Jiang Luo asked Zhang Zhiqiang to send over another batch of goods, especially the dolls with boxes. Zhang Zhiqiang replied, “The factory is working overnight on it. Don’t worry—once they’re ready, we’ll ship them immediately.”
He even said generously, “Forget about the deposit and down payment. We’re old friends. I trust you, and I know you won’t let me down.”
After hanging up with Zhang Zhiqiang, Jiang Luo remembered something and called Huo Zongzhuo on his mobile.
“Beep—beep—beep—”
After three rings, the call was picked up. As soon as it connected, Jiang Luo smiled and said, “Guess who this is.”
Huo Zongzhuo chuckled on the other end. “A hardworking little bee.”
Jiang Luo laughed in return.
“So, how’s it going?”
Huo Zongzhuo asked, “Did you sell all the dolls you brought in from the factory at the small market?”
“Sold them all,” Jiang Luo said proudly. “You don’t even know who you’re talking to.”
“Impressive,” Huo Zongzhuo smiled. “Pacific Department Store tried to outsmart you, but with what you did, their dolls won’t sell as easily.”
Jiang Luo scoffed. “I don’t care about them.”
Huo Zongzhuo continued, “From a small-market supply perspective, you’re doing well. Actually, you don’t have to limit yourself to just dolls. With your Wenzhou factory, you could bring over plenty of other products to sell.”
“I know,” Jiang Luo said.
He told Huo Zongzhuo directly, “Once these next two batches of dolls are sold, I’m planning to take Wang Chuang to the Central English Street in the deep city.”
Huo Zongzhuo laughed. “Looks like I’m just giving you advice after the fact. You already had a plan.”
Jiang Luo also laughed. “You seem pretty worried I might take the wrong path. You can’t help but give me tips over the phone.”
Then he asked, “Where are you today?”
Huo Zongzhuo replied, “Chuan City. I have some things to handle at the airline.” He added, “When I get back to Haicheng, I’ll bring you some hot pot base from Chuan City.”
“Sounds good,” Jiang Luo said.
They chatted a bit more before Jiang Luo hung up.
Lately, this had become routine: Jiang Luo and Huo Zongzhuo would talk once or twice a day.
At first, it was naturally Huo Zongzhuo who initiated the calls, using Jiang Luo’s pager. Jiang Luo would call back from a landline, and although they didn’t discuss anything serious, they would casually chat.
As time went on, Jiang Luo realized Huo Zongzhuo would reach out daily, so he started calling back when he had time, updating Huo Zongzhuo on his side of things as well.
The feeling Jiang Luo got? Huo Zongzhuo genuinely cared about him.
Huo Zongzhuo was like an elder, a mentor, a brother, a friend—asking what Jiang Luo had done that day, whether he’d eaten, and sharing stories about selling airplanes.
The care Jiang Luo hadn’t received in his two previous lives unexpectedly manifested in Huo Zongzhuo.
Realizing this, Jiang Luo felt both amused and moved. “Alright then, I’ll just consider him a friend.”
A few days later, while Jiang Luo was at the train station receiving another batch of dolls from Wencheng, his pager went off.
He quickly grabbed it, saw a string of unfamiliar numbers, and asked Wang Chuang to handle the delivery. He borrowed a landline at the station and dialed back.
“Hello, is this you calling me? Who is this?”
The other party spoke with the local Haicheng accent: “This is Yong’an Department Store on Nanjing Road. I heard you have those Hong Kong-style dolls?”
Yong’an Department Store? Jiang Luo’s mind clicked.
“Yes, we supply them, and all the small markets have my goods.”
“Are they a Hong Kong brand?”
“No brand. They’re exactly like the Hong Kong ones. Do you want them?” Jiang Luo immediately added, “I have new ones with packaging boxes, slightly different from what’s sold at the small market. Want to see a sample?”
Hearing there was no brand, the buyer had almost said no, but when Jiang Luo mentioned new goods, he paused, thought it over, and said, “Okay, come over. When you arrive, head to the top floor to the management office. My surname is Yu. Ask for me.”
“Got it,” Jiang Luo said.
The small market wasn’t far from Nanjing Road. In Haicheng, the most bustling area was still Jing’an.
Jiang Luo delivered the truck and newly arrived dolls to the back of the small market, letting Wang Chuang handle it alone. Then he took a bag of boxed dolls to Yong’an Department Store to meet the manager.
At the department store, he went to the top floor, found Manager Yu in the management office. Yu was surprised by how young Jiang Luo looked but then led him to his own office.
There was no small talk, and Yu didn’t even offer tea. They got straight to the dolls.
Jiang Luo handed over the bag of dolls. Yu picked one out, examined it, and was fairly satisfied—even without a brand, it looked high-quality. The packaging was good, and the doll’s workmanship was decent.
Jiang Luo sat calmly across the desk and said, “Honestly, Manager, these dolls aren’t from Hong Kong—they’re domestically made.”
“But I can guarantee the quality is top-notch, identical to what’s sold at Pacific Department Store.”
“We even have more hair colors and more dress styles. This new batch comes with special packaging, looking much more premium than the ones at the small market.”
Yu clicked his tongue. “No brand? All our mall merchandise has to be branded.”
“I’ll be honest. I originally wanted the 68-yuan dolls from Pacific Department Store, but they’re out of stock. I heard you have them, so I contacted you.”
Jiang Luo continued calmly, “Manager Yu, to be honest, Pacific Department Store’s dolls are also from me.”
Yu was taken aback; he hadn’t expected that.
“Of course, you understand the twists and turns of mall merchandise better than I do, so I won’t elaborate.”
“Branded items from Hong Kong aren’t cheap to source. Selling them at 68 yuan doesn’t leave much profit—you know that too.”
Yu thought for a moment. “How much do you sell these dolls for at Pacific Department Store?”
Jiang Luo didn’t lie. “15.”
Yu asked, “And at the small market?”
“Also 15,” Jiang Luo replied.
The cost was the same, yet the small market sold them for 25, and Pacific Department Store for 68. Yu calculated the margin Pacific Department Store must be taking.
Yu’s real reason for contacting Jiang Luo was clear: he wanted to sell the dolls in his own mall. They were selling like hotcakes, and any mall would want to profit rather than miss out.
Jiang Luo said calmly, “If you want, I can sell you the boxed dolls at 15, and also give you a separate batch of clothes to accompany them.”
Yu asked, “How so?”
Jiang Luo explained, “It’s about differentiation. Same doll, but yours comes with packaging. Looks more premium. Even if the price is high, people who can afford it will pick yours over others.”
He added, “I can also include small doll accessories—brushes, shoes, necklaces. Looks nice and more premium than Pacific Department Store’s.”
Yu was genuinely persuaded. A single doll might not seem special, but with packaging and accessories, selling at 68 yuan seemed reasonable—even without a brand.
“But can’t you make a brand? Even a domestic one would work,” Yu asked.
Jiang Luo thought quickly. “Brands are easy to create. I have a trading company and can sign a formal contract with your mall.”
Yu nodded. At least it seemed legitimate.
Jiang Luo added, making it sound even more credible: “I can sign a contract with a 25-yuan wholesale price but only charge you 15. The difference goes into your pocket.”
Yu’s eyes widened slightly. They both understood—the contract says 25, but you pay 15, leaving the 10-yuan margin for him.
Yu sat up, readjusted his demeanor, and even stood to fetch tea. “Young man, your surname?”
“Jiang—like ginger,” Jiang Luo replied.
Yu placed a tea cup with leaves in front of Jiang Luo, poured hot water, and said, “Alright, Mr. Jiang. We’ll get these dolls from you. According to our agreement, they’ll have a brand, outer packaging, and the small accessories you mentioned.”
Jiang Luo smiled. “Of course.”
In the toy factory office, Zhang Zhiqiang stood by his large desk. After hanging up Jiang Luo’s call, he walked out jubilantly—Jiang Luo wanted a batch of boxed dolls, plus small plastic brushes, interchangeable dresses, and plastic necklaces for the dolls.
This was easy, especially profitable. Zhang Zhiqiang immediately went to the design department to get it done.
The cost of production would go up, but the profit would too. How could he not be happy?