Rebirth: Fan Debiao rises from the Liaobei land

The car was parked in front of Tianyi Hotel.

Zhou Mingyuan took out his luggage, handed it to the doorman, and shook hands with Fan Debiao. "Mr. Fan, the room is booked, 1806. You can rest for now, I'll come over tonight."

Fan Debiao nodded and smiled, "Thank you for picking me up personally, President Zhou. See you tonight."

Zhou Mingyuan arrived at 6:30 p.m.

"Mr. Fan, let's go to Aying Restaurant. I've made a reservation. I'll do my duty as a host and let you try our Ningbo red-roe pickled crab."

Fan Debiao stood up, took a cloth bag out of his suitcase, and handed it over.

"I came in a hurry and brought you some things. They are specialties from Northeast China: deer antler and ginseng. It's just a small token of my appreciation."

Zhou Mingyuan paused for a moment, took it, looked at it, and smiled.

"Mr. Fan, you're too kind."

"Keep it. I carried this all the way here; don't make me carry it back!"

The two went downstairs, and Zhou Mingyuan drove them to Aying Restaurant in three minutes. There was a small private room on the second floor facing the street. A waiter came in and poured tea, Zhou Mingyuan ordered a few dishes, and then the door closed.

Zhou Mingyuan poured the wine and picked up his glass.

"Mr. Fan, let's go first. This is to welcome you back."

The two clinked glasses and drank it all.

Zhou Mingyuan put down his cup and remained silent for a few seconds.

"I don't understand... Mr. Fan, Kaiyuan's sales volume is second in the province among county-level cities, with the lowest return rate and the fastest payment collection—I've reported all these data." He paused, "But headquarters looks at policies, not personal connections."

Fan Debiao didn't reply, but picked up a piece of food with his chopsticks.

"I brought up the direct supply issue with the Northeast region last month," Zhou Mingyuan said. "The region said it was possible to apply, but someone at headquarters said that county-level cities are not qualified for direct supply and must be affiliated with provincial agents."

He looked at Fan Debiao.

"What's the policy for becoming a provincial distributor? The purchase price is 3% to 5% higher than direct supply, and the allocation ratio for best-selling models is 15% lower. Mr. Fan, you know this better than I do."

Fan Debiao put down his chopsticks.

"Mr. Zhou," he said, "how many units were there in Haicheng last year?"

"Two thousand three."

"Two hundred more than Kaiyuan. Is Haicheng a direct supplier?"

Zhou Mingyuan shook his head.

"What exactly are the standards for direct supply? Sales volume? Payment collection? Or stores in prefecture-level cities?"

Zhou Mingyuan gave a wry smile.

"Mr. Fan, if that's your question... I can only say that as long as there's volume, everything is negotiable."

Fan Debiao picked up his wine glass and took a sip.

"Mr. Zhou, I know you've been working so hard for me, I'm aware of what you're doing." He put down his wine glass. "Today I'll tell you the truth."

He took two documents out of his inner pocket and pushed them in front of Zhou Mingyuan.

"The main contract with TCL. There are also supplementary agreements."

Zhou Mingyuan looked down. After reading a few lines, he looked up.

"Price lock-in for 6 months? 8.5% rebate? 70% delivery rate for the first two quarters?"

Fan Debiao remained silent.

Zhou Mingyuan turned to the last page and saw President Qin's signature and red seal. He remained silent for a long time.

"They'll sign this for you," he looked up, """How much did you order for the whole year?"

"Main contract 3600, supplementary agreement 3780."

Zhou Mingyuan put down the document, picked up his wine glass, and took a big gulp.

"President Fan, you're putting up the pressure for the first half of the year to make a big push for the second half."

Fan Debiao did not deny it.

"My terms are the same," he said. "If you supply me directly, I guarantee the total annual volume will not be less than 150% of last year's. For the first two quarters, I will take delivery at 60% of last year's monthly average."

Zhou Mingyuan smiled wryly after hearing this.

"President Fan, you're using TCL's contract to send me to challenge headquarters."

Fan Debiao then took out another piece of paper from his pocket.

"And this too."

Zhou Mingyuan took it, glanced at it, and froze.

"V10?"

"Yes. The V10 that you're launching in the second half of the year."

Zhou Mingyuan stared at the paper, which read "Waveguide V10 Order Intent Form" and below it were handwritten numbers—signed according to the standards of prefecture-level cities, with the specific quantity left blank.

"Mr. Fan, the V10 hasn't been released yet..."

"I know," Fan Debiao said, "but I believe in your company's ability to make machines. Color screen, polyphonic ringtones, and the ability to take pictures—if this machine is released in the second half of the year, it will definitely be a hit."

He looked at Zhou Mingyuan.

"I'll sign with you right now. I'll sign for the S8288 and S1500, and I'll also sign for the newly launched S1200. I'll take as many V10s as you have, based on the quotas for each prefecture-level city."

Zhou Mingyuan didn't speak, staring at the paper for a long time.

"Mr. Fan," he looked up, "you're a bargaining chip that I can use to challenge you."

He carefully put the documents into his briefcase and picked up his wine glass.

"Wait for my news."

On the eleventh day of the first lunar month, there was no news all day.

Fan Debiao stayed in the hotel and didn't go out. He went downstairs for a bowl of noodles at noon and came back to continue waiting. At 3 PM, Zhou Mingyuan sent a text message: "Still in communication, the Northeast region is studying it."

He replied with a single word: "Okay."

At 7 p.m., Zhou Mingyuan called.

"Mr. Fan, Mr. Cui, the general manager of the Northeast region, wants to call you at 9:30 tomorrow morning. Please be prepared."

Fan Debiao said, "Okay."

After hanging up the phone, he stood by the window and lit a cigarette. The night view of Ningbo was extremely beautiful, with the lights reflected on the water, shimmering gently.

My phone rang. It was a text from Awei: "How's today?"

He replied, "I'll hear from you tomorrow."

Avi: "Then get a good night's sleep."

At 9:30 a.m. on the twelfth day of the first lunar month, the phone rang right on time.

"Is this General Manager Fan? I'm Cui Yongnian from the Northeast Region."

"Hello, Mr. Cui."

"Mr. Fan, Zhou Mingyuan has submitted your materials. I've reviewed the TCL contract, and I've also reviewed your terms." There was a pause on the other end of the phone. "I have a few questions for you."

"Please speak."

"Firstly, why did you suppress the output for half a year?"

"Mr. Cui," he said, "to be honest, I'm planning to launch the largest 'telecommunications mall' in northern Liaoning after the spring. Frankly, such a large project will definitely put pressure on funding, which is why I reduced my orders for the first half of the year."

"A mobile phone store?" The person on the other end hesitated for five seconds, then laughed, "Great! Mr. Fan, you're very generous!"

"My second question," Mr. Cui continued, "is, 'TCL is giving you an 8.5% rebate. How much do you want from Bird?'"

"The same number."

"The third question," General Manager Cui said, "is that you're signing a V10 contract based on the sales targets for prefecture-level cities—do you even know what those targets are for prefecture-level cities?"

"I don't know," Fan Debiao said, "but if you set a price, Mr. Cui, I'm confident I can sign it and sell it."

There was a few seconds of silence on the other end of the phone.

"The fourth question," President Cui lowered his voice, "President Fan, tell me the truth, have you heard something?"

"Mr. Cui, if I had heard any rumors, I wouldn't have needed to come to Ningbo."

There was silence on the other end of the phone.

A long time passed, so long that Fan Debiao thought the call had ended, before a soft laugh came from the other end.

"Mr. Fan," said Mr. Cui, "you are the first distributor to voluntarily request a reduction in sales volume."

Fan Debiao did not respond.

"I've reviewed your terms. Direct supply is possible, and 60% of the goods can be delivered in the first two quarters as well." General Manager Cui paused for a moment, "But the total annual volume cannot be less than 150% of last year's."

Fan Debiao said, "Deal."

"How much did you sign for the V10?"

"You set the task volume, I'll sign it. If it's not enough, we'll add more."

There was a few seconds of silence on the other end of the phone.

"President Fan," President Cui said, "Zhou Mingyuan told me you're an interesting person. After talking with you today, I can confirm that you are indeed quite interesting."

Zhou Mingyuan arrived at 2 PM.

When he entered, a look of joy was already on his face. He walked to the writing desk, took a piece of paper from his briefcase, and placed it in front of Fan Debiao.

"Approved."

Fan Debiao looked down.

The approval letter from the headquarters of Bird (波导) was official, with a red header and seal. It stated: Kaiyuan City Dexing Communications was designated as a pilot observation city for direct supply, with quarterly assessment standards consistent with those of prefecture-level cities. The order volume adjustment plan was as follows: Orders for the first and second quarters would be 60% of the average monthly sales volume in 2002; the difference would be made up in the third and fourth quarters, with the total annual volume not less than 150% of the actual sales volume in 2002.

Below is a line of smaller print: V10 order intentions will be executed according to the standards of prefecture-level cities. The specific quantity will be confirmed separately before the product is launched.

Fan Debiao raised his head and looked at Zhou Mingyuan.

Zhou Mingyuan grinned.

"President Fan," he said, "you've won this battle."

Fan Debiao put away the reply letter and stood up.

"Mr. Zhou," he said, "I'll treat you to drinks tonight."

Zhou Mingyuan was stunned for a moment, then burst out laughing.

"Mr. Fan, you've been in Ningbo for three days, and this is the first time you've offered to drink with me."

It was 7 p.m. at Ah Ying Restaurant, in the same private room.

The dishes were all served, and the wine was poured to the brim. Zhou Mingyuan raised his glass.

"President Fan, this toast is for you. This is the first direct-supply pilot project in the three northeastern provinces, and the first of its kind among county-level cities."

The two clinked glasses and drank it all.

Zhou Mingyuan put down his cup and looked at him.

"President Fan, President Cui told me at the end, 'You're quite an interesting person. You pressured sales volume with such confidence, and you signed V10 contracts like it was nothing.'"

Fan Debiao burst into laughter.

He also said, "If we don't criticize someone like that, who should we criticize?"

Fan Debiao raised his wine glass.

"Mr. Zhou," he said, "this toast is for you. Without your tireless efforts, this wouldn't have been possible."

Zhou Mingyuan paused for a moment, then picked up his glass.

"Mr. Fan, I'll drink this one."

The two clinked glasses and drank it all.

After a few rounds of drinks, Zhou Mingyuan became more talkative.

"Mr. Fan, let me tell you," he put down his chopsticks, "I've been in this business for eleven years and I've seen distributors who can get contracts, but I've never seen anyone sign contracts like this. You suppressed the first half of the year's sales to push for the second half, and you even managed to sign V10 contracts in the process—you've done the work of two years in one go."

Fan Debiao put down his wine glass.

"Mr. Zhou," he said, "keep an eye on the V10 project for me. Let me know before it goes on sale so I can prepare accordingly."

Zhou Mingyuan nodded.

"Don't worry. I'll let you know first."

It was almost 10 o'clock when the party ended.

Zhou Mingyuan called a designated driver, and Fan Debiao stood at the restaurant entrance, watching him get into the car.

"President Fan," Zhou Mingyuan leaned out of the car, "go back to Kaiyuan and do a good job. I'll take care of the V10 thing."

Fan Debiao nodded.

After watching President Zhou's car drive away, he lit a cigarette and replied to Awei's text message as he walked, "It's signed. Heading back tomorrow!"

Avi replied quickly: "Great! What time is your flight?"

"3 PM, Taoxian, Shenyang."

Avi: "Okay. I'll come pick you up."