurisdiction of the Commission.We are very willing to establish a long-term relationship with a consulting firm like Joel, which has the strength and sincerity to cooperate with China.”

“That’s great!”Little Joel Chun breeze, "We are willing to undertake this project, in terms of commission, we only need to charge 2.5%, which is our special offer for long-term partners."

"Thank you very much."Luo Xiangfei said with a smile to Little Joel.

After breaking through such a layer of obstacles, the exchanges between the two sides have become very smooth.In the next few days, Luo Xiangfei, Qiao Ziyuan, Hao Yawei, Ji Ming, Yang Yongnian and others began to conduct in-depth negotiations with the technicians of Joel Company to implement the specific details of cooperation.According to the requirements of the Chinese side, Joel has carried out a preliminary design of the hot-buted production line, listed a list of various parts of the equipment, put forward several alternative manufacturers for each part of the equipment, and then began to contact each other and negotiate conditions.

In the face of these manufacturers, little Joel spoke more directly.He first described the huge potential of the Chinese market to the other side, and then clearly told the other side that the Chinese government's negotiating delegation is in Germany, and the delegation's view is very tough, that is, any manufacturer who is unwilling to cooperate with the Chinese side will lose the qualification to enter the Chinese market in the future.

As Feng Xiaochen analyzed, there is also a competitive relationship between equipment manufacturers.Some relatively small enterprises, in the Western market is difficult to compete with the giants, heard that there are opportunities from the East, naturally do not want to let go.Although those international giants are not yet looking at the eastern market, they do not want this opportunity to fall into the hands of potential competitors, so they have also responded positively to China's offer.

Feng Shuyi gave full play to the expertise of a patent lawyer, and she gave Luo Xiangfei and others a scientific experience in patent technology, telling them that there are several different ways to transfer technology in the international market, which China can flexibly use.For example, one way is the way of licensing, China pays a certain fee to buy Western patent licenses, the West in the transfer of licenses at the same time, will also provide technical drawings, specialized technology, special equipment, etc. to the Chinese side, and provide long-term or short-term technical assistance; another way is to cooperate in production, each side engaged in part of the production activities, to complete the manufacture of a product.As a higher form of cooperation, that is, the two sides set up joint ventures to jointly complete production and business activities.

Through Feng Shuyi's introduction, Luo Xiangfei and others have eliminated many previous misunderstandings.They have always believed that allowing Western developed countries to transfer technology is only beneficial to developing countries, so even if developing countries are willing to pay a certain price, it depends on the willingness of Western countries to help.In fact, this technology transfer is also beneficial for Western countries, which can transfer some of their production activities to developing countries with lower productivity costs, thereby reducing their production costs and obtaining higher profits.

As far as the hot rolling mills that China intends to introduce this time, the total weight of a set of equipment reaches 70,000 to 80,000 tons, of which the highest profit is the main rolling line of mechanical equipment, which is the most wanted by German companies.And around some auxiliary equipment, time-consuming and laborious, silly black and coarse, can not make much money, German companies are actually willing to give it to others to do.If China is willing to undertake these tasks, it is not necessary for these manufacturers.

Next, if the Chinese side through the cooperation of this production line, master the production technology of these auxiliary equipment, the quality of the products can meet the German standards, then the future German manufacturers for other countries to provide the same equipment, will also tend to subcontract this part of the work to China.At that time, it was not the Chinese who asked the Germans for help, but the Germans who asked the Chinese for help.

With this understanding, Luo Xiangfei was a little more in the background when they talked with the manufacturer.In the past, I thought I was asking people, and now I know that this cooperation is win-win, I can't say who asked whom, then my own side can also put forward some requirements, let the other side make some concessions?

In the process of negotiations with German companies, Luo Xiangfei and others deeply felt the German rigor and naivety.Compared with the previous negotiations with Japanese companies, officials feel that the staff of the German company is very cute, they have one say one, two say two, will not change the law to set up pit people.

The style of Japanese employees is extremely polite on the surface, saying a word bows and bows, but when you encounter interests, even the benefits of one yen, you have to fight for your life.German employees are black-faced most of the time, as if you owe him how much money you owe him, and they can implement specific interests, and they talk very well.Training fees can be reduced, some drawings can be given away, and even some core technical links allow the Chinese side to send people to observe, which is something that Japanese companies will never agree to.

“The Germans are good friends of the Chinese people.”Hu Zhijie said with emotion when the audience talked about the negotiation process.

"Yes, the Germans are our good teachers."Luo Xiangfei annexed the road.

For this view of the leaders, Feng Xiaochen just laughed and did not speak.In a private occasion, he said to Luo Xiangfei: "In fact, it is only because the Germans did not pay attention to the Chinese, in their eyes, China will never become their competitors, so they are happy to show their generosity."

"Little Feng, you can understand these words yourself, don't say them in front of your comrades."Also, don't speak in front of your grandmother's family, especially not in front of your aunt, who is pure German."

Luo Xiangfei solemnly reminded.It seems that although this grandfather usually has the words "friendship is forever" on his mouth, he always holds a string in his heart and knows what is called "non-humanity".

Feng Xiaochen smiled, "Chief Luo, don't worry, my aunt is also a chicken with a chicken, a dog with a dog, since she married my uncle, she also regarded herself as a Chinese daughter-in-law."

“This time we were able to work with Joel, thanks to her.”Luo Xiangfei said, "Unfortunately, we have nothing to thank her."

“Leave this to me.”Feng Xiaochen said with a smile.