Chapter 974

It was just noon after the plane arrived in Hangzhou. Li Mu, Lin Qingya and Ding Zhenglin first stayed in a high-end hotel in Hangzhou in a low-key manner. After they returned to their rooms to put their luggage, they immediately came to Li Mu's room to discuss more specific negotiation strategies.

The situation of Hikvision has been introduced to Li Mu by Zhao Xianliang. Generally speaking, it's the hard work of a group of bullies. There's no money, and the prospect is not clear. I'm looking for someone to invest. In conclusion, the main keynote of Hikvision is lack of money.

As the most active entrepreneur in the domestic high-tech industry, Li Mu's influence on the whole industry is needless to say, even the national high-tech enterprises will not refuse the investment from Li Mu.

However, the key problem is that Li Mu is not an investor with cash, but a demolition team with money and knives.

He doesn't want to just invest in Hikvision's plate. In that way, he can only exist as a shareholder of Hikvision and enjoy the dividends in the development of Hikvision, but he can't control Hikvision and let it develop in the direction he wants. Most importantly, if Hikvision is not his own, then he can't make a new one Integration.

The so-called new integration is to integrate Hikvision into a new plate and make a comprehensive M & A.

It's really not easy for Hikvision to throw its original plate and add it to its new plate at the expense of Li Mu, so that they can change from their original owners to contributing shareholders.

If Hikvision does not agree, or the price is too high, it can only use it to purchase other companies similar to Hikvision, and become the most direct competitor with Hikvision.

If we compare all the enterprises planned to merge with ordinary people who own homestead, the enterprises planned to merge by Li Mu are demolition teams and developers.

Some people are looking forward to the demolition with green eyes. They are eager to see through. As soon as the demolition team comes, they immediately talk about the conditions and relocation of the whole family. They take out their own houses and land to cash out, and then change several apartments of the developers. If they can't talk about it, they will become nail households until more superior conditions are introduced.

But some people just don't want to be demolished. They would rather die than surrender to live in this hot land. For developers and demolition teams, it can only be forced demolition if they can, and detour if they can't.

At present, as a demolition team, Li Mu comes to Hangzhou for the first demolition negotiation with Hikvision. On the premise of not sure whether Hikvision will accept "demolition", the first thing to be determined is what price to quote for the "house" of Hikvision.

If we want Hikvision to give up its own development and use its 100% shares to replace 20% of the future "Muye" shares, we must first have sufficient conditions to impress them.

However, Hikvision has only been established for one year and is still in the stage of R & D. without any revenue flow and market feedback, it is difficult to make a proper valuation.

At present, the biggest wealth of Hikvision consists of two parts, one is all the top talents from 52 institutes, the other is 52 existing scientific research achievements, all of which are considered as soft power.

Lin Qingya's previous survey results show that the biggest technical advantage of Hikvision is in the codec technology and back-end storage products, both of which have 52 original technology deposits, so the R & D strength is very strong.

However, Hikvision has its own embarrassment: it has not yet entered the front-end camera market substantively, that is to say, it can't create a camera now, and the camera is one of the most important links in Skynet system planning.

In other words, after acquiring Hikvision, Li Mu either invested money in Hikvision's research of front-end cameras, or simply accepted another enterprise that mainly works as front-end cameras to complement Hikvision.

Therefore, Hikvision as a whole is a high-tech R & D enterprise, not a hardware manufacturer. Its main positioning is to be a solution supplier in some subdivisions of the security monitoring field. It has not yet been able to get through all the hardware and software, front and back ends, and become a company integrating security monitoring R & D, production, promotion and sales After a long discussion, we finally reached a consensus: according to the current situation of Hikvision, the enterprise valuation cannot be higher than 50 million yuan.

Ding Zhenglin thoroughly understood all the structural planning of Li Mu and the psychological price of 50 million yuan, and then said to Li Mu, "Mr. Li, there is a problem. Hikvision and 52 are state-owned enterprises, and their goal is to find development opportunities in the market, so their vision should be long-term."

Speaking of this, Ding Zhenglin added: "in my opinion, what Hikvision lacks now is the funds that can be put into the operation of the enterprise, rather than the cash after the sale of the enterprise, so if we want to establish a Makino to merge them, we have to give them a broader development space. It is difficult for them to agree simply for money."

Li Mu nodded and said, "it's not difficult to acquire the traditional state-owned enterprises in a mess, but it's not easy to acquire the state-owned enterprises with long-term goals and strategic plans like Hikvision.""We don't have any technical reserves directly related to the field of security monitoring, so there are few effective resources that we can put into Makino TV now. Whether it's soft power or hard power is not enough, I'm afraid it's hard to really impress Hikvision and 52 institutes. We have to find ways to strengthen our attraction to them," Ding said

Li Mu smiled and said, "you are right, so we have to analyze the needs of Hikvision in depth, and then give the right medicine."

"For example, Hikvision's lack of money is the first one, so if we give him a valuation of 50 million yuan, and want him to be willing to merge into Muye, and only occupy 20% of Muye, we must first fill the future Muye's valuation to 200 million yuan, which is the premise, how to fill the two billion yuan valuation is the problem we need to consider."

Ding Zhenglin said: "there is a feasible capital operation mode. We can set up Muye Weishi first, and lay two hundred million cash on the account of Muye Weishi. In this way, the market value of Muye Weishi is two hundred million cash. If Haikang Weishi is willing to be acquired by Muye Weishi and owns 20% of the integrated shares of Muye Weishi, then Muye Weishi will own two hundred million shares The hard assets of cash and the soft power of 50 million of Hikvision add up to a valuation of 250 million. "

Lin Qingya also nodded: "I think it's feasible for Mr. Ding to say that Hikvision is short of money. The 200 million cash is of great significance to them, which means that once they join us, they will have a large amount of money injected into all their research fields, so that they can have faster development; if they don't join us, they can only continue to eat chaff and eat vegetables, tighten their belts and develop, Do you think they will be moved? "

Li Mu thought a little and said, "it's too simple and rude to directly register a company and get 200 million cash. I personally feel that if we directly take 200 million cash as our attraction, once Hikvision agrees, because we don't have a deep understanding of the industry, they will basically be responsible for the right to use the money. In this way, in the future, we will It's hard to maintain the Libra with them, and they don't have enough ability to balance the team of Hikvision. "

Lin Qingya and Ding Zhenglin also agree with Li Mu's concerns. They don't know a field and need to give 200 million yuan to people who know how to do things. It's really too uncontrollable for the investors who pay. Even if it's venture capital, they will invest a round a of 120 million first to see the results and then decide whether to pursue the investment.

Everyone fell into silence. Everyone was thinking about how to build their own plate and attract Hikvision to join in, and how to ensure that they can control the basic plate of the whole plate in the future.

After thinking for a while, Li Mu took the lead in breaking the silence and said: "isn't the current advantages of Hikvision focused on codec technology and back-end storage products? Then we will buy a simple camera equipment manufacturing enterprise with enough strength, take it in as a part of filling the market value of 200 million yuan, and take the rest to make up for it, so if Hikvision agrees to join us, we will have a camera equipment manufacturing team to cooperate with them and check and balance each other, so as to maintain a basic balance. Moreover, there are many dishes on the plate The front-end equipment manufacturing link will also increase the attraction to Hikvision. "

Both of them thought it was a good idea.

If you don't understand and are afraid that the knowledgeable person will be out of control, the best way is to find another knowledgeable person to check and balance with him. If there is no functional conflict between the knowledgeable person and the other person, but they can complement each other, it will be more perfect.

"In this way, plus our software R & D team, we have three teams in our hands," Li Mu calculated! Internal balance will be more stable. "

"The camera equipment manufacturing team is responsible for the front-end camera of Skynet system, Hikvision is responsible for the middle and back-end decoding and storage of Skynet system, and the developers of Muye technology are responsible for the software support of the whole Skynet system. After the three teams are integrated, the future Muye TV can have the whole production from front-end camera to data processing, transmission and data storage Industry chain, so the prospect of Makino vision is much bigger than that of Hikvision, which should be able to see it. "

Ding Zhenglin said: "Mr. Li, in this case, we can also bring in our marketing resources of Makino technology and Taobao's sales channels, as a supplement to Makino TV in the future, believing that it will be more attractive to Hikvision."

Li Mu nodded and said: "well, there are front-end, support, resources, channels and funds. After we have completed these five points, we will have all the links in the whole security monitoring industry, except for the middle and back-end of Hikvision. By then, as long as we integrate Hikvision, we will be able to directly create a mature and complete And enough advanced industrial chain, I believe it won't be long before we can get out the Skynet monitoring system. "

Lin Qingya said in a hurry, "I have the data of several camera equipment manufacturers that have been sorted out before. The largest domestic manufacturers are basically in Shenzhen. If we put the production enterprises in the bag first, we will take the initiative in Hikvision!"

Li mule said: "things come suddenly and preparations are too hasty, so it's impossible to do everything in such a short time. Since we have made an appointment with people from Hikvision, I'll draw them a big cake today!"……

PS: sorry for the delay. We can only make one change tonight and make it up tomorrow!