King of Technology: A Fresh Start in 1983

Chen Jianghe knew all too well that relying solely on the markets in Beijing and the surrounding areas, as well as niche orders from universities and research institutions…

Tiangong will never be able to truly grow and become stronger, nor will it be able to counter Zhongka's channel hegemony.

We must expand into the national market!

However, building distribution channels is by no means an easy task.

In the mid-1980s, a nationwide distribution network for electronic products had not yet been established.

Local markets are controlled by local bullies of all sizes, with intricate and intertwined relationships.

【Zhongka】has already established an agency system in major regional central cities by leveraging its first-mover advantage and low-price strategy.

As newcomers to the market, and a group of people with technical backgrounds, Tiangong faces an immense challenge in trying to snatch market share from the jaws of death.

"Wow!"

Zhao Xiaobo volunteered, his eyes resolute. "Brother Jianghe, the reputation of [Pangu Card] in Beijing is basically secure. Let Xiao Li handle it!"

"I'll venture into the southern market! I refuse to believe that good products can't be sold!"

Chen Jianghe looked at this brother who had come from the microcomputer group of the 106 Research Institute and followed him all the way, and felt emotional.

Market expansion and channel establishment are not like setting up a stall in the Zhongguancun electronics market...

Although Zhao Xiaobo lacked marketing and sales experience, he was quick-witted and hardworking.

"Okay! But remember, we don't engage in price wars!"

Chen Jianghe patted Zhao Xiaobo on the shoulder, "Focus on technology! Focus on service! Prioritize breaking into industry users and high-end channels!"

"I'll assign you two newly recruited sales representatives, along with plenty of sample cards and technical materials. First stop: Guangzhou!"

Guangzhou is at the forefront of reform and opening up, and a distribution center for electronic products.

It is also the main base of [Zhongka] in South China.

Zhao Xiaobo, along with two novices, carrying heavy sample card boxes and technical manuals, boarded a green train heading south.

After two days and two nights of bumpy travel, I stepped into the bustling, humid, and vibrant Guangzhou Electronics Market, covered in dust.

Reality dealt them a heavy blow!

For three consecutive days, Zhao Xiaobo visited more than a dozen local computer companies.

Upon hearing that it was the "Heavenly Craft Pangu Card," the other party reacted remarkably uniformly:

"Oh, a brand from Beijing? I've heard of it; their technology seems pretty good?"

"However... we only deal in [bell cards], because our customers recognize that brand."

"Price? You're offering 1680? The [Zonka III] is only 850 now! The performance difference isn't that much, right?"

"Agency? No way! We signed an agency agreement with Chaohui Electronics! Breaking the contract would mean paying compensation!"

"The technology is good, but customers are used to using SIM cards, so switching is a hassle..."

Zhao Xiaobo talked himself hoarse, demonstrating the technological advantages, showcasing the graphics acceleration effects, and even promising higher rebates, but to little avail.

The sample cards he brought only sold a few pieces sporadically, and he had to pester a few small distributors to try them out.

"Brother Zhao, this won't do! The waters in Guangzhou are too deep!" A novice salesman said dejectedly.

Zhao Xiaobo gritted his teeth, looking at the bustling crowd in the electronics market and the eye-catching sign of [Zhongka], a surge of anger rising within him.

He immediately changed his strategy, no longer focusing on distributors, but instead shifting his target to two types of customers:

1. Professional users: He took sample cards and technical materials to visit the printing plants of several newspapers, design institutes, and several newly established professional CAD software companies in Guangzhou.

These organizations have extremely high requirements for graphic display and printing quality, which is precisely where the advantages of the Pangu II dual font library and high-definition printing are!

II. Emerging Computer Training Schools: These schools are springing up like mushrooms after rain. They have high requirements for the smoothness and stability of teaching demonstrations and short decision-making chains.

Immediate results!

After trying out the Pangu II printer, the technical director of the Yangcheng Daily printing plant praised its clarity and speed in 24x24 dot array printing output.

On the spot, I decided to purchase twenty units for upgrading the typesetting terminal!

A small company specializing in architectural CAD, after comparing the smoothness of graphics display between [Pangu II] and [Zhongka], chose Tiangong without hesitation!

Several computer training schools were also attracted by the stable performance and relatively "high-end" brand image of the Pangu II and placed orders one after another.

Although the number of orders is not large, the spark has begun to ignite!

Moreover, these professional users have a huge reputation and influence!

The order from Yangcheng Daily Printing Plant was like a pebble thrown into a pond, creating ripples in the local professional circles.

Some distributors who were initially hesitant began to contact Zhao Xiaobo.

Just then, an unexpected person found the guesthouse where Zhao Xiaobo was staying.

The visitor's surname was Ma, and he was the owner of Yangcheng Feida Computer Company.

"Manager Zhao, I've heard so much about you!"

Mr. Ma beamed, his smile revealing the shrewdness of a businessman. "I've tried your Pangu Card! It's fantastic! Much better than the Zhong Card! I'd like to become the exclusive distributor in Guangzhou!"

Zhao Xiaobo was secretly pleased, but after his previous setbacks, he remained cautious: "Boss Ma wants to be the exclusive distributor? Welcome!"

"However, there are requirements for becoming a distributor; the initial order quantity..."

"I know, the first batch is one hundred dollars! No problem!"

Boss Ma waved his hand dismissively, "The price will be your wholesale price! However..."

He changed the subject, lowering his voice, "Manager Zhao, in Guangzhou, Zhongka is deeply entrenched."

"To break into the market, retail and small orders alone won't cut it. You need someone to help you 'build the foundation'!"

"I've been operating locally for a few years, and I'm well-connected in both the legitimate and underworld circles. With your support, I have a way to make the [Pangu Card] a hit in the Guangzhou market!"

"To attack the docks?"

Zhao Xiaobo's heart skipped a beat. "What does Boss Ma mean?"

"It's very simple!"

A ruthless glint flashed in Boss Ma's eyes. "Isn't the [Zhongka] cheap? We can have a promotion too! Buy a [Pangu Card] and get a free imported keyboard! Plus, free genuine software!"

"Find some people to hand out flyers in front of the [Chung Ka] store! Steal their customers! And get a few more buddies..."

He gestured, "Let's teach those dealers who are clinging to the [card] a lesson!"

"Let them know that Guangzhou isn't ruled by Zhongka alone!"

Underworld tactics?

Zhao Xiaobo broke out in a cold sweat instantly!

He immediately recalled Chung Chiu-fai's ruthlessness!

Chen Jianghe stated that the foundation of Tiangong's success lies in technology and quality!

If you open up the market using underhanded methods, how are you any different from Chung Chiu-fai?

Once you get involved, the consequences will be dire!

"Boss Ma!"

Zhao Xiaobo stood up, his expression calm. "Thank you for your kindness! But Tiangong does business based on genuine skills and genuine service!"

"We can compete for customers openly and honestly! Let our products speak for themselves! Let our service earn us a good reputation!"

"Those 'methods' you mentioned, our Tiangong team will never touch them!"

The smile on Boss Ma's face vanished instantly.

"Manager Zhao, it's good that young people have backbone. But in Guangzhou, having backbone alone... can easily lead to trouble!"

He snorted coldly and turned away.

As Zhao Xiaobo watched Boss Ma's disappearing figure, he knew that refusing Boss Ma meant gaining another potential rival in Guangzhou.