Canyuan chairman Jane tomoto: Taiwan LED self-help forced "dances with wolves"

When competitors come to cooperate, is the refusal or handshake? Second Taiwan LED epitaxial plant canyuan photoelectric chairman Jane tomoto, choose to hold up the other hand.

For the first time, and on the other side of the competition factory hand, canyuan chairman Jane tomoto to own half the time battle effectiveness of cooperation.

In November 12, 2012 Chinese epitaxial leading Sanan optoelectronics to NT $2 billion 350 million stake in canyuan, achieved a 9.9% stake, becoming the first cross-strait LED joint venture. This is not only the LED industry first, the amount of land owned Taiwan is the largest single investment.

A capital of only 4 billion 800 million yuan enterprises, why would rather bear the fear of land will be allowed to get the key technology in Taiwan questioned, but also to achieve this cooperation case?

Three plus canyuan capacity is almost equal to the world's top three large capacity EPISTAR (hereinafter referred to as crystal electric), as vice chairman and chairman of crystal electric largest epitaxial packaging factory Everlight Ye Yinfu this cooperation question again and again, "it (canyuan) has to China, investment expansion, capacity utilization rate not full, do not see their reasons for cooperation. "Ye Yinfu believes that three profit mostly from Chinese government subsidies, large-scale poaching EPISTAR hundred talents, why not choose canyuan and crystal electric cooperation, would rather take the other side of the hand?

Looking for customers to cooperate without niche is recommended to find the Chinese mainland to reduce costs

However, Jane accepted an exclusive interview with this newspaper, said the outside world that I can find customers, looking for cooperation in Taiwan, but I think my choice is not much. "

In canyuan eyes, looking for foreign partners, is to survive must choose. In the market for too violent, upstream of LED epitaxy over the past two or three years and the wind blew the whole, by investing two or three crystal electric wire factory, with 286 sets of MOCVD (metal organic chemical vapor deposition) machine capacity, with the scale and cost advantages, and can only round 100. Jane tomoto said that after the demand increases, customers are very worried about the canyuan production capacity, the cost is too high.

Plus 2012 to the three quarter, net loss of 270 million yuan canyuan, nearly 5 years the biggest loss, must find a way to trade.

The past canyuan is looking for customers such as LG (LGD) and Japan's Mitsui stake, in order to protect the product in the future can have access to the sea. But now, I also discuss with the future of several large customers (strategy), the sea they gave me directions are to Chinese (interbank) cooperation, it may reduce the cost. "

LED, general manager of a downstream enterprise pointed out that the current LED industry overcapacity, downstream customers, of course, want to purchase a little more sources, there is no need to invest money to invest in the upstream epitaxial.

China, opponents find complementary market channels, each one takes what he needs

Canyuan cooperation with customers the road does not work, rival three has to get home.

In fact, over the past two or three months, three also contacted crystal power, new century optoelectronics and etc. because of Ronda industry, product market overlap high and not tanlong.

LED, Taiwan's largest sapphire substrate upstream parts factory, crystalwtse technology marketing department deputy general manager Ma Peisheng believes that canyuan let three shares, market access should be complementary, cooperation opportunity.

Three more than 90% of the revenue from Chinese canyuan market; on the contrary, in the international market.

Three focus on the lighting market, canyuan is the main LED panel backlight, together, in contrast, canyuan and crystal electric market instead of spot overlap, conflict of interest and high cooperation.

In addition to expand production capacity, reduce the cost, can round another plan is to route through three, scored the biggest market, Chinese lighting.

It is understood that the epitaxy has been sold in Taiwan three billion light and Wang Qi, in canyuan to sell into Chinese, but not its door, canyuan from the mainland's revenue is only 7%. Lam photoelectric chairman Li Manxiang, also canyuan director pointed out that canyuan alone cut into the mainland market is very difficult, almost all of the starting China lighting market are government owned land get, accounts receivable risk is high, also let canyuan in mainland China in the footsteps of hesitates.

In fact, canyuan without subsequent challenges, both sides want to use each other to achieve China with the international market, but if the product market positioning, fear will have a conflict of interest, then, is to round by Chan three canyuan to improve production technology, reduce the cost by three, and would not let the technology outflow, will test the negotiation ability.

Canyuan therefore take this cooperation will make Taiwan technology outflow question, although Jane tomoto insisted that the competent authorities to keep the bottom line, and dominance would not compromise, said: "we talk about technology outflow, I feel very funny, LED not only from Taiwan, you want to defend technology at home, but he (Chinese, competitors) money can apply technology to drop out. "But, indeed the first case of LED industry cooperation, has made the industry and government all eyes on.

A lot of pressure, but canyuan must do. Because now is canyuan exhausted in the bargaining power, the best time to negotiate.

Chinese LED factory is the international competition rival to be reckoned with, in 2000 the establishment of the Sanan optoelectronics, only 12 years ago, in 2012 three quarter three revenue was 2 billion 350 million yuan, up epitaxial Taiwan first Dachang crystal electric NT $15 billion 500 million.

In the future, the two sides will be merged with the whole, rather than investment

Jane said that in recent years, the industry rumors, poor technology in mainland China, after the removal of subsidies, the cost