After rebirth, I became a great master

Chapter 346 Licking Blood from the Edge is Destiny
In early June, Zhou Haoran went to Beijing.

Working with the team from Fudan University.

Led by Academician Yang Juncai, Vice President and Chairman of the Academic Committee and Textbook Committee, the team went to Beijing for the defense.

This is a nationwide event organized by the Ministry of Education, with more than a dozen prestigious universities across the country participating.

It is primarily intended for university textbooks.

Some textbooks need to be phased out, some need to be updated, some are newly compiled, and some are to be promoted as exemplary university textbooks in universities across the country.

This task will mainly be completed in the next two weeks.

The decision was made jointly by representatives from the Ministry of Education and universities.

Fudan University participated in the production of 13 textbooks this time.

Zhou Haoran co-authored two books: "Java Programming Guide" with Professor Tan Mingliang and "Computer Networks: Top-Down Internet Features" with Professor Xiong Jiang.

These are two textbooks strongly promoted by Fudan University.

The latter, in particular, has at least a 90% chance of being selected as a standard textbook and being promoted in universities nationwide starting next semester. This is a relatively untapped area in China, and this textbook has no competitors.

If you want to popularize the internet more deeply in universities, you either need to use foreign textbooks, but there's only one available in China.

Zhou Haoran is the youngest member of this official delegation.

He doesn't compete or fight, like a nobody.

The first thing I did upon arriving in Beijing was to find Dongfang Lang.

"What's going on? It's been so long and you still haven't sorted it out? I bet you came here on vacation with your girlfriend, right?"

Zhou Haoran spoke to him very casually.

Dongfang Lang replied casually, "I was waiting for you!"

Zhou Haoran said with disdain, "You think you're so capable? You can handle Lenovo and sign Fangzheng, you're so arrogant, and you even tried to seduce them with a 100 million yuan savings account... Do you think such a big company with hundreds of billions in revenue a year would care about your 100 million yuan?"

"Who says I'm not working?" Dongfang Lang retorted defiantly. "We're just waiting for news!"

"Whose news are you waiting for?"

Zhou Haoran found it laughable.

Dongfang Lang said somewhat awkwardly, "I went to both Lenovo and Founder. They told me to wait for news. They are still in a meeting to discuss it. After all, this is not a small matter."

Zhou Haoran chuckled and said, "What big deal could a campus representative like you possibly be dealing with?"

Dongfang Lang said, "That's what they say anyway."

"They probably see you're a college student and are too embarrassed to refuse you directly, so they're using this tactful way to remind you, right?"

Zhou Haoran knew from the beginning how difficult it would be for him to carry out this task.

I thought this kid could pull off a miracle.

"Then what do you suggest we do?"

Dongfang Lang sighed.

He was just a nobody. When he went to big companies like Lenovo and Founder, he couldn't even connect with senior executives. He could only talk to a mid-level sales director about campus agent business.

At this moment, the two were wandering around the Peking University campus, waiting for someone.

Wang Wenrui, my class monitor in high school, is studying here. Let's get together when he comes.

Zhou Haoran snorted, "Don't even think about messing with me. You can't expect me to get off the field."

"Can you give me some advice?" Dongfang Lang didn't give up easily. "At least they haven't rejected me yet, so I still have a chance to try again."

As Zhou Haoran walked through the campus of Peking University, he felt that there really weren't many pretty girls on the campus: "On the plane here, I heard the school leaders say something very important."

"what's up?"

"Starting with this year's college entrance examination...that is, this autumn, universities in the port will significantly expand their enrollment, and the number of students enrolled may double compared to last year."

"Really?"

Dongfang Lang's eyes lit up.

The more college students there are, the more computers will be shipped to the university market.

"Yes, the rest is in the text."

Zhou Haoran nodded, indicating he also had his own assessment.

Educational reform has been proposed for several years.

In 99, China began comprehensive education reforms, and universities across the country started to expand their enrollment, ushering in a magnificent era of talent explosion.

However, such a major policy cannot be implemented immediately.

We need to conduct a pilot program first.

The port city is a special place, a frontier of educational reform. Starting this year, universities have significantly expanded their enrollment, setting an example for other provinces and cities across the country!

Dongfang Lang said excitedly, "With the expansion of enrollment, they are paying much more attention to the university market!"

Zhou Haoran said, "When you talk about cooperation with large companies like Founder, Lenovo, or Tongfang and Inspur, you first need to understand their operating mechanisms before you can find the right solution."

At this moment, Wang Wenrui finally appeared.

They exchanged pleasantries for a while.

Dongfang Lang then returned to the main topic, "What are the operating mechanisms of large companies?"

Zhou Haoran said, "Budget system."

"how?"

Dongfang Lang knew that large companies needed to have clear budget plans, but what did that have to do with discussing cooperation?
Zhou Haoran said, "If you want to be a campus distributor, how many units can you ship in a year? 100 units, or 1 units? That's a huge difference, with an error margin of 1 million yuan in sales."

"Hmm?" Dongfang Lang's eyes widened, as if he understood. "You mean that my role as a campus agent involves too much uncertainty and will cause problems for their sales department's reports?"

Zhou Haoran patiently explained, "Large companies like these all have sales forecasts—how many units they can sell this year, how much they can produce, etc. Sales forecasts are directly linked to departments like production and marketing. If you can't provide accurate data, the sales department of a large company will be ambiguous. Ambiguous data from the sales department will directly affect the business decisions of many departments." Dongfang Lang narrowed his eyes, "So, my role as a campus agent will create trouble for the departments in large companies that I'm dealing with. Unclear budgets will lead to criticism from superiors or complaints from other departments. This is related to their career prospects. So even if they think there's an opportunity to cooperate with me, they're unwilling to take this risk."

Zhou Haoran nodded. "That's the difference in mindset between bosses and employees. A boss's primary goal is to grow the company, while an employee's primary goal is to keep their job, and only then do they consider achieving impressive results. You can only remain invincible in negotiations if you understand the other party's psychology."

"That's it..."

Dongfang Lang narrowed his eyes, lost in thought.

Wang Wenrui, standing nearby, was horrified.

It feels like these two have gained a new level of business acumen since their last book sale.

The topic they were discussing was a little hard to understand.

Dongfang Lang said slowly, "So what I need to do now is to dispel the concerns of the sales director who is working with me, so that he can cooperate with me without any worries."

Zhou Haoran said, "If you ask someone for a favor and expect them to bear the consequences, they will likely be dissatisfied. You need to take the initiative and show that you are willing to bear the possible negative consequences. Only then will the other party feel your sincerity and respect, which will help build trust and promote cooperation."

Dongfang Lang understood. "The campus agent business creates ambiguity in the other party's budget, and the middle management doesn't want to take responsibility. So I'll give a clear answer to alleviate their concerns! If anything goes wrong, I'll bear the consequences!"

Zhou Haoran smiled and said, "Yes."

Wang Wenrui was completely bewildered and didn't understand at all. "Didn't you want Lenovo and Founder to act as agents for campus computers? What kind of price would you have to pay?"

Dongfang Lang said in a deep voice, "The larger the quantity, the more budget the other party has, and the more preferential terms they will offer me. If the quantity is too small, they won't even bother to cooperate with me. I've decided that I will promise them that as long as I become the campus general agent, I will sell 1 computers in the campus market of Haigang every year! If the data is not met, I will bear the consequences, including penalties and fines!"

"what?"

Wang Wenrui was terrified.

1 computers, that's a sales revenue of 1 million!
Zhou Haoran laughed and said, "That's right. If you give a clear answer, the sales director you're dealing with will have clear sales expectations and budget reports. If you fail to meet the targets, you'll bear the consequences, and it won't be his responsibility. If you succeed, he'll enjoy the benefits; if you fail, he won't take any responsibility. Wouldn't everyone be eager to cooperate with you?"

"This is too risky!" Wang Wenrui thought these two were crazy. "If they fail to complete the mission, they'll have to pay at least several million in compensation!"

"How could a risk-free business that can make a lot of money fall into the hands of ordinary people like us? It would have been snapped up long ago." After some guidance, Dongfang Lang felt he had matured a lot. "Riding the wave of danger is the destiny of us ordinary people to rise above our station!"

Wang Wenrui's family is very wealthy in Yangguan County.

They are not an ordinary family.

Hearing this, he was dumbfounded.

Zhou Haoran said calmly, "Businesses that are destined to make money will never be available to you; people will keep them hidden and restrict you from doing them. What they encourage you to do are businesses that have no hope of making money. Making money from businesses that have no hope of making money is the opportunity for ordinary people, and it is just an opportunity."

Then he looked at Wang Wenrui: "You say the risk is huge? If the risk wasn't huge, you wouldn't even be in the running!"

night.

Instead of staying at the guesthouse of the Harbor Liaison Office in Beijing, which was more luxurious than a five-star hotel and arranged by the school, Zhou Haoran went out to find Dongfang Lang.

He took action personally.

I helped him redesign his business plan for the campus agency.

First, market analysis.

Last year, the country launched the "Computer Popularization Education" program, leading to a surge in demand for computer labs in universities; this year, universities in the port city have begun to expand their enrollment, further increasing the demand for computers.

Second, competitive comparison.

The analysis examined the penetration rates of competitors such as IBM, HP, and Great Wall in the harbor campus, emphasizing Lenovo's cost-performance advantage.

Dongfang Lang had also written a plan before.

Zhou Haoran made some minor modifications.

As for data... it can be sensational when it needs to be sensational, or fabricated when it needs to be fabricated. Write it in a way that makes it look good; being too honest won't be appealing.

It's perfectly normal for a business plan to contain some data citation "errors".

Third, implementation plan.

A three-in-one model of "campus experience store + B-end sales + C-end sales" was proposed.

Fourth, financial budget.

We promise to cover 5-10 universities in the first year, with a sales target of 1 million yuan!

5. Marketing Plan.

Regularly hold "Campus Computer Festival" lectures, work with Lenovo to popularize computer knowledge, and help Lenovo expand its brand influence in universities.

6. After-sales service.

Universities have computer science departments.

The agent is willing to take on some after-sales service, such as providing basic technical support through student teams, to reduce Lenovo's service burden.

7. Differentiated positioning.

We partner with banks to offer installment payment options for purchasing devices, making it easier for students to buy them.

The likelihood of this happening is almost zero.

it's fine.

It's written in a very engaging way.

It's not that every plan in a business plan needs to be executed perfectly, or that it just needs to be written beautifully and convincingly.

8. Tie up long-term interests.

A commitment has been made to sign an exclusive agreement, allowing Lenovo computers to be sold exclusively in the university market…

A plan has been written.

Dongfang Lang was overjoyed.

This is absolutely perfect!
If we still can't reach an agreement, that's a crime!

(End of this chapter)