Chapter 61: Discussing Business

Chapter 61: Business Negotiation

Fan Ping entered the warehouse and saw it filled with medicinal herbs. He stepped forward to inspect the finished products, feeling a surge of joy in his heart. These appeared to be high-quality herbs, and he was about to make a fortune by transporting them out of Xin Feng County. The thought of this made him even more excited.

As a merchant, he knew he had to keep his emotions in check and not let others see through him, so he maintained a calm demeanor on the surface.

Fan Ping: "I want all these herbs. How much does Lord Zheng want to sell them to me for?"

Zheng Shanci pretended to ponder. He had bought the herbs from the common people at fifty wen per jin for fangfeng, thirty wen for goji berries, sixty wen for astragalus... He would need to increase the price by at least half. The herbs were precious, and Fan Ping had a merchant caravan and channels to sell these herbs at a good price. Zheng Shanci could set a higher price, and Fan Ping should be able to accept it.

Zheng Shanci set the price at seventy wen for fangfeng, fifty wen for goji berries, ninety wen for astragalus, two qian for danshen, one qian for anemarrhena, and sixty wen for bupleurum. This price was just within Fan Ping's acceptable range, and although it pained him, Fan Ping nodded in agreement.

With the deal sealed, Zheng Shanci felt relieved. He said, "Mr. Fan, are you interested in our hot sauce?"

Fan Ping's heart stirred at the mention. "I heard that Lord Zheng has opened a hot sauce workshop, a textile workshop, and an oil press workshop. I was just thinking of visiting them."

Zheng Shanci led Fan Ping first to the hot sauce facility. The workers there were expanding the facility, and soon it would become a hot sauce factory. Inside, everything was a vibrant red, and the air was filled with the pungent yet fragrant smell of chili peppers. The sound of workers chopping chili peppers echoed in the background. Each worker had a specific task—washing, chopping, or grinding—all working in sync.

Zheng Shanci called over a manager to introduce the situation of the hot sauce workshop to Fan Ping.

In total, there were about two hundred workers, each producing roughly three jin of hot sauce per day. With over two hundred workers, the workshop could produce six hundred jin of hot sauce daily. Once it became a factory, the production would increase even more.

Manager: "Merchants come here to place orders, with single orders reaching ten thousand jin. They sell the hot sauce to Qingzhou and also to nearby Xuzhou. The business is good, so they've placed more orders."

Fan Ping: "Can I taste the hot sauce here?"

Zheng Shanci nodded.

Fan Ping tasted the hot sauce and thought it was no wonder the sauce was profitable. The flavor was better than any hot sauce he had ever tasted. Fan Ping then asked about the price of the hot sauce.

"The market price is twelve wen per jar," Zheng Shanci said. "This is our Xin Feng County hot sauce. If Mr. Fan wants to purchase it, you can set the price wherever you sell it."

That made sense. The price of hot sauce from a production site wouldn't be set too high. Fan Ping considered how much he could take. He decided to start with four thousand jin as a trial. If it sold well, he would come back for more. With the concrete road connecting Lan County and Xin Feng County, it would only take a day for the round trip, which was nothing for merchants like him. From Lan County to Qingzhou by land, it would take seven days at a brisk pace. Plus, they had their own trade routes and had already mapped out the roads to Qingzhou. There was even a shortcut from Lan County to Qingzhou that required crossing a mountain, which would reduce the journey to just four days.

Fan Ping ordered four thousand jin of hot sauce, and the manager calculated the cost. For these merchants, the wholesale price was set at nine wen per jar. The market price was twelve wen, and Zheng Shanci had initially considered setting the price at ten wen. But then he reconsidered—nine wen sounded significantly cheaper than ten wen, so he settled on nine wen.

When Fan Ping heard it was nine wen, he was even more pleased.

With the business deal finalized, it was time to invite Fan Ping to a meal. Zheng Shanci took him to the Zheng Family Eatery, reserved a private room, and had the proprietor serve all the signature dishes.

Fan Ping had nearly spent all his silver on this trip. He had spent six hundred taels on a warehouse full of medicinal herbs and about forty taels on the hot sauce as an add-on. Now, he was almost broke.

The signature dishes at the Zheng Family Eatery included braised lion's head, mountain-boiled lamb, bamboo shoot and goose stew, and fried lamb sausage. The soup was osmanthus soup, light and refreshing, very soothing to drink. Fan Ping had traveled to many places and tasted many delicacies, but this time in Xin Feng County, he had also found something special. In the past, when he came to Xin Feng County for business, if he wasn't dining with other merchants, he would rather eat a bowl of wontons or a basket of buns from a street vendor. The taste of the restaurants in Xin Feng County wasn't great, but the street food and noodles had a unique flavor. If it weren't for the fact that they only had one shop and refused to leave Xin Feng County, Fan Ping would have hired them as chefs for his household.

But it was better this way. When he got tired of it, he would lose interest. Occasionally coming to Xin Feng County to taste it was perfect.

This time, at the eatery, Fan Ping tasted flavors he had never experienced before, and his taste buds were melting. He took a sip of the osmanthus soup, feeling refreshed. The braised lion's head was so juicy it seemed to burst, and the goose meat was tender. If one preferred a light taste, it was perfect as is, leaving a lingering fragrance. If one wanted something more flavorful, the prepared sauce would deliver a spicy kick, coated in red oil, making it a delightful experience.

Dining and socializing inevitably involved drinking. Zheng Shanci served the eatery's liquor, and Fan Ping took a sip, feeling the spiciness, which made him crave more. It paired exceptionally well with the dishes. This was the most enjoyable meal Fan Ping had ever had, combined with the satisfaction of a successful business deal. Such a mood and the delicious food blended together, making Fan Ping even more reflective.

He wasn't someone who had succeeded in his first business venture. The Fan family was in business, with many descendants. Once they reached a certain age, they were sent out by the family to trade. If they succeeded, they would receive better support from the family. If not, they would be given some silver and sent away. Over the years, Fan Ping had endured many hardships before gradually gaining some reputation in Qingzhou.

After the meal, the group left the eatery. Fan Ping looked at the signboard—Zheng Family Eatery. He asked, "Is this eatery owned by Lord Zheng?"

Zheng Shanci didn't hide it: "Yes, it's mine. The household expenses are too high, so I need a few shops to increase income."

Fan Ping nodded, not finding it strange. Relying solely on a seventh-rank official's salary would only provide a basic living. Fan Ping thought that while he couldn't take the dishes with him, he could ask where the liquor was sold and take some back.

With that thought, Fan Ping asked the question.

Zheng Shanci was about to take Fan Ping to see the textile workshop when he heard Fan Ping's remarks. Scribe Jiang chuckled inwardly, thinking that Mr. Fan still hadn't escaped.

Zheng Shanci said in surprise, "Mr. Fan, are you also interested in the wine here?"

Fan Ping nodded, "I hope Lord Zheng can inform me."

Zheng Shanci told Fan Ping about the wine shop. Upon hearing that the wine shop was run by the County Magistrate's Husband, Fan Ping smiled wryly. Such fine wine should indeed bring profit to the Zheng family. If Zheng Shanci ever left his official post, he could consider becoming a merchant and would surely make a fortune.

Fan Ping thought to himself that since he didn't have enough silver on him, he could ask Zheng Shanci for credit. When his caravan passed through Xin Feng County again, he could repay the County Magistrate's Husband.

Upon arriving at the textile workshop, Fan Ping saw women and young men operating the looms. The room had several windows open, and on this sunny day, fine dust could be seen swirling in the air through the light. Threads layered upon threads on the looms until they became tightly woven. The fingers of the women and young men moved deftly among them, and the rhythmic clacking of the looms filled the air.

Fan Ping had visited other textile workshops before, but they were usually noisy and dim, with no windows open, giving the entire place a lifeless atmosphere. Here, however, it was peaceful and serene, with the scent of dyes lingering in the air.

He first went to inspect the looms. The speed of these looms was faster than the ordinary ones he had seen before. Fan Ping asked Zheng Shanci about it.

Zheng Shanci replied, "I only made a few suggestions. The workshop workers themselves modified the looms, reducing the effort needed by half. By applying the force correctly, the looms became faster and more efficient."

Fan Ping then examined the patterns. They were quite novel. The blue narcissus embroidery was vivid and lifelike, with tight stitches that were smooth to the touch. Fan Ping felt the urge to buy several bolts of fabric to take home for his wife and children, or even to give as gifts.

"The needlework is excellent," Fan Ping remarked.

Zheng Shanci said, "That's not my doing. My younger brother enjoys embroidery, and he taught these skills. There are also a few outstanding embroideresses in Xin Feng County whom I invited to collaborate on new designs."

Fan Ping was impressed.

Next to the textile workshop was a dyeing area, usually conducted outdoors. Large pots and vats were used to immerse the fabric for coloring. The quality of dyeing depended not only on the quality of the dyes but also on the color mixing. This process required repeated trials to achieve the perfect shade. Zheng Shanci knew which colors combined to create which hues and had documented these for the dyeing masters. Their color schemes were also predetermined. Pink with a hint of white looked more delicate, while blue was divided into several shades, with light blue being the most popular. Wearing light blue fabric in summer gave a fresh and elegant appearance.

After looking around, Fan Ping felt the itch to make another purchase.

When Zheng Qingyin saw Zheng Shanci arrive, Zheng Shanci smiled and introduced his younger brother to Fan Ping.

"Young Master Zheng is truly talented at such a young age," Fan Ping praised.

The notion that women and young men shouldn't engage in business didn't apply in wealthy households, where shops and estates were managed by the household's inner court, as long as they didn't appear in public. If they managed the business well, it showed that they could handle the household accounts. Marrying and having children was about the husband managing external affairs while the wife managed the household. Working together in harmony was more important than anything else.

Zheng Qingyin, feeling a bit shy from the praise, gave a slight bow.

Zheng Shanci said, "Qing Yin, tell Mr. Fan about the most popular fabrics currently."

Zheng Qingyin nodded.

Zheng Qingyin spoke clearly and logically. Fan Ping was pleased, thinking it was a pity that his family was in trade; otherwise, his son could have married into the Zheng family. Seeing how Lord Zheng was making bold moves in Xin Feng County, it seemed he was aiming for political achievements and might rise to prominence in a few years.

In the future, when arranging marriages for his younger brother, the family's status could be even higher.

Fan Ping set aside these thoughts.

After leaving the textile workshop, Fan Ping didn't visit the oil press. He wasn't particularly interested in oil. However, he was keen on the chili sauce, textiles, and wine. He decided to ask Zheng Shanci for a promissory note and took goods worth four hundred taels of silver. In total, he had spent a thousand taels of silver on this trip. Xin Feng County was truly a place where money flowed.

Zheng Shanci carefully stored the promissory note and had his subordinates escort Fan Ping back to the inn.

Scribe Jiang had followed Zheng Shanci the entire way, witnessing the earning of a thousand taels of silver. A thousand taels! Their county office was usually poor, so making money was always a good thing.

Seeing that Fan Ping was satisfied, Zheng Shanci was also pleased. They could establish a long-term partnership in the future.

After receiving the money, Zheng Shanci had the treasury record it and allocated some silver for the kitchen staff to purchase supplies. Today, they could have a hearty meal with plenty of wine and meat, but only during dinner.

Those who weren't going home were informed to stay at the county office for the evening's entertainment. There was no need to go to a tavern; they had their own kitchen, so there was no need to hire dancers or musicians.

The dining hall sprang into action at Zheng Shanci's command. That evening, Zheng Shanci only had a cup of wine at the dining hall and offered a few ceremonial words before letting everyone eat and drink freely.

The Yamen Runners and clerks held their wine cups and nibbled on their food, speaking little. The higher officials were dining at the next table, and acting too freely would make them appear careless and frivolous.

Zheng Shanci took only a few bites before excusing himself. Scribe Jiang and Ding Xuan also didn't eat much and left, leaving only Archivist Zhu still enjoying his meal and drinks.

The Yamen Runners knew Archivist Zhu well, who was down-to-earth, so they chatted loudly, thoroughly enjoying themselves.

...

Upon returning to the inn, Fan Ping found that Zheng Shanci had arranged for the chili sauce workshop, textile workshop, and tavern to deliver their goods. The medicinal herbs were scheduled for delivery the following day, as they required a day's rest before heading back. Merchants are always on the move; once they secure the goods, they head back without delay, as each additional day means extra expenses.

This time, after acquiring the goods, Fan Ping winced at the hefty expenditure, but the thought of selling these goods buoyed his spirits. As merchants, their profit lies in the price difference.

Zheng Shanci returned home and presented Yu Lanyi with the one hundred taels of silver from the tavern.

Yu Lanyi accepted the silver, bewildered, "Why are you giving me all this money?"

Zheng Shanci told Yu Lanyi about Fan Ping's matter.

Yu Lanyi's eyes lit up; he found the merchant's life intriguing.

"I plan to expand the tavern into a brewery and hire two hundred more people."

The thought of reviewing account books for two hundred more people overwhelmed Yu Lanyi.

"Do as you please," Yu Lanyi averted his gaze, "You never think about how I feel."

Zheng Shanci reached out to touch Yu Lanyi's puffed-up face, his eyes twinkling, "How do I not consider your feelings? I even brought you business."

Yu Lanyi had his own reasoning. He hid his face, refusing to meet Zheng Shanci's gaze, and let his shoulders droop.

Seeing this, Zheng Shanci felt a twinge of anxiety. It was such a trivial matter, really. He hesitantly rested his hand on Yu Lanyi's shoulder.

Yu Lanyi swayed, brushing off his hand, still hiding his face, his shoulders quivering slightly.

"What's there to cry about? If you can't manage the account books, I'll help you. Don't be so touchy," Zheng Shanci softened his tone, gently coaxing.

Yu Lanyi remained silent for a moment, then spoke with a sob, "If I were in the capital, I wouldn't have to deal with account books."

Zheng Shanci patiently explained, "You'd have to in the capital as well. Aren't you the head of the household now? All domestic affairs are your responsibility. If you're not vigilant and the family's wealth falls into the wrong hands, we'll be left destitute."

Yu Lanyi choked out, "I don't care."

"Other husbands hand over their salaries. You don't give me yours. You're not being honest with me!" Yu Lanyi accused Zheng Shanci.

Zheng Shanci was silent for a moment. His monthly salary was only seven taels of silver, and the earnings from the family's eatery were split equally. Why was he still fixated on these seven taels?

"Here, it's all yours, okay?"

Little ancestor.

Yu Lanyi quietly parted his fingers, seeing Zheng Shanci holding his forehead.

"The account books..."

"You can't avoid learning entirely. I'll go through them with you," Zheng Shanci leaned closer, seeing Yu Lanyi's fingers parted, and kissed his hands.

Yu Lanyi's heart warmed. Through the gaps in his fingers, he saw Zheng Shanci's face, his heart racing. Zheng Shanci, having just returned, was still in his official robe, faintly smelling of wine. Yu Lanyi used to dislike the smell of wine, but the scent on Zheng Shanci was not strong.

He gave a slight shrug.

Zheng Shanci's voice came from outside: "What else is there? Tell me, and I'll do whatever I can."

Yu Lanyi released his grip and gestured to his cheek.

Zheng Shanci saw that Yu Lanyi's eyes weren't the least bit red, seeing right through his act. Zheng Shanci couldn't bring himself to be angry.

He wrapped Yu Lanyi in a hug and planted a kiss on his cheek.

Yu Lanyi, delicate and charming, blushed faintly on his snow-white face, his neck tinged with soft pink.

Zheng Shanci guided him to sit, ready to go over the account book in detail.

"Zheng Shanci, it's so good to have you," Yu Lanyi said, slouching and eager to snuggle up to Zheng Shanci.

Zheng Shanci adjusted his posture and started explaining with patience.

Yu Lanyi let out a sigh and tuned in to Zheng Shanci's explanation.

Surprisingly, Yu Lanyi actually took in what Zheng Shanci said, feeling that the account book wasn't as dreadful as he thought. He did some calculations himself and found them correct. Right away, he turned to Zheng Shanci, looking for a pat on the back.