Chapter 86: It Really Is Expensive

Seizing the opportunity, he quickly launched into an introduction, giving a sweeping recommendation for the company before addressing anything else.
“Before we begin, allow me to introduce Dassault Systemes. Before we branched out from the Dassault parent company, we were a dedicated software development team designing exclusively for Dassault. As such, our products have been specially optimized for the aerospace manufacturing industry. I assure you, our software is absolutely the most suitable for your aviation enterprise.”
Having described the company’s history and unique positioning, he began to present the real deal—only genuine products could speak for themselves.
“We offer comprehensive solutions, from fundamental mechanical design and manufacturing, as seen in our CATIA software for aircraft exterior design, to advanced finite element analysis and mechanics simulation software.”
Listening to the manager boast incessantly, Yang Hui couldn’t help but smile; the manager was quite amusing.
Dassault Systemes had only been independent from Dassault for two years, yet dared to claim a complete product line—he seemed to believe the Eastern visitors had never seen the world.
At this stage, Dassault Systemes was really only known for CATIA, their flagship product; their other software was not yet up to standard, so they were far from the powerhouse they would become in later years. Compared to other industrial software providers, they were still a minor player.
The manager’s bold claims were clearly aimed at securing the entire systems engineering contract; for software they didn’t possess, they would simply resell others’ products as intermediaries.
Since the manager was so generous in offering his face for a gentle slap, Yang Hui decided to oblige.
“That doesn’t seem accurate. Does your company actually have a complete product line? The finite element analysis software, mechanical simulation software, and modeling software we require—have you developed those?”
Finite element analysis software truly reached its potential only through computer analysis; last time, Zhong Jianxian used finite element methods to analyze a centrifugal impeller, but without proper software, it proved extremely daunting. Yang Hui now intended to see where he could acquire suitable finite element analysis software—he knew it would be invaluable later.
At this point, the manager could no longer keep up his bravado—he realized he was facing someone well versed in international industrial software, so he became much more forthright.
“In terms of finite element analysis software, our company has excellent partnerships with NASA and MCS. We can directly sell their NASTRAN software—a powerful tool with a long development history, tested and trusted by numerous users.”
NASTRAN was indeed a valuable asset; developed in 1966, it was renowned among large corporations, and in later years its calculation results became the industry benchmark, replacing other quality standards—a testament to its success.
Time was short, and Yang Hui had no desire to waste it on empty talk; he went straight to the point.
“Never mind. We’ll look into other finite element analysis software ourselves later. Let’s discuss your CATIA software—we’re quite interested in it.”
With their intentions clear, the manager was eager to get down to business.
“You have an excellent eye for selecting CATIA. This software has been meticulously optimized for the aerospace industry; during development, it was funded by Dassault itself. One could say it’s a three-dimensional modeling software purpose-built for aerospace manufacturing...”
He rambled on, but Yang Hui already knew CATIA’s strengths, so there was no need to waste further time listening.
“We’re already familiar with its features. Let’s talk about price and after-sales service so we can make a proper assessment.”
“Of course. As a professional-grade software, it is naturally quite expensive. A single license costs two hundred thousand dollars.”
Two hundred thousand dollars was, in truth, not costly at this stage; CATIA had limited modules and only basic functionalities. The modular purchasing strategy of later years was not yet feasible, so full-package purchase was the only option. In the future, an official CATIA license could easily cost over a million dollars, so this price was reasonable.
Yang Hui, knowing future prices, found it affordable, but the director thought differently. How could a software be priced so high? An aircraft model cost only eighty thousand dollars, yet a single license matched the price of three models. If they procured all the necessary software, the profit from fifty models might be wiped out entirely.
“So expensive—this is ridiculous. Yang Hui, let’s check elsewhere before deciding.”
With that, the director strode away. Yang Hui wanted to explain, but he knew the director wouldn’t listen. They’d have to finish touring the exhibition before he could accept the steep software prices.
He apologized to the enthusiastic manager and followed the director, steadily examining various design software. After visiting nearly all the vendors, the director finally understood.
He said to Yang Hui, “These software packages are really expensive. None of them overlap in function, so in the end we’ll have no choice but to pay their high prices.”
He was right—while a few three-dimensional modeling, structural analysis, and mechanics simulation packages had competitors, most simulation software were unique, with no alternatives.
Since the director still struggled with this, Yang Hui decided to give another example.
“Director, there’s a reason they dare to charge so much. These software tools are like our model aircraft: they don’t have a huge user base, but are absolutely essential. Their business model is similar—they’re designed for high profit margins.”
Using model aircraft as an analogy, the director finally understood; it was clear they would have to accept the high prices.
“Well, you make a good point. Seems we have no choice but to accept it.”
“Not exactly. Think about it: this is the industry standard. We’re not actually paying above the market rate—these prices are universal.”
Having accepted this reality, Director Bai left negotiations to Yang Hui. He had been complaining about the price, and it would be awkward to return, so it was best for Yang Hui to handle it.
Director Bai exited the exhibit hall, waiting outside for Yang Hui. Yang Hui spoke with each vendor, forming only preliminary purchase intentions; official procurement would require approval back home.
After finishing discussions and exchanging contact information, Yang Hui left the exhibition and joined the director at their small inn, preparing to train the model aircraft pilots in the afternoon.

“Yang Hui, how did the negotiations go? Tell me about it.”
The director’s inquiry required a report: “I’ve clarified everything—prices are all about the same, and they won’t lower them. We exchanged contact information, and I’ve collected promotional materials for each software.”
Indeed, Yang Hui held several brochures—too many to carry easily, so he’d bundled them together; one could barely tell without looking closely.
“Good, having the materials means we can study them thoroughly later. We’ll also consult the two domestic factories about their usage before making a final decision.”
This approach was sensible; it was best to check which software the domestic companies used and, if possible, standardize across similar functions, which would facilitate future communication.
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Returning once again to the gathering place of model aircraft enthusiasts in the Paris suburbs, they could see several models of different paint schemes flying in the air. Training was progressing rapidly—an excellent sign.
Drawing closer, they saw several “cockpits” set up, with seven or eight people piloting aircraft. It turned out that Xie Lianfa and his team, originally tasked with finding after-sales service partners, were now here training the pilots.
Yang Hui asked what was going on, and Xie Lianfa replied, “It’s quite simple. I directly approached those who bought our model aircraft and asked if any were willing to cooperate with us. Two, one from Britain and one from Sweden, agreed to partner with us.”
Unexpectedly, two after-sales partners were so easily secured. The remaining Italian and Spanish after-sales services should also be straightforward. Progress on after-sales arrangements was swift.
“How did the pilot training advance so quickly to solo flights?”
Again, it was Xie Lianfa’s idea.
“Yes, some pilots hadn’t yet passed the theoretical exam, but a few had. We began training those first, and once they’re finished, the first trainees will become instructors.”
Model aircraft enthusiasts are a close-knit, cooperative community; most are happy to guide their peers as instructors.
Furthermore, Xie Lianfa had privately offered incentives—he promised priority consideration for the next generation of model aircraft and some discounts.