Chapter Four: Sell the Result, Not the Machine

Less than twelve percent savings meant no charge. Above twelve percent, Backlight received thirty percent of actual savings. Su found the fatal flaw. “They still have no reason to let you inside.” “They do.” Chen opened a tender notice. “Full Harvest renews its insurance next week. Temperature variance above standard raises the premium eighteen percent.” It was not future information. It was an overlooked attachment on a public website. That afternoon they returned a third time. The procurement manager tried to remove them until chairman Gao Qishan came downstairs. In his fifties, with refrigeration oil on his cuffs, Gao had once driven cold trucks himself. “Twelve percent?” he asked. “What happens if you fail?” “We cover equipment and labor.”