louisehourcade Chapter 123 Bosch's Olive Branch
Chapter 123 Bosch's Olive Branch
2020 8 Month 5 Day.
Three days after Hongyuan was fully mobilized, Zhou Ming brought the first piece of good news.
— Bosch of Germany has agreed to supply Hongyuan with high-precision MEMS gyroscopes.
When the news arrived, Su Chen was in his office discussing the details of his trip to Suzhou with Fang Xu on the phone the next day.
When Zhou Ming pushed open the door and came in, his face was filled with barely concealed excitement:
"Mr. Su! Bosch has replied!"
Su Chen put down the phone and looked at Zhou Ming.
"They're willing to supply high-precision MEMS gyroscopes from the BMI270 series, and we've negotiated the price and delivery time!"
Before discussing the specific results, it's necessary to explain what a MEMS gyroscope is.
……
MEMS—Micro-Electro-Mechanical Systems.
If chips are the brain of the electronic world, then MEMS are its sensory organs.
The working principle of MEMS gyroscopes is not complicated: they use tiny vibrating structures to sense changes in angular velocity through the Coriolis effect (a microscopic version of the Earth's rotational deflection force).
However, "the principle is not complicated" and "the manufacturing is not difficult" are two completely different things.
The core vibration structure of a high-precision MEMS gyroscope is only a few hundred micrometers in size—about three to five times the diameter of a human hair. Achieving stable vibration, accurate detection, and reliable signal output in such a tiny structure requires extremely precise manufacturing processes.
Currently, the global MEMS gyroscope market is basically monopolized by three major camps:
The first tier consists of Japanese companies—represented by Murata Manufacturing and Epson. Murata's gyroscopes are renowned for their high precision and are the preferred choice in the aerospace and high-end drone fields.
The second tier consists of companies from Europe and America—represented by Bosch of Germany and TDK-InvenSense of the United States. Bosch boasts the broadest MEMS product line, encompassing everything from automotive to consumer electronics. TDK-InvenSense, on the other hand, holds a dominant position in the consumer-grade MEMS field.
The third camp is China—but this "camp" is more of a wishful thinking. China's MEMS industry started late and has a weak foundation. Currently, it has some market share in the low-to-mid-end consumer market, but in the fields of high-precision industrial-grade and aerospace-grade MEMS, the gap with Japan, Europe, and the United States is at least five to ten years.
Previously, Hongyuan used Murata's SCR1100-D04 series, a high-precision product line designed by Murata specifically for drones and robots. It has an angular velocity resolution of 0.004°/s and a zero-bias stability of less than 1°/h, making it one of the top-performing MEMS gyroscopes on the market.
The reason why the Asuka S1's OIS active vibration damping system can achieve such terrifying data as "4000 attitude samples per second" and "0.08-second correction response time" is largely due to the powerful performance of Murata's gyroscope.
Murata has now stopped supplying supplies.
Can Bosch's BMI270 be a substitute?
Su Chen looked at Zhou Ming: "What are the specific parameters?"
Zhou Ming opened the document in his hand:
"The BMI270 has an angular velocity resolution of 0.008°/s and a zero-bias stability of approximately 2°/h—about half the accuracy of the Murata SCR1100."
Su Chen frowned slightly.
Half precision.
If replaced directly, the performance of the Feiniao S1's OIS system will significantly decrease. In addition, Zhang Lei has already reduced the number of MEMS chips in each module from nine to six—with this double reduction in specifications, the core competitiveness of the Feiniao S1 will be weakened considerably.
"However—" Zhou Ming continued, "Bosch indicated they can provide customized services. If we're willing to sign a three-year framework agreement, they can perform specific optimizations for drone applications based on the BMI270, which is expected to improve accuracy to around 0.006°/s."
"0.006°/s..." Su Chen pondered for a moment.
While 0.006°/s is still slower than Murata's 0.004°/s, the gap has narrowed significantly. Furthermore, Hongyuan's self-developed EIS electronic attitude compensation algorithm can compensate for some of the hardware accuracy deficiencies at the software level.
Overall, the core performance of the Flying Bird S1 can be restored to about 85%-90% of its original level.
It's not perfect, but it's acceptable.
"What about the price?" Su Chen asked.
"This is the more troublesome part," Zhou Ming said, his expression turning somewhat troubled. "Bosch's price is about 30% higher than Murata's. Murata previously quoted us 8.5 yuan per chip, while Bosch's customized BMI270 is priced at 11 yuan."
Each one costs 2.5 yuan more.
六颗一组（张磊的过渡方案），每块飞鸟S1的MEMS成本从原来的76.5元（9颗×8.5元）变成了66元（6颗×11元）——看起来反而便宜了？
wrong.
If we restore the full configuration of nine MEMS chips, the cost of each MEMS chip will increase from 76.5 yuan to 99 yuan—an increase of 22.5 yuan.
按照飞鸟S1目前1299元的售价和约118元的毛利来算，每块模组的利润将从118元降到95.5元——利润被压缩了近20%。
"I accept," Su Chen said readily.
Zhou Ming was slightly taken aback: "So agreeable?"
"Now is not the time to worry about profits," Su Chen said calmly. "If the Flying Bird S1 is discontinued, the loss won't just be in hardware profits—it will be in the confidence of the entire ecosystem. More than 370 partners are watching us, Lianchuang Group is watching us, the entire industry is watching us."
"Flying Bird S1 cannot stop. Even if the profit is zero, it cannot stop."
Zhou Ming nodded emphatically: "Understood. I'll confirm with Bosch right away."
What about the delivery date?
Bosch says the first batch of standard BMI270s can ship within two weeks. Customized, optimized versions will take six to eight weeks.
"Two weeks..." Su Chen quickly calculated.
The inventory of MEMS (based on a six-chip plan) is enough to produce about two thousand Flybird S1 units, which should last for about ten days to two weeks.
If Bosch's first shipment arrives within two weeks, it will be just in time to ensure production continues without any disruption.
"Place orders for the standard version first, the more the better. Start the customized version launch simultaneously," Su Chen quickly decided. "Also, has TDK-InvenSense replied?"
Zhou Ming's expression turned serious: "TDK... rejected us."
Su Chen's eyes darkened slightly.
"What did they say?"
"They're saying they're facing production constraints and can't accept new customer orders," Zhou Ming shook his head. "But I think the reason is the same as with Murata—someone is putting pressure on them from behind. Although TDK-InvenSense is an American company, they have a deep cooperative relationship with DJI. DJI's consumer drones use a large number of TDK's MEMS products."
Su Chen nodded.
Expected.
Murata in Japan was pressured by Hangxindatong through academic connections, while TDK in the United States was blocked by DJI through commercial connections—the three parties' strategy was indeed watertight.
But they overlooked one person—the Germans.
Bosch's willingness to supply the product is simple: its MEMS business in China is expanding, and it needs new customers to demonstrate its competitiveness in the high-precision industrial-grade MEMS field. Hongyuan, a rapidly rising low-altitude economy enterprise, is precisely the benchmark customer Bosch has been seeking.
Moreover, Bosch is a German company with a strong sense of independence in its corporate culture—they are unlikely to abandon a potential Chinese customer just because of pressure from DJI or Hangxindatong.
At least not in the short term.
But Su Chen knew very well that Bosch was just a stopgap measure.
If DJI increases its purchases from Bosch, or if Hangxindatong finds a way to influence Bosch, Bosch's attitude may change.
Therefore, there is only one real solution—
Autonomy.
Su Chen's gaze fell on the drawer again.
The design drawings for that MEMS inertial navigation chip are more important now than ever.
……
After dealing with the Bosch matter, Su Chen called Fang Xu to confirm the final arrangements for tomorrow's trip to Suzhou.
"Dr. Li Wei from Microchip Sensing has confirmed that we'll meet at his office in Suzhou Industrial Park tomorrow afternoon at 2 PM," Fang Xu said. "I've prepared a preliminary cooperation framework—starting with strategic investment and joint R&D, without mentioning controlling stakes yet."
"Yes." Su Chen nodded. "Don't rush things at the first meeting. First, get to know Dr. Li Wei as a person, and understand the true technical level and team situation of Microchip Sensing."
"clear."
After hanging up the phone, Su Chen turned on his computer, pulled out the research materials on Microchip Sensing that Fang Xu had prepared before, and looked at them carefully again.
Suzhou Microchip Sensing Technology Co., Ltd.
Established in 2017.
Founder: Li Wei, PhD in Microelectronics from Tsinghua University, former chief engineer of Murata Manufacturing Shanghai R&D Center.
Team size: 38 people, including 28 R&D personnel.
Core technology: High-precision MEMS inertial sensor, with 47 domestic patents.
Product Line: Currently, the product in mass production is the medium-precision MEMS accelerometer, mainly used in industrial automation. The high-precision MEMS gyroscope is in the small-batch trial production stage.
Revenue: Approximately 1200 million in revenue in 2019.
Valuation: The company was valued at 1.8 million after its most recent funding round (Series A+ in 2019).
Financial situation: Cash flow is tight. At the current rate of cash burn, the cash on hand can only last until the middle of next year.
Su Chen's gaze lingered on the line "Former Chief Engineer of Murata Manufacturing Shanghai R&D Center" for a long time.
Li Wei's decision to resign from Murata to start his own business demonstrates his strong belief in domestically produced MEMS.
His work experience at Murata means that he understands Murata's technical approach, manufacturing process and quality control system—experiences that are more valuable than any design drawings.
Because the design drawings tell you "how it should be made".
But manufacturing experience tells you "how to make it".
Both are indispensable.
Su Chen has design drawings (provided by the system). Li Wei has manufacturing experience (from Murata).
If the two are combined—
A glint flashed in Su Chen's eyes.
He closed his laptop and began packing for his business trip tomorrow.
……
While Su Chen was preparing for his trip to Suzhou, Hongyuan's other fronts were also advancing simultaneously.
Wu Zheng contacted his junior colleague at Suzhou-based Xinyuan Microelectronics, who indicated they could handle the packaging and testing orders for Hongyuan flight control chips. Although Xinyuan Microelectronics' production capacity was not as large as Xingyao's, it was a perfectly feasible emergency alternative. The initial communication went very smoothly, and both parties agreed to a technical meeting next week.
Xu Lang also sent a message: Meng Xiaoting had notified all partners, frankly explaining that the delivery of the Feiniao S1 might be delayed by four to six weeks, and promising that customers who had already placed orders during the delay would receive additional after-sales service benefits. Unexpectedly, the vast majority of partners reacted with great understanding and support—many of them had also experienced the pain of supply chain bottlenecks and knew that this was not Hongyuan's fault.
Several major clients even proactively stated, "No rush, we'll wait. The Flying Bird S1 is worth the wait."
Zhao Jiancheng, along with the engineering team from Microchip Semiconductor, began to evaluate the possibility of using existing equipment and processes to produce low-to-medium precision MEMS accelerometers. This was not to replace Murata's gyroscopes (the precision difference was too great), but to accumulate some manufacturing experience in the MEMS field before the acquisition of Microchip Sensing was completed.
The entire Hongyuan was like a fully activated machine, with every gear running at high speed.
At the center of this machine, Su Chen stood by the office window, looking at the Shenzhen skyline in the distance.
The setting sun was slowly sinking, turning the entire city into a golden-red hue.
Tomorrow, Suzhou.
Su Chen said softly.
He knew that tomorrow's meeting might determine Hongyuan's fate for the next three years.
If Hongyuan can acquire Microchip Sensing, it will have the seed for its own MEMS technology. Add to that the support of system blueprints and the efficiency boost from the industry's competitive advantage—
Within three years, Hongyuan's MEMS will not only be able to replace Murata, but may even surpass it.
By then, He Zhiqiang and Chen Jiaming's meticulously planned supply chain strangulation will become a joke.
No—it's not a joke.
It is a catalyst.
They were the catalysts that personally forced Hongyuan onto the path of self-reliance.
Thinking of this, a meaningful smile appeared on Su Chen's lips.
History is always so ironic—
The more you try to eliminate an opponent, the more likely you are to create an even more powerful enemy.