Chapter 121: Can You Really Come Up with a Million? (3/4)

In just over a month, the Penguin company founded by Su Mu has sold a volume of IBM personal computers in California equivalent to about one percent of IBM's total annual sales.

Undoubtedly, this is a staggering achievement.

Considering that the entire global personal computer industry currently has an annual output value of only about three billion dollars and remains in its early developmental stages, the numbers are significant. While the industry's value has risen steadily for three consecutive years, the customer base remains extremely small. During this period, Su Mu has only earned about three hundred thousand dollars; the impressive reputation was more about the scale of the feat than the immediate profit.

Capable of moving five or six thousand computers in little more than a month, Mr. Rivers stopped flipping through the invoices, leaned back in his chair, and smiled. "Since this department was established, I have worked in this office, and you are the first person to dare threaten me."

Just as Su Mu began to feel nervous, he heard him continue: "However, your threat was indeed effective. If these sales figures are genuine, I truly cannot think of a reason to refuse you. If I were the reason IBM missed out on such a competitor, my superiors would certainly make me pack my things and go home. The planning department is racking its brains to find ways to increase personal computer sales, and having schools make these purchases is quite interesting..."

Americans prefer a direct style of communication. Mr. Rivers was not angered by Su Mu's threat; instead, he found the approach rather naive. Su Mu had underestimated his own weight within IBM. Even without the threat, Mr. Rivers would have agreed. Moving so many personal computers in just over a month was proof enough that the Penguin company possessed a sophisticated sales method.

As a supplier, there is no reason to push away such an excellent agent; one would naturally want as many as possible. He picked up the telephone on his desk, pulled two receipts at random from the pile, and called the two schools in question.

He asked if they had recently purchased IBM computers, and the confirmation he received matched the dates on the invoices. The authenticity of the stack of documents before him was no longer in question.

Su Mu sat in silence opposite Mr. Rivers' desk throughout the process. The documents were real, and he had no fear of investigation. Aside from the suppliers, most of the other parties involved were schools; it was perfectly logical that he had gone to schools to promote the computers.

He had brought all the necessary credentials. After finishing his check, Mr. Rivers said readily, "Very well. Bring a one-million-dollar security deposit and the company's designated representative—the one who is of legal age—and I will agree to make your Penguin company an authorized IBM personal computer agent."

Su Mu’s train of thought was interrupted. A full million-dollar security deposit made his head spin. He had not anticipated this at all. "One million?" he asked anxiously. "Is there any way to lower that? I’m sorry, sir, but my company is just starting out, and I cannot spare that much capital at the moment. If we ever stop acting as an IBM agent, can this money be refunded to our company?"

"I see. I would be happy to help you, but rules are rules." Mr. Rivers took a blank document, placed it in front of Su Mu, and continued, "The deposit is refundable, but there are additional agreements. I advise you to hire a lawyer to review the contents of this document before you decide whether to pay the deposit. Without these funds, I cannot help you."

It was a relief to know it was refundable, but the million-dollar requirement left Su Mu in a difficult spot. Their company account didn't have that much money. Because the profit margins from suppliers were already razor-thin, they had to pay for goods immediately upon delivery; they couldn't afford to play the "Supermarket" credit game.

Large corporations are often cold and indifferent, but Su Mu understood that, as Mr. Rivers said, rules are rules. He took the blank agency contract and nodded, saying, "I understand. May I give you a definite answer in a couple of days?"

"I am available on any workday. Given your company's sales volume, you'll earn the agency fee in no time, won't you?"

In a gesture of support for a young entrepreneur, Mr. Rivers thought for a moment and added, "I can ask my supervisor, but don't get your hopes up. One million dollars is already the minimum deposit. The benefit is that you will be able to take delivery first and pay later, providing a buffer period..."

The situation was both promising and dire. He had secured the agency rights, yet he was stalled by the inability to pay the deposit. If he had to wait two or three months to earn the money, it meant he would continue to pay unnecessary fees to suppliers, losing out on significant profits—profits that would have been measured in the hundreds of thousands of dollars. Su Mu felt a sharp pang of regret.

He walked out of the office in a daze. The other adults waiting to negotiate saw his grim expression and assumed he had failed, feeling a sense of schadenfreude at the young man's expense.

The blonde secretary approached him and asked, "How did it go? Was it successful? Was my advice effective?"

"Thank you, it was very effective advice. I have secured the agency qualification, but... my company doesn't have the money to pay the deposit."

Upon hearing this, the secretary was slightly stunned, then laughed in spite of herself. "Usually, people have the money but lack the capability. You’ve managed to be the exact opposite!"

Su Mu spread his hands in resignation, feeling like the protagonist of a tragedy. He had exhausted every idea, even considering withholding employee salaries or vendor payments, but nothing would work. One slip could cause a catastrophe; he dared not risk breaking the capital chain.

Unbeknownst to him, a Latin-American woman sitting nearby had overheard their conversation. She looked at Su Mu with a strange expression. This was her third time coming to discuss an agency, and she could hardly believe that she was being outclassed by such a young kid.

Her appointment was at 11:30, and she still had a long wait. She had arrived early to try her luck at seeing Mr. Tom Rivers ahead of schedule, but to no avail. The world never lacks clever people with vision. Recently, many had tried to become IBM agents, but the slots were few and the requirements for corporate qualifications were extremely high.

Having failed twice already, she thought perhaps she should try another way to secure the agency. She decided to follow Su Mu as he left.

Outside the headquarters, the dark-haired, striking Latin-American woman caught up to Su Mu and blocked his path. "Wait a moment, please. I want to make a deal with you!"

Su Mu stopped. He recognized the woman and instantly guessed her intentions. He asked with interest, "Can you come up with one million dollars?"