Starting out as a drug dealer in 1988

The moon sets and the sun rises, time flies, and in the blink of an eye, New Year's Day 1992 has quietly arrived.

According to common sense, Hengyuan Electronics originally planned to give employees a holiday so that everyone can have a good rest.

However, not long ago, due to the shortage of raw material supply, the production line of electric water heaters was once at a standstill.

Fortunately, after a series of advertising campaigns, the company's inventory gradually decreased.

If we do not seize the time to resume production now, we will probably face the dilemma of insufficient production capacity and inability to bring products to market in a timely manner.

As a result, the company had no choice but to decide to cancel the vacation and all employees threw themselves into the intensive production work.

"Mr. Zhou, welcome!"

"Oh my, Mr. Zhao, I've heard so much about you! I'm so honored to meet you today!"

"Mr. Zhou, you are so polite. Please come in and sit down! Qin Cheng, quickly go and make Mr. Zhou a cup of good tea!"

At this moment, the general manager's office of Hengyuan Electronics is bustling with laughter and joy.

Today, Zhao Wenhao welcomed a heavyweight guest: Zhou Haiyang, general manager of Zhejiang Hongtu Trading Co., Ltd.

Both parties sat down and began a polite greeting.

This seemingly simple communication actually contains profound meaning. It is not only a social etiquette, but also an important link for both parties to enhance understanding and establish good relations.

Zhao Wenhao had heard of Hongtu Trading Company a long time ago.

He is well aware of the company's important position in the industry, its wide range of business and strong strength.

The company excels in channel trade. Although it does not directly engage in product production, it firmly controls the channel agency resources of more than ten brands.

For example, the general agency rights of the rice cooker of the famous home appliance brand "Half Ball" in Zhejiang Province are won by Hongtu Trading.

Back in the 1990s, "Hemisphere" brand rice cookers were all the rage, commanding a 40% market share nationwide. They were particularly popular in coastal provinces, where sales were far ahead and they dominated the market.

However, the good times did not last long. In the mid-to-late 1990s, as many well-known foreign brands rushed to enter the domestic market, "Hemisphere" gradually declined due to multiple reasons such as lagging technology and poor management, and its market share was also severely eroded.

In his previous life, Zhao Wenhao worked in the small appliance industry and was very familiar with the "Hemisphere" brand.

"Mr. Zhao, I've also learned a bit about your company and its products through my department. With all due respect, your sales channels aren't very smooth."

After a brief greeting, both sides tacitly got down to business.

"Mr. Zhou, you are right. I don't deny it."

Zhao Wenhao acted very calmly. He nodded slightly to show that he agreed with the other party's opinion.

"Our company was established not long ago, and many aspects are still in the initial stage. All conditions are not yet mature and complete. The overall structure of the company is still under continuous adjustment and optimization."

Hearing this, Zhou Haiyang raised the corner of his mouth slightly, revealing a faint smile: "Boss Zhao, I have heard a little about the basic situation of your company.

I've come all the way here today to discuss cooperation with your company. If possible, I hope to obtain your national agency rights."

"National agency rights?"

Zhao Wenhao's heart trembled violently, but he quickly regained his composure. His expression remained calm and composed, without a trace of emotion. "Mr. Zhou is truly courageous! I wonder how much market share he can capture with his strength?"

"Hahaha... Mr. Zhao, there's no need to test me. I'm speaking with sincerity. If you're willing to negotiate with us regarding the national agency rights, then I'm also willing to offer my sincerity."

As a veteran in the industry, Zhou Haiyang certainly couldn't reveal his cards right away.

In fact, Zhao Wenhao does have the idea of ​​exploring, and will not really give the national agency rights to a certain company.

"It seems that Mr. Zhou is planning to expand nationwide with the help of a certain brand!" Zhao Wenhao said in one sentence.

Zhou Haiyang was startled, but immediately pretended to be calm. "Boss Zhao, there's no such thing as expanding nationwide. When it comes to business, the bigger the better. What do you think, Boss Zhao?"

You are all thousand-year-old foxes, why are you playing Liao Zhai games with me?

Zhao Wenhao knew very well that Hongtu Trading was the dominant player in the channel circle in Zhejiang Province.

If it wants to continue to develop, it can only expand into the whole country and occupy more market share. However, the brand "Hengyuan" is a new force and does not have its own distribution system.

In Zhou Haiyang's eyes, Hengyuan Electronics urgently needs to open up the market, and Hongtu Company also has this need. The two parties can fully cooperate and work in their respective fields.

But is Zhao Wenhao so short-sighted?

Once the national agency rights are handed over, all future sales will depend on Hongtu Company.

There may not be any problems in the initial stage of cooperation, but once any conflicts arise in the future, your lifeblood will be in the hands of others.

This will pose a serious safety hazard to the development of Hengyuan Electronics.

"Mr. Zhou, I'm sorry that I can't agree to your request for the national general agency rights." Zhao Wenhao refused without leaving any room for negotiation.

Zhou Haiyang's disappointment was evident on his face, and he fell silent immediately.

The air in the office seemed to freeze in an instant, and it felt so depressing.

"Mr. Zhou, we are all businessmen. There is no need to be stingy with money. I can't give you the national agency rights, but we can still negotiate for the general agency position in Zhejiang Province."

Zhao Wenhao broke the silence.

Unfortunately, Zhou Haiyang's expression only changed slightly, and he didn't get excited about it.

In fact, he came here just for the national agency rights. The provincial agency qualification was not a must for him.

Of course, if the terms were favorable, he would also hope to take it. As Zhao Wenhao said, they were all businessmen, so how could they really have trouble with money?

"Mr. Zhao, tell me your conditions!"

Zhao Wenhao said without hesitation: "It should be what kind of conditions does President Zhou want us to come up with, and what can we do?"

Zhou Haiyang thought for a moment and came up with a number. "Annual sales volume is promised to be 8 units, with a 20% price reduction. The payment period is two months, and a % rebate is required for completing the target."

Currently, the suggested retail price of "Hengyuan" brand water heaters is 288 yuan, and the channel purchase prices are: cash price 180 yuan/unit, and arrears price 200 yuan/unit.

Of course, not everyone has the right to owe money, and this requires a certain review before it can be approved.

Hengyuan Electronics must conduct certain investigations on buyers and then give them appropriate payment terms. For example, a customer like Xuanzhou People's Department Store was given a one-month payment term.

"Hahaha... Mr. Zhou, you are not here to discuss cooperation, you are here to expose my skin!" Zhao Wenhao laughed and shook his head repeatedly.