By Ning Ken

In the early 1990s,there existed a large number of small CD shops along the streets and alleys in Zhongguancun,together with some larger computer companies which rented frontage stores in the Yibinlou Building and Sihai Market.

Just Make 5 Yuan

“Feng Wukuai’s back here again.”This is the pet phrase uttered by bosses of most of the computer shops in the Yibinlou Building and Sihai Market.Wukuai means 5 yuan in Chinese and Feng is a surname—Feng Wukuai was the nickname of Feng Jun,a young businessman.At that time when Feng started his business,there was a terrible case of a murder of an old night watchman who provided security for the market.The case shrouded the market with a horrible atmosphere.But Feng Jun,who seemed puny and runty at that time,was not scared.He insisted on carrying out his petty business,carrying computer keyboards and cases every day to shuttle between more than 100 customers operating in the Yibinlou Building and Sihai Market.Feng didn’t care about the murder;all his attention was on his business of PC keyboards and cases.

At the very beginning,as a mobile vendor he was often thrown out by the shopkeepers.However,he wasn’t embarrassed at all.He thought if they chased him out,they would definitely chase out other guys like him—his competing vendors—who would also deserve a chase-out.Once they began trusting him,he reasoned,they would become his loyal customers and would no longer accept others.He surely needed to win over these kinds of customers.Once they were won over,they would be easy for him to maintain in the future.This was Feng’s business philosophy at that time.That was 1993.

20世纪90年代初，中关村那一片，除了颐宾楼及四海市场临街最大的几个门面被当时的二线品牌电脑占据外，更深的胡同里面分布着数量众多的光盘小店。

就赚你5 块钱

“冯五块又来了。”这是颐宾楼与四海市场装机老板的口头禅。那时候发生了守夜老人被害这样耸人听闻的事，市场笼罩着一片恐怖的神秘气氛，但瘦弱的冯军仍没停止每天提着键盘、机箱，穿梭于颐宾楼与四海市场的100 多家客户之间。冯军根本不关心谋杀案，只关心手里的键盘与机箱。

一开始，流动推销的他时常被赶出去。他没任何不好意思，心想，他们这么赶他，肯定也赶别人，他的竞争对手（提包小贩）也会被赶出去。有一天，他们相信了他，就不会再接纳别人，这种客户他一定要拿下，一旦拿下，今后维护起来省心。这就是冯军的逻辑，这是1993年。

“看一眼，今天的最新款。”冯军将机箱杵到老板的眼前，满脸堆笑。冯军已来这家问过好几次，装机老板无法再不理他。

“你这东西还不错，什么时候我的用户需要，再找你吧。”

冯军不听这句套话，站着不走。他知道，走了就没机会了。另外，老板既然搭了话，就说明有机会。

冯军眯着眼睛对老板说：“如果有客户要，他看不见货，怎么可能要？”装机老板笑了，答应冯军可以将机箱放下代销。

代销就是东西先放这儿，卖出去了再给钱。每个摊子都压上货，冯军没这个钱，而且他拿货都是先付钱，凭什么给别人就先压着？他必须拿回现钱才可以周转。他站着不走，说：“我只赚你5 块钱。……