The plane touched down at 1 AM.
Chen Yansen hailed a taxi and headed straight for the Sheraton near Amazon's offices. After a quick check-in, they took the elevator up.
"Same as always. You get the sofa, I get the bed." Entering the suite, Chen Yansen shrugged off his trench coat and tossed it onto the table. "Hang that up for me."
Chen, you skinflint! What's wrong with getting two rooms?! Song Yuncheng smiled and nodded, cursing him inwardly.
"The guy we're meeting tomorrow is a bit of a shady character in the industry. Impressive resume, but no real substance. Might have to wine and dine him, so be ready." Before heading into the bedroom, Chen Yansen dropped a quiet warning.
"Got it." Song Yuncheng assumed this person was another Zheng Chunbin-type from Paipai and didn't think much of it.
The next morning, after breakfast, they took a cab to Amazon's office in Yancheng. At this time, Amazon hadn't yet moved its Asia-Pacific HQ to Beijing, a sign that the domestic e-commerce market wasn't yet on the radar of overseas giants.
After checking in at reception and getting visitor passes, they waited about ten minutes before a man in his twenties strode in.
"Mr. Chen, I'm Hollis, we spoke yesterday. Please, follow me." Hollis greeted them with a smile.
After brief introductions, the three entered the office building. The elevator dinged open on the 16th floor.
Much like their Tencent visit, they cooled their heels in a conference room for about half an hour.
Finally, a middle-aged man, around 1.6 meters tall and bespectacled, pushed the door open with a smile, warmly shaking Chen Yansen's hand. "Apologies for the wait, Mr. Chen. Please, have a seat."
The man had a Hong Kong accent, an arrogant air about his brow, and bore a slight resemblance to a thinner Eric Tsang. This was Zhang Hanhua, Head of Amazon's Channel Department—a name far more imposing than the man himself.
"Mr. Zhang, the pleasure is mine. I've reviewed your contract template; it looks fine. Next, we just need to finalize the commission rates by category. If things go smoothly, Amazon can be live on FoxTao's rebate platform by the start of next month." After the pleasantries, Chen Yansen steered the conversation straight to business. Since the other party was getting a cut anyway, why bother with the song and dance?
"Young people these days are so capable. In business, one must proceed step by step. There's no need to rush." Zhang Hanhua chuckled, deliberately dragging his feet.
"Mr. Zhang, I may be young, but I understand the industry rules. We need to nail down the details so the cooperation can proceed." Chen Yansen smiled, emphasizing the last two words.
Hearing "industry rules," Zhang Hanhua knew he was dealing with a shrewd player. His smile widened, and he immediately had Hollis bring out the pre-prepared documents for Chen Yansen to review.
"Books 5%, Digital 1%, Apparel 5%, Food & Beverage 3%, Cosmetics 2% (S-Class), 5% (A-Class), 8% (C-Class and below D-Class)..."
Chen Yansen looked over the rates. They were indeed more generous than the offers from places like Mengbasha and Maibaobao. Of course, he knew the other party wasn't being charitable—higher commissions for FoxTao meant bigger kickbacks for Zhang Hanhua.
"Mr. Zhang, I'm quite satisfied with the category rates. When can we sign?"
Chen Yansen didn't haggle and readily agreed.
"No rush, we can discuss that tomorrow. I've reserved a private room at Bai Family Courtyard for tonight. Mr. Chen, you must allow me to host." Zhang Hanhua smiled.
What a piece of work!
Milking us dry!
Chen Yansen cursed inwardly. Zhang Hanhua wasn't in a hurry to sign; he just wanted to squeeze out every last drop. Consider it feeding a dog.
Outwardly, he remained composed, smiling in agreement. "Since Mr. Zhang is hosting, I'll bring a bottle of good wine. We'll see you at Bai Family Courtyard at six. I'll bring the contract."
Seeing his compliance, Zhang Hanhua readily agreed, even pulling Chen Yansen aside for a coffee before signaling Hollis to see them out.
Stepping out of Amazon's office, Chen Yansen let out a long sigh. "Haven't been played like this in a long time."
But he was helpless. Zhang Hanhua's arrogance meant he had powerful backing. His Hong Kong accent suggested he was part of the "Hong Kong clique."
Chen Yansen had two choices: walk away from the deal or pay the toll.
"Why are you upset that Mr. Zhang is treating you to dinner?" Song Yuncheng asked, completely missing the subtext.
"He's treating? What are you thinking! He told us to book the room and buy the good wine so he can enjoy himself." Chen Yansen shot her an annoyed glance.
"Huh? But Mr. Zhang clearly said he was inviting you..." Song Yuncheng was confused.
Chen Yansen didn't laugh at her. After all, Song Yuncheng was only a sophomore. It was normal she hadn't yet seen the grubbier side of the business world.
As they walked, he patiently explained the nuances of Zhang Hanhua's words.
"He wants a 5% cut?!" Song Yuncheng exclaimed after hearing his analysis.
"That's how the world works. Pay up, and the deal happens." Chen Yansen stated calmly, a cold glint in his eyes.
"Can't we report him to his superiors?" Song Yuncheng pressed.
"Don't be naive! Of that 5%, 3% probably goes to his boss." Chen Yansen patted Song Yuncheng's head, looking at her like a child.
"It's so complicated... I thought business cooperation was based on mutual benefit..." Song Yuncheng's worldview was crumbling.
"On a macro level, you're right. But where there are people, there's dirty business. Get used to it. Learn to understand it. Once you can wield these methods yourself, you'll truly be able to stand on your own." Chen Yansen smiled faintly.
"You're only a freshman. How do you know all this?" Song Yuncheng pondered for a moment, then suddenly asked.
"Maybe I was just born knowing. Things you and Zhang Hanhua have to learn later, I knew from the start." Chen Yansen shrugged self-deprecatingly, a wry smile on his lips.
Song Yuncheng instinctively took half a step back. Is Chen Yansen really as "bad" as he says?
No!
She shook her head inwardly, quickened her pace, and obediently followed Chen Yansen. She understood he was grooming her. Judging by his usual impatience on the second floor of the startup park, he wouldn't normally bother explaining these things to anyone.
"Chen Yansen... can I call you Shifu?" Song Yuncheng suddenly asked.
"How about I be your dad instead?" Chen Yansen retorted lightly.
Song Yuncheng was stunned, then angrily chased after him, arms flailing like an upset kitten. After a moment's thought, she didn't actually dare hit him, only giving his back a few light scratches to vent her frustration.
At noon, they bought two bottles of Moutai at a department store and had lunch. Mid-meal, Chen Yansen called Bai Family Courtyard to book a private room—minimum spend 8,800 RMB.
If the deal went through, annual revenue would be in the tens of millions. Spending ten thousand to feed a dog was worth it.
In the afternoon, Chen Yansen took Song Yuncheng to a museum and the Badaling Great Wall. At 5 PM, they took a taxi to Bai Family Courtyard.
Chen Yansen entered the private room first, confirmed the dishes with the waiter, and waited another half hour before Zhang Hanhua finally arrived with Hollis.
"Sorry to keep you waiting, Mr. Chen." Zhang Hanhua went straight to the head seat, his apology verbal only, his face showing no remorse.
At this point, he stopped pretending. He took off his coat, picked up a bottle of Moutai, and remarked, "I never used to drink, but since coming to Beijing, I've adapted to local customs."
"Mr. Zhang, why don't we settle the business first? That way, if you get drunk later, it won't affect our cooperation." Seeing him still playing dumb, Chen Yansen's patience ran out. He stated it bluntly.
"You know the rules, right?" Zhang Hanhua's face darkened, displeasure flashing in his eyes.
"Five points. I know the industry rules." Chen Yansen opened the Moutai and started pouring.
"I want ten points." Zhang Hanhua had originally planned to ask for eight, but after a glance at the youthful Song Yuncheng, he changed his mind at the last second.
Clang!
Chen Yansen slammed the wine bottle down. "Mr. Zhang, is this your rule, or the new industry standard?"
Industry "rules" weren't easily broken. If Zhang Hanhua demanded exorbitant rates, who would dare cooperate with him in the future?
"Young people are so impulsive. We can talk. What's the hurry? Why is President Chen pouring the wine himself? And you, assistant, where are your manners?" Zhang Hanhua forced a laugh, trying to defuse the tension when he saw Chen Yansen's icy expression.
Song Yuncheng, seeing him point at her, looked from Chen Yansen to Zhang Hanhua. She knew the key to this deal lay with Zhang Hanhua.
She took a deep breath, picked up the wine, walked over, and a clear stream of liquid flowed into the glass.
Zhang Hanhua stared at Song Yuncheng for a moment. "Where did President Chen find such an assistant? Beautiful and a great figure. There's an industry mixer tomorrow night; I need a dance partner. President Chen, would you be willing to lend her to me?"
Chen Yansen grinned. This kind of person was rare even in the e-commerce world a decade later.
Sleazy, greedy, and lecherous.
The trifecta!
Seeing Chen Yansen smile, Zhang Hanhua assumed he'd agreed and reached out to pull Song Yuncheng toward him.
Song Yuncheng shrank back, catching a glimpse of Chen Yansen's smile from the corner of her eye. Her heart tightened, a lump forming in her throat.
BANG!
A wine glass smashed against Zhang Hanhua's face!
Chen Yansen pushed back his chair, yanked Song Yuncheng behind him, leaned in, grabbed Zhang Hanhua by the collar, and sneered, "You've got some nerve! Who the hell do you think you are? Five points isn't enough? Not even following the rules anymore?"
Zhang Hanhua felt a sharp pain on his face, his vision blurry from the wine. By the time he registered what happened, Chen Yansen had him pinned firmly to the chair.
Hollis tried to pull Chen Yansen off, but was shoved away, landing on his backside. What strength! Hollis thought, secretly shocked.
"Stay out of this! Get lost!" Chen Yansen glared at him.
"Chen Yansen, are you insane? I'll call the police and have you arrested!" Zhang Hanhua struggled but couldn't break free, resorting to bluster.
"Go ahead, call! I recorded every word you just said. I'll pay to get you trending. Make you famous." Chen Yansen raised his right hand and slapped Zhang Hanhua's face repeatedly. Smack! Smack! Smack!
"If you dare do that, who will work with you in the future? The whole industry will blacklist FoxTao!" Zhang Hanhua growled, a pitiful sight.
"You dare ask for ten points, and you think I won't dare? Here, take the phone. Call the police." Chen Yansen shoved his phone into Zhang Hanhua's hand, utterly confident.
Zhang Hanhua threatened a whole industry blacklist at the drop of a hat. Did he really think he was some kid who could be scared off?
"Mr. Chen, please let Mr. Zhang go. He might have had too much to drink, that's why you misunderstood." Hollis scrambled up from the floor, hastily trying to mediate. Who knew if Zhang Hanhua might impulsively call the police? If things blew up, nobody would win.
He cursed inwardly: We agreed on five points, but he had to get greedy and ask for more. The kid's young, but he's not stupid.
"Drunk? Which toilet did you drink that in? I gave you the standard five points, wined and dined you, gave you face, and now you think you can take advantage of me because I'm young?" Chen Yansen sneered, mocking him mercilessly.
Zhang Hanhua clutched the phone, his face shifting through shades of pale and red. He'd thought Chen Yansen was young and easy to manipulate, never expecting such a fiery temper, turning violent in an instant.
"Mr. Chen... I was wrong. Please, let me go, okay?" After a moment's hesitation, Zhang Hanhua surrendered, pleading pitifully.
"Get lost!" Chen Yansen released his collar, his tone icy.
At this point, the deal was definitely off. If he agreed to ten points today, this guy would dare ask for fifteen tomorrow.
Zhang Hanhua gathered his things and, only after retreating to the doorway with his assistant, dared to throw out a threat: "Chen Yansen, just you wait. This isn't over!"
Then he scurried away, afraid Chen Yansen would chase him down for another beating.
"What about this contract?" Song Yuncheng held the unsigned agreement, at a loss.
"Toss it!" Chen Yansen sighed, sat back down, picked up a piece of abalone, and popped it in his mouth. Seeing Song Yuncheng standing there dumbfounded, he urged, "Eat up. What are you standing around for? This table cost nearly ten thousand."
"You can still eat? Aren't you afraid Zhang Hanhua will call the police?" Song Yuncheng asked anxiously.
"First, he doesn't dare. The moment he asked for ten percent, he broke the rules. Second, only upstanding citizens are afraid of the police station. I'm not one." Chen Yansen finished, poured himself a glass of wine, and immersed himself in the meal.
"I'm sorry... It's my fault. I messed up the company's project..." Song Yuncheng said softly.
"You think he wanted a dance partner for a mixer? He wanted a bed partner, you idiot!" Chen Yansen cursed.
Hearing this, Song Yuncheng looked directly at Chen Yansen, finally understanding the second reason for his fury.
"Then... do we go back to Xucheng tomorrow?" Song Yuncheng asked cautiously, afraid Chen Yansen was just putting on a brave face.
"No rush. Let's finish eating first. Liu Qiangdong is in Beijing too. We'll go see him tomorrow." Chen Yansen replied unhurriedly.
Liu Qiangdong (Richard Liu of JD.com) must be having a tough time right now, short on both funds and traffic.
Adding flowers to brocade is easy; giving fuel in snowy weather is precious. FoxTao's daily active users are nearing one million. Even if it's not a third of JD's traffic, it's close to a fifth.
That's enough to make him take us seriously.
After all, scumbags like Zhang Hanhua were still in the minority.