RINAPE :: Volume #10

#974: First draws a pie

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The airplane arrived in Hangzhou just at noon, Li Mu and Lin Qingya and Ding Zhenglin three people first checked into a Hangzhou upscale hotel low-key, after two people returned respectively the room placed the good baggage, then immediately arrives at Room Li Mu's, the discussion more specific negotiations strategy. 飞机抵达杭城才刚刚中午,李牧和林清雅、丁正林三人先是低调入住了杭城一家高档酒店,两人各自回房安放好行李之后,便立刻来到李牧的,探讨更具体的谈判策略。 The Hikvision situation, Zhao Xianliang to is similar, generally speaking, was one group of awesome people who Li Mu introduced the bitter job who clenched teeth to do, without money, prospect some was not very bright, is hoping that found the person to invest, summarizes on In short: Being short of money is the Hikvision main key. 海康威视的情况,赵贤良已经给李牧介绍的差不多了,总体上看,就是一帮牛逼人咬牙搞出来的苦营生,没钱,前景也有些不够明朗,正希望找人投资,总结下来就一句话:缺钱是海康威视的主基调。 But Li Mu as the present domestic high-tech industry most active entrepreneur, he influence on the entire industry was needless saying that even can say, the high-tech enterprise in national, will not refuse to come from the Li Mu's investment. 而李牧作为眼下国内高新技术产业最活跃的企业家,他对整个行业的影响力自不用说,甚至可以说,全国的高新技术企业,都不会拒绝来自李牧的投资。 However, the most essential issue is: Li Mu is not one leads the investor of cash purely, instead is a relocation team that leads money Hedao. 但是,最关键的问题是:李牧不是一个单纯带着现金的投资者,反而是一个带着钱和刀的拆迁队。 He does not want to invest the Hikvision tray purely, in that case, oneself can only be the Hikvision shareholder to have and enjoy dividend in the Hikvision development, actually without the means controls Hikvision, to make it develop in the direction that oneself want, the most important thing is, Hikvision in legal principle theory of law , if not own, oneself would have no means to conduct the new conformity. 他不想只是单纯投资海康威视的盘子,那样一来,自己只能作为海康威视的股东存在、享受一下海康威视发展中的红利,却没办法掌控海康威视、让它按照自己想要的方向发展,最重要的是,海康威视在法理上如果不是自己的,那自己就没办法对它进行新的整合。 The so-called new conformity, conforms in Hikvision a new tray, makes a comprehensive merger and acquisition. 所谓新的整合,就是将海康威视整合进一个新的盘子里,做一个全面的并购。 By a Li Mu disbursing money group new tray, making Hikvision fall its original tray, joined to own new tray, let them from the original master, turns shareholder who strove, this was not truly easy. 由李牧出钱组一个新的盘子,让海康威视把它原本的盘子摔了,加入到自己的新盘子里来,让他们从原本的主人,变成出力的股东,这确实不容易。 If Hikvision does not comply, or asks a price too high, oneself can only with then purchase other with the Hikvision similar company, becomes the most direct competitor with Hikvision. 如果海康威视不答应,或者要价太高,那自己就只能用转而收购其他与海康威视差不多的公司,跟海康威视成为最直接的竞争对手。 If all were schemed the annexation the enterprise to compare with has the ordinary people in homestead, the enterprise of that Li Mu this scheme annexation is the relocation team and developer. 如果把所有被图谋兼并的企业比作是拥有宅基地的普通老百姓,那李牧这种图谋兼并的企业就是拆迁队、开发商。 Some common people hope the eye that the relocation hopes was green, awaits eagerly simply, the relocation team one, discusses the condition immediately, reached an agreement moved whole family, took the leverage own house and land for building, then exchanging developer several suites ; Discussed that is not the person who stubbornly resists moving well, has consumed a more superior condition to appear. 有的老百姓盼拆迁盼的眼都绿了,简直是望眼欲穿,拆迁队一来,就立刻谈条件,谈好了举家搬迁,把自己的房子和地皮都拿出去套现,然后再换新开发商几套房;谈不好就做钉子户,一直耗到更优越的条件出台。 May have the common people who not to be relocated, would rather die than surrender must continue to live on this beloved places, then to the developer and relocation team, can only be: Has cutting of ability, without detouring of ability. 可有的老百姓就是不愿意被拆迁,宁死不屈的要继续生活在这片热土上,那对开发商、拆迁队来说,只能是:有能耐的就强拆,没能耐的就绕道。 At present, Li Mu as the relocation team, coming Hangzhou to make the first relocation to negotiate with Hikvision, without determining Hikvision whether admits „relocation”, must first determine that what price „house” reported to Hikvision this. 眼下,李牧作为拆迁队,来杭城跟海康威视做第一次拆迁谈判,在不确定海康威视是否接纳“拆迁”的前提下,首先要确定的,就是给海康威视这个“宅子”报一个什么样的价格。 To make Hikvision give up the self development, with the 100% stocks, replaces in the future „Muye Vision” 20% stocks, must first have enough condition to touch them. 想让海康威视放弃自身发展,用自己100%的股份,去置换未来的“牧野威视”20%的股份,首先就要有足够的条件去打动他们。 However Hikvision establishes for merely one year, but also at research and development stage, that without any earning running water and market feed back, is very difficult to make an appropriate estimate value to come out. 但是海康威视成立仅仅一年,还处在研发阶段,在没有什么营收流水、市场反馈的情况下,很难做出一个合适的估值出来。 Present Hikvision, the maximum wealth comprised of two parts, part came from 52 state-of-art talents completely, another part is 52 existing scientific research achievements, is the soft strengths. 现在的海康威视,最大的财富由两个部分组成,一部分是全部出身于52所的尖端人才,另一个部分是52所已有的科研成果,都算是软实力。 The Lin Qingya beforehand findings showed, the Hikvision biggest technical superiority is arranging the coding technology as well as rear end storage product, these two aspects they have 52 original technical precipitations, therefore researches and develops is powerful. 林清雅之前的调查结果显示,海康威视最大的技术优势是在编解码技术以及后端储存产品,这两个方面他们都有52所原本的技术沉淀,所以研发实力非常强大。 However, Hikvision also has the place of its awkwardness: It does not have substantive march front camera market now, in other words, it cannot make the camera now, but the camera, is in the Skynet system plan, one of the most important links. 但是,海康威视也有它的尴尬之处:它现在还没有实质性的进军前端摄像机市场,也就是说,它现在是造不出摄像头来的,而摄像头,是天网系统规划中,最重要的环节之一。 In other words, purchased Hikvision, Li Mu invested money to study front camera to Hikvision either, either received a head of household to make the enterprise of front camera simply again, coming to be supplementary with Hikvision. 也就是说,收购了海康威视,李牧要么投钱给海康威视研究前端摄像机,要么干脆再收一家主做前端摄像机的企业,进来跟海康威视互补。 Therefore, in the Hikvision whole is also a high technology and new technology researches and develops the enterprise, is not the hardware manufacturing enterprise, the main localization is the solutions provider that in the security monitoring domain partially subdivides the domain, but also does not have the strength makes a connection with all software and hardware, around to carry, becomes the security monitoring research and development, to produce, promote and sells the company of a dragon 所以,海康威视整体上还算是一家高新技术研发企业,并非硬件生产企业,主要的定位是做安防监控领域中部分细分领域的方案供应商,还没有实力打通所有软硬件、前后端,成为安防监控研发、生产、推广、销售一条龙的公司 In view of such situation, three people discussed long time, eventually reaches the agreement: By Hikvision the situation, the enterprise estimate value cannot be higher than 50 million now. 针对这样的情况,三人讨论了很长时间,最终达成共识:以海康威视现在情况来看,企业估值不能高于五千万。 Ding Zhenglin thorough understanding clear Li Mu's all construction plans, as well as after 50 million psychological price, said to Li Mu: „Chief Li, the issue, Hikvision and 52 are the state-owned enterprises, their goals are to look for the development opportunity in the market, therefore their visions should be very long-term.” 丁正林彻底了解清楚李牧的所有架构规划,以及五千万的心理价位之后,对李牧说:“李总,有一个问题,海康威视和52所都是国有企业,他们的目标是在市场上找发展机遇,所以他们的眼光应该还是很长远的。” At this point, Ding Zhenglin also said: „In my opinion, now what Hikvision lacks is can invest the fund that the enterprise revolves, rather than sells off that cash after enterprise, therefore we , to establish Muye Vision to merge them, must a broad development space be good to them, for money, they is very purely difficult to comply.” 说到这里,丁正林又说:“在我看来,海康威视现在缺的是可以投入企业运转的资金,而不是变卖企业后的那点现金,所以我们如果想成立一个牧野威视来并购他们,就得给他们一个更广阔的发展空间才行,单纯为了钱,他们是很难答应的。” Li Mu nods, said: „To merge these traditional state-owned enterprises in a complete mess is not difficult, but wants to merge Hikvision this state-owned enterprise that has the long-term goal and strategic plan is not truly easy.” 李牧点了点头,说:“想并购那些一塌糊涂的传统国企并不难,但是想并购海康威视这种有长远目标和战略规划的国企确实不容易。” Ding Zhenglin said: „We have nothing now with the security monitoring domain have the technological strength of direct relation, therefore we can bring to invest into the Muye Vision effective resource now are few, the soft strength hard strength is insufficient, perhaps is very difficult to move Hikvision and 52 truly, must find the way to strengthen us to their attractions.” 丁正林说:“咱们现在没有什么与安防监控领域有直接关系的技术储备,所以我们现在能拿来投入到牧野威视的有效资源很少,无论是软实力还是硬实力都不够,恐怕很难真正打动海康威视和52所,得想办法加强我们对他们的吸引力。” Li Mu shows a faint smile, said: „Right that you said that therefore we must profoundly analyze the Hikvision demand, then acts appropriately to the situation.” 李牧微微一笑,说:“你说的对,所以我们得深入分析海康威视的需求,然后对症下药。” „Draws an analogy, Hikvision is short of money is first, therefore we, if gives him the 50 million estimate value, but also wants to make him be willing to merge into Muye Vision, and only accounts for the Muye Vision 20% stocks, first estimate value packing of future Muye Vision to two hundred million, this is the premise, how to fill these two hundred million estimate values, is the issue that we must consider.” “打个比方,海康威视缺钱是第一位,所以我们如果给他五千万的估值,还想让他心甘情愿并入牧野威视、并且只占牧野威视20%股份的话,就得先把未来牧野威视的估值填充到两个亿,这是前提,如何填充这两个亿的估值,才是我们要考虑的问题。” Ding Zhenglin said: „A actually feasible capital operator schema, we can first establish Muye Vision, and lies two hundred million cash in the Muye Vision account, as the matter stands, the Muye Vision market value is 200 million cash, Hikvision, if after is willing, to have the conformity, by the Muye Vision merger and acquisition Muye Vision 20% stocks, when the time comes, Muye Vision has the hard assets of 200 million cash, and Hikvision 50 million soft strength, putting together was two hundred million 50 million estimate values.” 丁正林说:“倒是有一种可行的资本操作模式,我们可以先成立牧野威视,并且在牧野威视的账上趴两个亿的现金,这样一来,牧野威视的市值就是两亿现金,海康威视如果愿意被牧野威视并购、拥有整合后牧野威视20%的股份,到时候,牧野威视就拥有两亿现金的硬资产,以及海康威视五千万的软实力,加在一起就是两亿五千万的估值了。” Lin Qingya also nods saying: „I felt the means that Chief Ding said are very feasible, Hikvision is short of money, these 200 million cash significances are to them great, this means that once they join us, their all research areas infuse some big funds, making them have a quicker development ; If not join us, can only continue to eat the rice polishings to swallow the vegetable/dish, to make a great effort the development, you thought that they do will be excited?” 林清雅也点头说道:“我觉得丁总说的办法很可行,海康威视缺钱,这两亿现金对他们来说意义重大,这意味着一旦他们加入我们,他们所有的研究领域都将有大笔资金注入,让他们有更快的发展;如果不加入我们,就只能继续吃糠咽菜、勒紧裤腰带发展,你们觉得他们会不会心动？” Li Mu pondered over slightly, says: „Direct registration company, lay 200 million cash some simple and crudes, I felt, if we made the attraction with 200 million cash directly, once Hikvision complied, because we did not have the deep understanding of this industry, in the future the right of use of this sum of money will basically take responsibility by them, as the matter stands, later between we and them the balance was also very difficult to maintain, the sufficient ability has not kept in balance the Hikvision team.” 李牧略微思忖,开口说道:“直接注册公司、趴两亿现金有些过于简单粗暴了,我个人感觉,如果我们直接拿两亿现金做吸引的话,一旦海康威视答应,因为我们对这个行业不具备深入了解,将来这笔钱的使用权基本上就由他们做主了,这样一来,以后我们跟他们之间的天秤也很难维持,没有足够的能力去制衡海康威视的团队。” Lin Qingya and Ding Zhenglin also approve of Li Mu's to worry very much, oneself does not understand a domain, but must take 200 million funds to work to the person of knowing the business all of a sudden, this to the capital of disbursing money, is not truly controllable, the risk is very big, even Venture Capital, first will still throw 20 million Series A rounds to have a look at the result, then decides whether pursues throws. 林清雅和丁正林也很赞同李牧的担忧,自己不懂一个领域,还要一下子拿出两亿资金给懂行的人做事,这对出钱的资方来说,确实太不可控了,风险很大,就算是风投,也会先投个一两千万的a轮看看成效,再决定是否追投。 Everyone falls into all of a sudden silent, actually everyone is pondering should how while building own tray, attracts Hikvision joins, but can also guarantee oneself in the future to the basic plate control of entire tray. 大家一下子陷入沉默,每个人都在思考着究竟该如何在搭建自己的盘子、吸引海康威视加入的同时,还能够保证自己未来对整个盘子的基本盘掌控。 Thought the moment, Li Mu got a sudden inspiration, takes the lead to break silent, said: „Hikvision present advantage centralized on not arranging coding technology as well as rear end storage product? We purchase one has the sufficient strength, pure Camera Equipment Manufacturer Enterprise, takes the achievement to fill part of 200 million market values it, remaining draws cash to make up again, as the matter stands, if Hikvision complies to join, we had Camera Equipment Manufacturer Team to keep in balance with their coordination with each other mutually, maintained one to be basically balanced taking advantage of this . Moreover, in the tray were many link of front equipment manufacturer, will also increase to the Hikvision attraction.” 想了片刻,李牧灵机一动,率先打破沉默,说:“海康威视现在的优势不是集中在编解码技术以及后端储存产品上吗？那我们就收购一家有足够实力的、单纯的摄像设备制造企业,把它拿进来作为填充两亿市值的一部分,剩下的再拿钱补,这样一来,如果海康威视答应加入,我们就有了一个摄像设备制造团队跟他们互相配合又互相制衡,借此来保持一个基本平衡,而且,盘子里多了前端设备制造的环节,对海康威视的吸引力也会增加。” Two people at present one bright, thought that this is a great idea. 两人眼前一亮,都觉得这是一个好主意。 Oneself do not understand, feared being separated control that knows the business, the best way looks for again know the business keeps in balance with him mutually, if this knowing the business also does not have the function to conflict with another it, instead can also around supplementary, that was more perfect. 自己不懂,又怕懂行的脱离掌控,最好的办法就是再找个懂行的跟他相互制衡,如果这个懂行的跟另一个本身又没有职能冲突,反而还能前后互补,那就更完美了。 Li Mu calculated was saying: „As the matter stands, in addition our Muye Science and Technology software developer team, in our hands had three teams! The internal allocation conference is stabler.” 李牧盘算着说:“这样一来,再加上我们牧野科技的软件研发团队,我们手里就有三个团队了！内部平衡会更加稳固。” „Camera Equipment Manufacturer Team is responsible for Skynet system front photographing, Hikvision is responsible for Skynet system rear end decodes and stores up, the Muye Science and Technology development staff are responsible for the entire Skynet system software support, after three teams conform, future Muye Vision can photograph the data processing and transmission from front again to data saving entire supply chain, therefore the Muye Vision prospect, struggles Hikvision desperately is much bigger, Hikvision should also be able to look.” “摄像设备制造团队来负责天网系统的前端摄像,海康威视来负责天网系统的中后端解码和储存,牧野科技的开发人员来负责整个天网系统的软件支撑,三个团队整合起来之后,未来的牧野威视就能够拥有从前端摄像到数据处理、传输再到数据存储的整条产业链,所以牧野威视的前景,比海康威视自己苦苦挣扎要大得多,海康威视自己应该也能看得出来。” Ding Zhenglin said: „Chief Li, since, we can also take our Muye Science and Technology promoted resources and Taobao marketing channel in this case also take, as to the supplement of future Muye Vision, believes that will be bigger to the Hikvision attraction.” 丁正林说道:“李总,既然这样的话,我们还可以把我们牧野科技的推广资源以及淘宝的销售渠道也拿进来,作为对未来牧野威视的补充,相信对海康威视的吸引力会更大。” Li Mu nods, said: „Very good, has front, has the support, to have the resources, to have the channel, to have the fund, after these five points handle, even if we entire security monitoring industry, besides Hikvision this in the link outside rear end all arranging, so long as when the time comes still conforms with Hikvision, immediately can build a mature, complete and advanced enough supply chain strip directly, believes soon to be able Skynet Monitoring System doing.” 李牧点了点头,道:“很好,有前端、有支撑、有资源、有渠道、有资金,把这五点搞定之后,我们就算是把整个安防监控产业里、除了海康威视这个中后端之外的环节全给配齐了,到时候只要把海康威视也整合进来,立刻就能够直接打造出一个成熟、完整并且足够先进的产业链条,相信用不了多久就能把天网监控系统给搞出来。” Lin Qingya hastily opens the mouth saying: „Here has the materials of several Camera Equipment producers beforehand reorganize, home biggest several manufacturing enterprises basically in Shenzhen, if we first put in the bag the manufacturing enterprise, occupied the initiative to Hikvision!” 林清雅急忙开口道:“我这里有之前整理的几家摄像设备生产商的资料,国内最大的几家生产企业基本都在深市,要是我们先把生产企业收入囊中,对海康威视就更占主动权了！” Li Mu talked about with interest: „Matter comes suddenly, preparation is also too hasty, therefore not attending to every detail that is possible in such a short time to make, since has made with the Hikvision person, I first draw a pie to them today!” 李牧乐道:“事情来得突然,准备的也太仓促,所以不可能在这么短的时间内做的面面俱到,既然已经跟海康威视的人约好了,那我今天就先给他们画个大饼吧！” ...... …… ps: Sorry, a little matter delayed, tonight can only one, make up tomorrow! ps:抱歉,有点事耽搁了,今晚只能一更,明天补上！
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