Chapter 4 (Two more)

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What's the biggest supermarket discount you've ever seen?

Five percent off the entire order? Spend 50 and get 5 back, with a cap at 15?

Now, the employees of Leya's marketing department are discussing this very issue: To counter Yongzheng's opening, how significant should their promotions be to undercut the competition?

"Yongzheng's opening discounts are always between 5 to 2 percent off," a supervisor said, "This time should be no different."

Another manager said, "However, we have to admit, Yongzheng's shopping environment and service quality are better than ours. Our store has been open for seven or eight years, while they are a new store with nice decorations. Plus, they really focus on the quality of their sales staff."

"We should really improve our in-store displays and cleanliness, as well as the quality of our sales staff," someone concurred.

"If they hold promotions, we hold promotions, that's it," someone suggested, "The customers in the area are used to shopping with us; I don't believe they can take all of our customers away."

...

Everyone was talking at once, and Mu Hanxia was carefully and quickly taking notes. She used to look up to these positions from below, but now that she was in their midst, she realized that Leya's leaders were all very pragmatic and experienced. In no time, they had discussed many practical countermeasures: they agreed to increase the cleanliness and aesthetic requirements of the supermarket, provide an intensive professionalism training for the sales staff, and to focus sharply on the quality of their fresh produce. Certain products which were normally overlooked would not be allowed on the shelves starting tomorrow...

Occasionally, she looked up and saw Meng Gang listening quietly—the moment he had an opinion, he would make a decision on the spot; for other suggestions, he would either remain noncommittal, or he directly questioned them, pinpointing the pros and cons. His opinions were always concise and clear, and he paid full respect to his subordinates' feelings, earning their respect in return.

At last, the marketing department manager said, "Mr. Meng, I think a 5 percent discount during the week of Yongzheng's opening will do. Our daily turnover is around 2 million; investing over a million in a week should be enough."

Meng Gang thought for a moment and agreed.

After all, in any market, it is easier to defend than to attack. Given the same discounts and the same products, customers of course would prefer to go to the store they are accustomed to. That's why so many people and companies strive to be the first in a field. This is known as preempting the competition.

——

Mu Hanxia's home was not far from the supermarket, but it was in the midst of an urban village.

In the evening, she got off the bus, walked along a bumpy dirt path, covering her mouth with her hand to avoid swallowing too much dust. After bypassing a few ruins from demolition projects, she reached a dilapidated tube-shaped building.

Many people had moved out, and the building was almost empty. Some stayed behind, like Mu Hanxia.

Her home was on the top floor, the sixth. She briskly climbed the stairs, threw her backpack inside after opening the door, and collapsed onto the sofa.

"Ah..." She let out a long sigh, mixed with both joy and sorrow.

After a while, she got up and looked at the spotty white walls, where her parents' portraits stood side by side. The sky outside was darkening, and the room grew dim. Staring at them, she began to talk to herself:

"Mom, I've done something impressive. Today, Mr. Meng promoted me to assistant of the marketing department. From now on, I'll be an official office staff member, not just a salesperson."

"Thinking about it, I'm not much different from those classmates of mine who went to university. They never had better grades than me."

"It seems like my luck isn't always terrible, it's slowly getting better."

"Tomorrow, I definitely need to treat myself to a good meal to celebrate. Mom and Dad, I'll burn some paper for you too. Your daughter is now a white-collar worker, no longer considered poor."

...

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"Why did you all leave? I miss you so much." As she spoke, she began to cry. She only wept for a short while before she dried her tears and lay on her bed, staring blankly.

She thought about the meeting she had attended that day. In such meetings, she didn't yet have the opportunity or qualifications to speak. But when she thought of Lin Mochen, and the harsh words he had left behind, she couldn't help feeling uneasy.

Suddenly, she remembered something people in the marketing department had mentioned: Lin Mochen was a graduate of Columbia University in the United States.

Columbia University had also been one of the universities she had dreamed of—this thought flashed through her mind. Hanxia was struck by a sudden inspiration, got up to her computer, and logged onto QQ.

"Monkey, are you there?"

Monkey was one of her high school classmates, currently studying in New York City, where Columbia University is located.

It was nearly midnight before Monkey from the other side of the ocean came online: "Yeah, I'm here. Hey, Chief, what made you think to contact me today? Is there something you need?"

Hanxia smiled slightly and replied, "Can't I get in touch if there's nothing wrong? How have you been lately?"

Monkey: "I'm doing great, you know me—I can thrive anywhere!"

Hanxia: "Haha, good for you! I do need something, though. I'm trying to find someone named Lin Mochen, a Columbia University graduate."

Monkey: "Don't know them... Were they in our year?"

"They should be a few years ahead of us."

"Even though I don't know them, since the Chief is asking, I shall go through fire and water to find out for you. Don't worry, we're all in the Chinese circle, plus I have friends at Columbia University. Let me ask around."

Hanxia: "Thanks a ton!" She then sent a big grinning face over.

After a while, Monkey replied: "Chief, how have you been recently?"

Hanxia also paused for a few seconds before answering: "Pretty good!"

Immediately, Monkey sent over a dancing figure emoji, making Hanxia laugh despite herself.

----

The next day, Hanxia was officially transferred to the marketing department.

Actually, the location of the work just changed from downstairs to upstairs, but the content was completely different. The tidy and quiet office had everyone busy at their computers, either in meetings or running around to supermarkets and suppliers, all organized and orderly.

The manager introduced Hanxia to everyone briefly and then had her start working with a senior colleague. This senior colleague assigned her some simple tasks like organizing and photocopying. Humble, diligent, and obedient, with a sweet tongue but not sycophantic, and also humorous when she talked, Hanxia made a good impression on her first day. Not only the senior colleague but the other coworkers also found the new girl to be quite clever and likable, without the clumsiness of some sales staff.

At dusk, the junior employee Hanxia got off work on time. Today was the day she absolutely had to invite He Jing for a lavish meal. The two girls took the bus to the night market by the river, ordered a heap of barbecue, and even drank beer. In the end, with their bellies round and full, they leaned against each other on the river beach, looking up at the stars.

"Hey..." He Jing glanced sideways at Hanxia, "Come clean, how much has your salary gone up to now?"

"Adding it all up..." Hanxia chuckled, "it's probably doubled from what it was before."

"Wow!" He Jing exclaimed and pretended to throw a heavy punch at her face, "You're asking for it! Why did you have to say that."