Volume One, Chapter 18: Temptation and Coercion

Wang Xiquan’s insight was precise. Under Maimaiti’s data-driven persuasion, some sales executives from wind turbine companies indeed keenly perceived that the market potential for Chinese wind turbines might far exceed their expectations.

Maimaiti explained to Ms. Lena, the sales director of Wincon Company, as follows: “Ms. Lena, before presenting our requirements, please allow me to introduce a set of data.

According to our statistics, Daban District enjoys a stable wind period of 163 days per year, with an average annual wind speed reaching 6 meters per second, and wind power density ranging between 300 to 400 watts per square meter. The estimated area suitable for installing wind turbines in the entire region reaches 1,500 square kilometers.

Using the current market’s standard 150-kilowatt wind turbine as a benchmark, the total wind energy potential in Daban District is approximately 1.4 trillion kilowatt-hours.

It is worth mentioning that there are nine other wind corridors in Xinjiang similar to Daban District, which means the total wind energy potential in Xinjiang could soar to 13 trillion kilowatt-hours!”

This set of data was synthesized by Maimaiti based on the available materials and his accumulated industry knowledge from the future.

To avoid unnecessary disputes, he deliberately excluded data requiring precise instruments for accurate measurement and used only the largest turbine model currently available on the market as the calculation baseline.

Even so, the market scale of the Daban wind zone could reach a magnitude of 3 billion USD!

Although this figure is not outstanding compared to future, larger wind power investment projects, under the current international market conditions, it is undoubtedly an extremely attractive option.

Moreover, this refers solely to the investment scale for the complete turbine units. If manufacturing of components and casting of whole units are included along the industrial chain, just imagine how vast the total investment would be.

This would not only liberate Wincon from the current market downturn but also ensure the company’s stable development over the coming years, freeing it from worries about bankruptcy and liquidation.

As the sales director, Lena naturally understood this.

However, the matter of technology transfer was not something her sales department could decide on, though she had sufficient autonomy regarding price concessions and after-sales maintenance.

She therefore immediately expressed her goodwill: “Within my authority, I am willing to offer your side a discount of 60,000 USD. Additionally, for after-sales maintenance, we will extend the service period to 15 months, during which we will provide an extra comprehensive equipment inspection once. This is a special consideration we extend to our long-term partners.”

Maimaiti, of course, did not rush to respond. After politely expressing his gratitude, he let her return to consult with headquarters, assuring her that they would patiently await the reply.

Having concluded this relatively smooth and somewhat successful negotiation, Maimaiti finally breathed a sigh of relief. As long as the other party showed any sign of yielding, the subsequent work would proceed much more smoothly.

After all, these companies, though maintaining a united front in pricing on the surface, were ultimately independent entities.

Faced with enormous financial incentives, their capitalistic nature would drive them to abandon restraint and composure.

At first, Xie Shiqi had some concerns about Maimaiti’s approach, fearing that such hard bargaining might damage the government’s image and subsequently affect the reputation of the autonomous region.

Yet, seeing the other party’s immediate concession, he had to admit that this tactic was indeed clever and effective.

After wrapping up negotiations with Wincon, only the last and most challenging supplier remained in Room 301—Vestas.

Maimaiti stared at the familiar English letters and logo, his brow slightly furrowed, but a sly smile crept onto his lips.

In a parallel timeline, this company had once firmly held the global leadership in wind power equipment and dominated the Chinese wind turbine market for nearly two decades.

Due to their arrogant stance behind policy barriers and refusal to engage in price wars with local “country bumpkin” manufacturers, they were ultimately dragged into the era of large turbines by domestic producers and suffered a crushing defeat.

Although they had made several high-profile declarations to re-enter the Chinese market, all ended in disappointment.

But that was history. At this moment, Vestas remained pioneers in opening up experimental equipment.

“Old friends from China, given our many past friendly collaborations, I believe you are not unfamiliar with our company. First, allow me to introduce myself: I am Lars, Sales Director for Greater China at Vestas.”

Lars forced a professional smile and proceeded to introduce his team one by one: “This is Hannah, our market analyst; this is Frederick, our sales engineer; along with sales assistants, after-sales service managers, and contract managers…”

After Lars finished, Xie Shiqi followed suit, introducing his own team and positions.

When he reached Maimaiti, he deliberately paused. Understanding Maimaiti’s hint, he slowly said, “This is our sales engineer, Maimaiti Tursun·Aili.”

“Quite unique,” Lars was momentarily taken aback, then laughed, “Please forgive me; I wasn’t aware your side had such a young sales engineer.”

“Mr. Lars, since your company attaches such importance to this negotiation, we naturally will not treat it perfunctorily.”

Xie Shiqi spoke earnestly, “To maintain our friendly cooperation, we will demonstrate sufficient sincerity. Now, allow me to present the overall plan for introducing wind turbines into Xinjiang…”

The following presentation proceeded as before: Xie Shiqi outlining the introduction concept, then Maimaiti taking over to discuss technology transfer and specific requirements.

However, unlike with Wincon and Bonus, Vestas, as the world’s largest wind turbine manufacturer, had already witnessed large-scale wind power investment markets in California, the Netherlands, and elsewhere.

The previous sales pitch used on Wincon obviously could not be transplanted here. Without concrete and precise data support, persuading them would be no easy task.

Yet, constrained by time and technical pressures, Maimaiti did not have a complete survey report at hand, forcing him to hold back somewhat in presenting data.

“Mr. Lars, I believe your company has already conducted in-depth research on China’s entire wind power market, including specific data on Xinjiang’s wind resources.

The Chinese government is also rapidly preparing investigations. For now, let us set aside the data issue and focus on exploring the possibilities of cooperation.

Your company’s research strength in wind turbines is globally recognized.

Especially your latest 300-kilowatt active pitch variable frequency wind turbine, which employs proprietary tower and core control technology and is the world’s first to perfectly combine pitch control with asynchronous generators—truly admirable.

But, pardon my frankness, Mr. Lars, our current technical understanding of wind turbine equipment is quite limited. Advanced wind turbine technology like this is beyond our expectations and purchasing power at this stage and offers little utility for our current research.

By contrast, if your company is willing to provide us with older 100-kilowatt or 150-kilowatt fixed-pitch stall-regulated wind turbine technology, we would be very eager to continue cooperating with you.”

Because this involved technical matters, Maimaiti expressed his sincerity entirely in English.

These words softened Lars’s previously rigid demeanor: “If you hope we transfer some technology of the older 100- and 150-kilowatt wind turbine models, our company is indeed open to consideration.

Furthermore, we can offer paid technical support, including professional training and guidance for your engineers during turbine installation. Of course, all this depends on the final number of turbines you decide to purchase.”