Huayu: Starting from joining the mainstream entertainment industry in 96

Chapter 15, Section 15: You sly, big-eyed fellow (revised)
Back at Beijing Film Studio.

Wang Sheng, carrying a "Golden Bridge" wrapped in newspaper, went straight to the photography workshop and found Li Weiguo, the monkey's uncle who managed the equipment room, to discuss the costs of the mid-range and low-end packages.

Although it's the weekend, many employees at Beijing Film Studio who work on the front lines of production are not taking a break. Because of poor market performance, they work more when there is work and rest when there is no work.

Like Mr. and Mrs. Wang, they've been so busy these past few days that they basically don't come home at noon. When they do come home in the evening, they need to rest for a while before cooking.

Li Weiguo is in charge of the equipment room. Everyone needs to borrow equipment from him, so he can't leave his post. Fortunately, his job is relatively easy.

Li Weiguo was a photographer in his early years, but he suffered an accident during a shoot and injured his waist, making him unable to handle the heavy workload. At that time, the state-owned factory treated its workers well, so it arranged for him to work as a registrar in the equipment room. Later, he worked his way up to become the director of the equipment room.

……

Photography workshop.

Li Weiguo said with a hint of reproach, "You kid, you come all this way, but what did you bring? I watched you and Monkey grow up, and you're Monkey's good friend. How could I not help you if you need something?"

After Li Weiguo injured his waist, he got married but never had children. He would have to rely on his monkey for support in his old age, so he doted on the monkey.

In Wang Sheng's memory, from childhood to adulthood, Monkey was always the one with the most pocket money among his group.

Wang Sheng smiled and said, "Uncle Li, it's only right. When you ask someone for a favor, you have to have the right attitude. Whether you accept it or not is up to you, and whether I give it to you or not is up to me."

"This is a one-time exception. Now, tell me, what brings you here?" Li Weiguo looked at Wang Sheng with kind eyes.

"That's it..."

Wang Sheng told Li Weiguo about his efforts to develop the mid-to-low-end market for wedding video recording, and then asked, "Uncle Li, in your opinion, what kind of equipment can guarantee to be significantly better than a home VHS for a mid-range package, while also keeping costs under control?"

"As for the mid-range..."

Li Weiguo has been dealing with photography equipment all these years. After a moment's thought, he replied, "The MiniDV released last year is definitely better than the Hi8 and VHS, but the machine and tapes are also more expensive."

If you ask me, I'd suggest using a decent Hi8 camera, like a flagship Sony TRV series for home use, along with a slightly better microphone and an external fill light. The image quality, color, and audio recording will all be a level above, and the cost will be worlds apart from Betacam. A complete setup, using a used camera, would cost around four or five thousand yuan. Spread over each shoot, including depreciation and consumables, the cost could be kept under... 200 yuan per shoot?

Wang Sheng listened and took notes.

"What about the low-end?" Wang Sheng asked again.

“The low-end is simple,” Li Weiguo answered readily: “The mainstream VHS-C or ordinary VHS cameras on the market now can be rented, or even cheaper if you buy a used one. You can get a decent set for a little over a thousand yuan. A single camera, with a simple light, just enough to see people clearly. The cost of one shoot, including depreciation and tape, is at most 50 yuan.”

"Where are the personnel?"

Wang Sheng then asked, "For mid-range and low-end products, we can't deploy them like we do with dual cameras, lighting assistants, and recording equipment for high-end products. How do we allocate the manpower?"

Li Weiguo thought for a moment: "For the mid-range, we need a main camera operator who is technically skilled, and an assistant to help with lighting, sound recording, and changing tapes. Two people as a team can handle it."

At the lower levels, a skilled technician might mentor an apprentice, or a seasoned individual might work alone, simply recording data; this isn't a major issue.

……

Half an hour later, Wang Sheng, taking into account Li Weiguo's opinions, quickly listed the standards for the mid-range and low-end packages on his notebook and roughly calculated the paper profits.

Assuming a profit margin of 20%
Assume Purple House takes a 50% cut.

1. Basic Package (Purple House Standard Edition)
Equipment rental: VHS camera (60 yuan/day), basic lighting (20 yuan/day) → 80 yuan

Consumables: One VHS videotape (25 yuan) → 25 yuan

人力：1名摄影师（日薪120元）、1名助理（日薪60元）→ 180元

Transportation cost: Transportation for 2 people (50 yuan) → 50 yuan

Estimated total cost: 80 + 25 + 180 + 50 = 335 yuan

To ensure profitability, the price is set at 2.4 × 335 = 804 yuan per session.

Suggested price: 1999 yuan (approximately equivalent to two to three months' salary for an average worker in Beijing)
2. Mid-range Package (Purple House Compiled Version)
设备租赁：Hi8摄像机（100元/天）、外接麦克风（10元/天）、外接便携式采访灯（20元/天）→ 130元

Consumables: Hi8 magnetic tape (40 yuan), VHS tape transfer (30 yuan) → 70 yuan (assuming the finished product is a VHS tape)

人力：1名主摄影师（日薪200元）、1名助理（日薪60元）→ 260元

Transportation cost: Transportation for 2 people (50 yuan) → 50 yuan

Estimated total cost: 130 + 70 + 260 + 50 = 510 yuan

Price = 2.4 × 510 = 1224 yuan/session

Suggested price: 3999 yuan (targeting dual-income families who require high image quality).

3. Mid-to-high-end package (Purple House Quasi-Movie Edition)

设备租赁：MiniDV摄像机（150元/天）、外接专业枪型麦克风（15元/天）、外接便携式采访灯（20元/天）、三脚架（10元/天）→ 195元

耗材：拍摄用MiniDV磁带2盒（80元/盒→ 160元）、母带用MiniDV磁带1盒（80元）、转刻VHS磁带（30元）、转刻成本（20元）→ 290元

人力：2名主摄影师（日薪各250元→ 500元）、2名助理（日薪各60元→ 120元）→ 620元

Transportation cost: Transportation for 4 people (100 yuan) → 100 yuan

Estimated total cost: 195 + 290 + 620 + 100 = 1205 yuan

Price = 2.4 × 1205 = 2892 yuan per session
Suggested retail price: 6999 yuan (for families who want to use dual-camera photography but whose budget does not meet the requirements of the Golden Jubilee Collection).

……

The price is much higher than the cost because the wedding business has no repeat customers; it's impossible for a second marriage to have a wedding video recorded.

In addition, photography technology was considered high-end in this era, which inherently carried a high premium. There were also post-production costs. Although the Beijing Film Studio provided post-production technical support, so it didn't cost much, the price would be much higher when sold on the market.

……

in the afternoon.

Wang Sheng returned to the Purple House and handed Manager Zhao a detailed list outlining the equipment, personnel, technical standards, and cost estimates.

Wang Sheng incorporated a touch of digital art into the cost of each package. The cost of the low-end package was changed to over 1000 yuan, and the price was set at 1999 yuan. The cost of the mid-range package was changed to over 2000 yuan, and the price was set at 3999 yuan. The cost of the mid-to-high-end package was changed to over 4000 yuan, and the price was set at 6999 yuan.

The extra costs were shifted to post-production, as well as labor and equipment.

Studio-level post-production technology, studio-level skilled workers, and at least professional-grade camera equipment—tell me, aren't these costs?

Wang Sheng sipped his tea without batting an eye, glancing at Manager Zhao sitting opposite him, along with the lawyer Manager Zhao had brought.

This lawyer looks so much like Miku Ohashi.

Their clothing and appearance are similar.

Business uniform, flesh-colored stockings.

Wang Sheng looked at the other person openly and honestly.

He wasn't afraid that the other person would think he was sleazy.

His modeling skills throughout his life are absolutely amazing.

As expected, the other person's eyes were filled with ripples as they were being stared at, and they could only cover up their panic by drinking tea.

Manager Zhao observed very carefully and did not notice these details. He nodded from time to time, clearly satisfied with the efficiency and professionalism of Wang Sheng's team.

"Mr. Wang, your speed is impressive, and your standards are clearly defined."

Manager Zhao put down the list, beaming: "We've discussed the commission rates. We'll handle everything: customer acquisition, venue coordination, initial negotiations, and contract signing. We'll bear the majority of the market risks and customer management costs..."

He paused, then held up four fingers: "How about this number? Forty percent."

The proportion was lower than expected, but not by much.

Wang Sheng looked troubled and said, "Manager Zhao, if it's 40%, we won't make any profit at all. Could you reduce it a bit?"

Manager Zhao also looked troubled: "Mr. Wang, a 40% commission is already very low."

You're missing your grandma's leg.

Even with such a hefty commission rate, Huangtuan (a group of celebrities) doesn't take 30%.

"Manager Zhao, we really can't make any money."

"..."

……

After a full ten minutes of back-and-forth negotiation, Manager Zhao reluctantly agreed to compromise: "President Wang, thirty-five percent. Any lower and I'll have to consult with my superiors. And if I do, it's hard to say when we'll be able to finalize it."

Wang Sheng observed the other party's expression and then looked at Professor Ohashi. He roughly felt that although this offer was not the bottom line, it was close to it: "Manager Zhao, thirty-five percent... okay. But there are three conditions that must be written into the contract."

"Please go ahead, Mr. Wang." "First, the pricing system must be strictly enforced; arbitrary discounts are not allowed, as this would disrupt the market. Second, a minimum three-year exclusive contract must be signed. During the contract period, your company cannot outsource the photography and videography business to any other party. We will prioritize completing your assigned orders during the contract period. Any breach of contract will result in a penalty of one million yuan to the other party. Third, for each order, a 30% deposit is required upfront. The remaining balance must be paid within three days after the wedding. If the client cancels the order the day before the wedding, we will only refund 15%."

"The deadlines for settling the deposit and final payment are barely acceptable..."

Manager Zhao pondered for a moment: "But the contract period is too long. Logically speaking, if we sell the contract rights, there should be many people willing to pay a high price, and this penalty for breach of contract is even more absurd."

"Manager Zhao..."

Wang Sheng said calmly, "Purple House is a quality brand in Beijing's wedding service industry. The service standards at every stage are a benchmark in the eyes of potential customers."

It is important to understand that everything can be affected by a single move.

I believe that, driven by the high-end trend I've spearheaded, the wedding videography business will inevitably attract unscrupulous individuals who will disrupt the market. If you hand over your business to someone with malicious intent and your reputation is ruined, how will you maintain your quality standards?

I have investigated the wedding industry in Beijing. At present, although your company has a dominant position, there are dozens of newly opened wedding service companies and studios.

Do you dare say there aren't any ambitious people who want to eliminate you and seize the market? In this era, what we lack least is ambitious people; those who want to trade canned goods for airplanes are as numerous as carp crossing a river.

Furthermore, looking across the entire capital city, can you find a more reliable and large-scale photography team than our Beijing Film Studio?

Wang Sheng's words were like a precise key, inserted into the lock of Manager Zhao's heart, and gently turned.

His earlier mention of "quality reputation" and "quality benchmark" was both flattery and factual.

The subsequent mentions of "fishing in troubled waters," "ambitious individuals," and "ruining the reputation" precisely struck at the most sensitive nerve of Manager Zhao, or rather, of long-established state-owned enterprises like Zifangzi—stability and responsibility.

In 1996, the wave of market economy swept in. Although Zifangzi was unparalleled for a time due to its long-standing brand heritage, the management was not unaware of the pressure.

As Wang Sheng said, new wedding planning companies and studios are springing up like mushrooms after rain, with varying service quality and a price war brewing beneath the surface.

If you outsource your video recording business to an unreliable team, the resulting footage will be shoddy and may even cause problems at the newlyweds' wedding, such as the tape not being recorded or the equipment malfunctioning. The client won't blame the videographer; they'll blame the entire team!
This is destroying the prestigious reputation that the Purple House has built up over decades.

He, as a business manager, cannot bear this responsibility.

Wang Sheng's mention of the "Beijing Film Studio" background and "large-scale photography team" provides another scarce resource—reliability and professionalism.

This is not comparable to finding a street vendor carrying a camera; it's an organization-backed, predictable, and stable output of quality.

For state-owned enterprises that prioritize stability and fear instability, this is sometimes more important than mere profit.

Manager Zhao's smile faded, his fingers tapped unconsciously on the table, and he fell into deep thought.

He took a closer look at the young man in front of him and was surprised to find that he not only understood technology but also human nature and the weaknesses of organizations like theirs.

“A million yuan penalty for breach of contract is indeed too high. This is not how business is conducted.” Manager Zhao spoke slowly, his tone becoming much more serious. “Mr. Wang, I understand your concerns. How about this, exclusive contracting… we can discuss it, but the term cannot be as long as three years. One year! Let’s cooperate for one year first and see the results. If this year’s cooperation goes well, and you are indeed as professional and reliable as you say, we can sign a longer contract next year.”

He leaned forward, his gaze sharp: "As for the pricing system, rest assured, Purple House is very rule-abiding and will never offer discounts arbitrarily. I can agree to your three conditions, but I will add my condition—a veto right to quality."

If your team receives two consecutive customer complaints, or makes a major mistake, we have the right to unilaterally terminate the cooperation, and you will be liable for corresponding compensation. This must be written into the contract!

Manager Zhao is using Wang Sheng's logic to turn the tables on him.

Didn't you say you were afraid others would ruin your brand? I'm even more afraid you'll ruin my brand! You must hold yourself to the highest standards.

Wang Sheng felt certain that things were about 80-90% done.

A year of exclusive rights, though short, was enough for him to establish himself and cultivate a team synergy and reputation that others could not replace.

As for the quality requirements, this was exactly what he wanted.

Wang Sheng thought for a moment: "Manager Zhao, if a customer's complaint is unreasonable, we will not bear any responsibility. Of course, if anyone engages in improper conduct, such as overcharging customers privately, and is reported by a customer, we will fire them immediately and never hire them again. As for what constitutes a major mistake, it must be clearly stated in black and white. If a penalty of one million is not enough, then let's have five hundred thousand. At least there needs to be some constraint, otherwise how can the contract be signed?"

He paused, then added, "Furthermore, I can promise that at the end of each quarter, we will proactively provide a service quality report and invite your staff to review the randomly selected footage, ensuring true transparency and standardization."

This further gives the other person a sense of security and control.

Upon hearing this, Manager Zhao pondered for a moment before a smile returned to his face, this time with more sincerity and appreciation: "Alright, President Wang, I really didn't expect you to be so methodical and responsible at such a young age. Let's do it that way then."

"Attorney Qian, could you please draft a contract based on the price we just agreed on?"

Teacher Daqiao replied, "Okay, Manager Zhao."

"Manager Zhao, it's a pleasure working with you."

"It's a pleasure doing business with you, Mr. Wang."

……

at the same time.

A theater in Beijing.

After several days of intensive training, Li Xiaoran and several of her fellow performers returned to the backstage dressing room, wiping away sweat with towels and chatting about where to have dinner that night.

After deciding on the location, everyone began to change their clothes.

"Xiaoran..."

Looking at Li Xiaoran after she removed her bra, the flat-chested girls next to her said with envy and jealousy, "How can you still develop? If you keep going like this, how will you dance?"

Li Xiaoran lowered her head and cupped her hands, saying nonchalantly, "Then I won't dance anymore. I haven't wanted to dance for a long time."

……

"It's her, it's her, it's definitely her!"

"You must be the most beautiful bride!"

"..."

After changing her clothes, Li Xiaoran and her friends walked out of the theater.

Unexpectedly, as soon as I came out, I was surrounded by about ten people.

The men and women, of different ages, did not look like thugs; they were probably audience members who had just finished watching the show and hadn't left yet.

"Wow, you're even more radiant than on TV! Girl, that wedding ad you did was really beautiful!"

"..."

Then everyone started talking at once again.

Li Xiaoran and her colleagues were instantly stunned and looked at each other in bewilderment.

"What ad, Xiaoran?" Colleague A nudged her.

"The most beautiful bride? When did you secretly get married?" colleague B joked.

"advertise?"

Li Xiaoran remembered: "I helped a friend shoot a short video before..."

These past few days of closed training have been exhausting; I haven't had time to watch newspapers or watch TV at all.

"A short film?" The older woman in the crowd raised her voice eight octaves. "Girl, you're so modest! It's in the newspapers! 'Exorbitantly priced wedding film'! It costs nine thousand nine hundred and ninety-nine yuan to shoot! My goodness, a wedding video costs almost as much as my whole family's annual expenses! Is it true?"

"Nine thousand nine?!"

Li Xiaoran's colleagues exclaimed almost simultaneously, their eyes nearly popping out of their sockets, and instantly surrounded her.

"Xiaoran! Shooting an advertisement costs this much?"

"My God! Is this an advertisement made of gold?"

"You're now a millionaire?!"

In 1996, although the term "ten-thousand-yuan household" was no longer a rarity, it was still used to refer to wealthy people.

"No wonder you're so confident you don't have to dance."

Li Xiaoran's mind was in a complete mess for a moment, and she said, "What is all this about?!"

Nine thousand nine hundred and ninety-nine?
When did I receive this money?

Could it be that Wang Sheng took kickbacks?!

No, you're taking advantage of me and taking so many kickbacks?!
Eight thousand yuan!

The girl had no idea what Shengying Media did. She thought they just made commercials. That night, when she watched the finished commercial, she got distracted after the kiss scene and didn't pay attention to the rest of the content.

You, Wang Sheng, with your thick eyebrows and big eyes!

(End of this chapter)