亞太廣場(chǎng)的轉(zhuǎn)折

Turnpoint in Asia-Pacific Plaza

“先生，請(qǐng)問(wèn)你找誰(shuí)？”剛走進(jìn)“亞太廣場(chǎng)”辦公樓，周興和就被里面的工作人員攔住了。

"Who do you want, sir?" As soon as he entered the Asia-Pacific Plaza office building, Zhou Xinghe was stopped by the staff.

“我找你們馬總?！敝芘d和回答。

"I want to see Mr. Ma." Replied Zhou Xinghe.

“馬總今天上午開(kāi)會(huì)，不能接待客人?！惫ぷ魅藛T有些不禮貌地說(shuō)，“有什么事，我們負(fù)責(zé)轉(zhuǎn)告他?！?/p>

"Mr. Ma has meeting this morning, and can not receive guests." The staff said, somewhat unpolitely, "If you leave any words, we will tell him."

“我給你們馬總打過(guò)電話，預(yù)約好的?！敝芘d和說(shuō)著就要往里走去。

"I have called Mr. Ma, and made the appointment." Zhou Xinghe said and was going to go inside.

“馬總在開(kāi)會(huì)，他怎么會(huì)給你預(yù)約？”工作人員疑惑地又看了周興和一眼，“你等等，我先打個(gè)電話問(wèn)問(wèn)?！?/p>

"Mr. Ma is in a meeting, how can he give you an appointment?" The staff looked at Zhou Xinghe doubtfully again. "Please wait a minute. I'll make a phone call first."

“不用了！”周興和說(shuō)完，也顧不得工作人員阻攔，直接就往馬總辦公室大步走去。

"No need!" Zhou Xinghe said, and regardless of the staff to stop, directly walked to the office of Mr. Ma.

要見(jiàn)這個(gè)馬總真是太難了！周興和已經(jīng)前后到“亞太廣場(chǎng)”來(lái)過(guò)十幾次了，可連這個(gè)馬總的影子都沒(méi)見(jiàn)著。今天，他橫下一條心，什么都不顧了，一定要見(jiàn)到這個(gè)馬總！

It's so hard to see this Manager Ma! Zhou Xinghe had been to the "Asia-Pacific Plaza" more than ten times, but he had not even seen Mr. Ma. Today, he was determined, regardless of anything, and must meet Mr. Ma!

自從去年企業(yè)搬到成都后，周興和已經(jīng)完全攻克了以秸稈為原材料的新型建材幾大難題，特別是輕體隔墻板。經(jīng)過(guò)反復(fù)試驗(yàn)，這種隔墻板，具有防火、防水、防震、防老化、防裂紋五防性能?？?，即使周興和發(fā)明的產(chǎn)品再質(zhì)優(yōu)價(jià)廉，但正如他所擔(dān)心的，得不到相關(guān)部門(mén)的認(rèn)可。當(dāng)他的產(chǎn)品拿到市場(chǎng)上去推廣時(shí)，沒(méi)有權(quán)威部門(mén)的檢測(cè)報(bào)告，沒(méi)有質(zhì)量認(rèn)定證書(shū)，沒(méi)有新產(chǎn)品推廣許可證書(shū)，建筑工程是百年大計(jì)，對(duì)承建人實(shí)行的是終身負(fù)責(zé)制，盡管你的產(chǎn)品再質(zhì)優(yōu)價(jià)廉，大的工地根本不接受，只是一些小工地和農(nóng)村建房的人認(rèn)為便宜，才使用很小一部分。

Since the company moved to Chengdu last year, Zhou Xinghe had solved several problems with new building materials made from straw, especially the lightweight partition wall board. Through repeated tests, this partition board had the five-proof performance of fireproof, waterproof, shockproof, aging-proof, and crack-proof. However, even though Zhou's products were cheap and of good quality, they could not get the approval of relevant authorities, just as he feared. When his product was taken for market promotion, there was no authority inspection report, no certificate of quality, and no new product promotion license; the construction project was a long-range program, and the builder executed the lifelong responsibility system; though the products were of high quality and low price, the big construction site didn't accept at all, and only a few small building sites and rural people thought that it was cheap, and used a little.

而今對(duì)于周興和推廣新產(chǎn)品來(lái)說(shuō)，卻有了一個(gè)千載難逢的機(jī)遇！

Now for the promotion of Zhou Xinghe’s new products, there was a once-in-a-lifetime opportunity!

成都“亞太廣場(chǎng)”投資近2個(gè)億人民幣，正要修建一棟32層框架結(jié)構(gòu)的高樓，因?yàn)橥顿Y方是臺(tái)灣、香港兩家公司，他們建筑選材不受中國(guó)大陸一些部門(mén)限制。正因?yàn)槿绱?，亞太廣場(chǎng)辦公樓前，每天都有幾十家建材供應(yīng)商在那里等著推介他們的產(chǎn)品?？桑?jiàn)到這里能拍板的馬總，那真是難上加難啊！周興和鍥而不舍，前后到這里來(lái)了十幾趟，因?yàn)樗宄喝绻l(fā)明的新產(chǎn)品能進(jìn)入到這里使用，那就是用百萬(wàn)元也換不來(lái)的活廣告??！可他根本見(jiàn)不到這里的負(fù)責(zé)人不說(shuō)，就連下面的接待人員見(jiàn)了他這種新產(chǎn)品，就不客氣地把他拒之門(mén)外。

The "Asia-Pacific Plaza" in Chengdu had invested nearly 200 million yuan to build a 32-floor building with frame structure. Because the investors were two companies from Taiwan and Hong Kong, their construction material selection was not restricted by some departments in Mainland China. That's why, every day, dozens of building materials suppliers were waiting in front of the Asia-Pacific Plaza office building to promote their products. However, it was really extremely difficult to see Mr. Ma who could make the decision here! Zhou Xinghe came here more than ten times with great perseverance, because he knew that if the new product he invented could be used here, it would be a living advertisement that could not be replaced by millions of RMB. But he could not see the person in charge here, and even the reception staff politely turned him out of the door after seeing this new product.

“尊敬的馬總，我今天的行為很不理智，也很不禮貌。”周興和強(qiáng)行沖進(jìn)馬總辦公室，里面的人果然在開(kāi)會(huì)，他們見(jiàn)辦公室貿(mào)然闖進(jìn)一個(gè)不速之客，一下愣住了。趁這些人還沒(méi)反應(yīng)過(guò)來(lái)，周興和歉意地點(diǎn)點(diǎn)頭，胸有成竹地說(shuō)道，“我只耽誤你們一分鐘時(shí)間，多一秒鐘也不說(shuō)。你們投資的目的，是賺更多的錢(qián)。我有一種新產(chǎn)品，可以讓你們工程總造價(jià)節(jié)約15%，折合人民幣要節(jié)約3000萬(wàn)元，我早給你們算過(guò)賬。如果你們感興趣，我留下我的電話，歡迎你們與我聯(lián)系——哦，時(shí)間快到了，我走了?！?/p>

"Dear Mr. Ma, I acted irrationally and unpolitely today." Zhou Xinghe forced his way into Mr. Ma's office, and the people inside indeed were having the meeting; they saw the uninvited guest rushed into the office, and all shocked. Before they knew it, Zhou Xinghe nodded apologetically and said confidently, "I will only take you one minute, not even one second more. The purpose of your investment is to make more money. I have a new product that can save you 15% of the total project cost, which is equivalent to RMB 30 million yuan. I have already calculated the cost for you. If you're interested, I'll leave my number, and you're welcome to get in touch - Oh, the time is almost up, and I'm leaving now."

“你等等?！瘪R總聽(tīng)完周興和幾句話，這才反應(yīng)過(guò)來(lái)，他叫住了轉(zhuǎn)身欲走的周興和，“你說(shuō)你的產(chǎn)品可以讓我們工程節(jié)約3000萬(wàn)元，那，你給我們說(shuō)說(shuō)你這新產(chǎn)品?！?/p>

"Wait." After hearing a few words from Zhou Xinghe, Mr. Ma just came to react. He stopped Zhou Xinghe who was about to leave. "You said your product could save us 30 million yuan in the project, so, tell us about your new product."

周興和聞言轉(zhuǎn)過(guò)身來(lái)，平靜地對(duì)與會(huì)者說(shuō)道：“我到西南建筑設(shè)計(jì)院了解過(guò)，你們現(xiàn)在設(shè)計(jì)的框架結(jié)構(gòu)，需用輕質(zhì)墻材，每平方米重量為100公斤以上。我發(fā)明的輕質(zhì)墻材，每平方米只有33公斤。如果采用我們的新產(chǎn)品，完全可以改為小肥梁和胖柱，改善深基礎(chǔ)、濕作業(yè)的施工狀況，只有可以節(jié)約工程總造價(jià)的15%左右，可節(jié)約人民幣3000萬(wàn)元……”

Zhou Xinghe turned around and calmly said to the attendees, "I have learned from the Southwest Architectural Design Institute that the frame structure you are designing now requires the lightweight wall materials and weighs more than 100 kilograms per square meter. My lightweight wall material is only 33 kilograms per square meter. If you adopt our new product, you can completely change it into the fat beam and fat column, and improve the construction condition of deep foundation and wet operation. And about 15% of the total project cost can be saved, which can save RMB 30 million..."

馬總和與會(huì)者來(lái)了興趣，眼睛都盯著周興和，靜靜地聽(tīng)他往下講。

Mr. Ma and the attendees became interested, their eyes were fixed on Zhou Xinghe, and listened quietly.

“除此，還有另一筆帳，可以節(jié)約幾百萬(wàn)元。你們目前所訂的隔墻板，帶安裝價(jià)每平方米為70至80元，我的產(chǎn)品質(zhì)量比他們還好，每平方米帶安裝價(jià)卻只賣(mài)48元！”

"On top of that, there's another amount that saves millions. The price of partition board you ordered now, including the installation, is 70 to 80 yuan per square meter, while my product quality is better than them, the price including the installation is only 48 yuan per square meter!"

與會(huì)者聽(tīng)到這里，都表示驚訝，紛紛竊竊私語(yǔ)起來(lái)。

The attendees expressed their surprise and whispered with each other.

“這倒有點(diǎn)稀奇……”馬總自言自語(yǔ)說(shuō)了一句，突然大聲打斷眾人交頭接耳，“我看，今天的會(huì)議暫時(shí)開(kāi)到這里。請(qǐng)問(wèn)，你的公司在哪里？”

"That's strange..." Mr. Ma said something to himself, and suddenly interrupted the conversation in a loud voice. "I think that's all for today's meeting. Where is your company, please?"

“就在西門(mén)金牛區(qū)地界上，半個(gè)小時(shí)就到?！敝芘d和答道。

"It's in Jinniu District, half an hour away." Zhou Xinghe replied.

“那，我們馬上開(kāi)車(chē)去你那里看看！”馬總最后拍了板。

"Well, we'll drive over to your place right away!" Mr. Ma finally said.

馬總一行人考察周興和的公司和產(chǎn)品后，做出決定，將6種不同的隔墻板在他們工地安裝樣品間進(jìn)行對(duì)比試驗(yàn)。這些隔墻板安裝后兩個(gè)月時(shí)間里，他們分別進(jìn)行了多項(xiàng)破壞性試驗(yàn)，唯獨(dú)周興和發(fā)明的新產(chǎn)品完好無(wú)損！

After inspecting Zhou Xinghe's company and products, Mr. Ma and his team made a decision to compare and test six different types of partition boards by installing the sample room on their site. During two months after the partition board was installed, they conducted a number of destructive tests respectively. Only Zhou's new product remained intact!

“經(jīng)過(guò)我們研究，基本決定采用你們的產(chǎn)品。但你們的產(chǎn)品沒(méi)有檢測(cè)報(bào)告和相關(guān)使用證書(shū)?！瘪R總告訴周興和，“我們還必須請(qǐng)示臺(tái)灣總公司?！?/p>

"After our research, we basically decided to use your products. But there is no test report or relevant certificate of use for your product." Mr. Ma told Zhou Xinghe, "We must consult our Taiwan Headquarters."

科學(xué)是嚴(yán)謹(jǐn)?shù)?，?lái)不得半點(diǎn)虛偽和假設(shè)。為了慎重起見(jiàn)，馬總請(qǐng)示臺(tái)灣總部后，將周興和發(fā)明的3米長(zhǎng)的秸稈墻材，用飛機(jī)運(yùn)到了臺(tái)灣進(jìn)行各種檢測(cè)。兩個(gè)星期后，檢測(cè)報(bào)告?zhèn)髡孢^(guò)來(lái)：各種性能優(yōu)良，同意使用。

Science is rigorous and admits of no hypocrisy or assumption. To be on the safe side, Mr. Ma, after consulting his Taiwan Headquarters, flew the three-meter-long straw wall material invented by Zhou Xinghe to Taiwan for various tests. Two weeks later, the test report was faxed: all kinds of performance were excellent, and they agreed to use.

“好，我們決定全部使用你的新產(chǎn)品！”馬總告訴周興和，“我們可以簽訂合同了?！?/p>

"Well, we've decided to use all of your new products!" Mr. Ma told Zhou Xinghe, "We can sign a contract now."

“可，馬總，我跟您實(shí)話實(shí)說(shuō)吧?！敝芘d和猶豫了一下，直截了當(dāng)?shù)馗嬖V馬總，“目前我還是新創(chuàng)業(yè)，我產(chǎn)品的價(jià)格又這么低，還得請(qǐng)您理解支持一下……”

"But, Mr. Ma, I'll tell you the truth." Zhou Xinghe hesitated for a moment and told Mr. Ma directly, "At present, I am still a new entrepreneur, and the price of my product is so low, so please understand and support us..."

“有什么要求你就說(shuō)吧。”

"Tell me what you want."

“您能不能先給我支付30%的預(yù)付款？”

"Can you give me 30% advance payment?"

“這個(gè)事，還要通過(guò)公司領(lǐng)導(dǎo)層討論，我個(gè)人還不能馬上答復(fù)你?！瘪R總對(duì)周興和說(shuō)道，“這樣，合同我們可以先簽，你們先干起來(lái)再說(shuō)！”

"This matter still needs to be discussed through the management of the company. Personally, I can't give you an immediate answer." Mr. Ma said to Zhou Xinghe, "In this way, we can sign the contract first, and you can start production now!"

合同簽了，但要購(gòu)買(mǎi)原料的啟動(dòng)資金從哪里來(lái)呢？這時(shí)候周興和已經(jīng)是山窮水盡了呀！就在他焦頭爛額束手無(wú)策之際，一個(gè)人向他伸出了援助之手。前面說(shuō)過(guò)，這個(gè)人就是當(dāng)年那位全國(guó)知名的風(fēng)云人物——郫縣“紅光公社”的黨委書(shū)記陶遠(yuǎn)林。這個(gè)陶書(shū)記在得知周興和的困境后，出于對(duì)他的信任和感佩，不但慷慨地借給他23.5萬(wàn)元工程啟動(dòng)資金，還在現(xiàn)場(chǎng)不辭辛勞協(xié)助他們施工，監(jiān)督工程質(zhì)量。

The contract was signed, but where would the start-up capital come from to buy the raw materials? By this time, Zhou Xinghe was at the end of his tether! When he was at his wit's end, a man offered him a helping hand. Previously said, this person was that national famous man - Pixian "Hongguang Commune" Party Secretary Tao Yuanlin. Secretary Tao heard the plight of Zhou Xinghe, out of his trust and appreciation, not only generously lent him 235,000 yuan as the project start-up funds, but also helped them for the construction, and supervised the project quality.

須知，當(dāng)年的23.5萬(wàn)元，對(duì)于周興和來(lái)說(shuō)，可不是一筆小的數(shù)字，那真是雪中送炭哪！

You should know that, 235,000 yuan in that year, especially for Zhou Xinghe, was not a small figure, which was really timely help!

“對(duì)于在我最艱難時(shí)候幫助過(guò)我的人，至今我都念念不忘。不是這些好人無(wú)私的幫助，我的事業(yè)絕不可能發(fā)展到今天?！敝芘d和總是感慨地這樣說(shuō)。

"I still think about the people who helped me in my worst time. Without the selfless help of these good people, my career would never have come to now." Zhou Xinghe always said with emotion.

周興和的“星河建材公司”秸稈隔墻板淘汰了政府墻改辦推薦的GRC隔墻板、三迪板、鈦白板、增強(qiáng)石膏隔墻板等，進(jìn)入了“亞太廣場(chǎng)”工地，而且總供貨量為3萬(wàn)多平方米、工程總額達(dá)到近百萬(wàn)元的消息，仿佛一夜就傳遍了成都的建材市場(chǎng)，立即就在周市場(chǎng)上引起一場(chǎng)軒然大波。

Zhou Xinghe’s "Xinghe Building Materials Company" and straw partition board defeated the government Wall Material Reform Office recommend GRC partition board, Sandi plate, titanium white plate, and reinforced gypsum partition board, etc., and entered into the site of "Asia-Pacific Plaza", and the total output was more than 30,000 square meters, total engineering amount nearly one million yuan, which seemed to spread throughout the building materials market in Chengdu over one night, and immediately caused an uproar in the market.

“興和，這回你倒是旗開(kāi)得勝，可你知不知道，你得罪了政府的墻改辦呀！”建材行業(yè)的朋友給周興和打電話，“你得罪了他們，謹(jǐn)防他們給你玻璃小鞋穿哪！”

"Xinghe, this time you are the first victory, but you know not to know, you offended the government's wall to do it!"A friend in the building materials industry called Zhou Xinghe, "You have offended them. Beware of them giving you glass shoes to wear!"