Chapter Twenty-Seven: Clever Woman

Chapter 27 The Resourceful Woman

Lin Qiuran felt that Young Master Xu’s terms were quite generous. However, his immediate desire to purchase the formula suggested he intended to claim it entirely. When that failed, he pivoted to a partnership.

At this stage, it was uncertain how much profit the recipe would generate. His current attitude was agreeable, but if significant money were made in the future, would the wealthy Xu family truly allow Young Master Xu to give her a forty or fifty percent share?

Lin Qiuran was illiterate and couldn't decipher ledgers. If Young Master Xu manipulated the accounts, she would be none the wiser. He knew her limitations; later, when she was in Yu’an, he might occasionally offer a few kind words, making her believe this arrangement was perfectly satisfactory. If the profits he allocated were slightly more than what she would have received from an outright sale, she would be eternally grateful, securing Young Master Xu’s gains for a lifetime.

But what if he didn't uphold his end? She had now invoked Lord Zhao’s name, which might make Young Master Xu wary. However, Zhao Jinshan wouldn't remain in Xuzhou indefinitely. Once he departed, she had no idea what the new Prefect would be like. What if he was indifferent to the common people and colluded with the wealthy? What then?

As for the county officials, she knew County Magistrate Li. He initially agreed to four *qian* a day but later tried to renege. Scribe Wang was a decent man, but only in minor matters. These individuals might not be taken seriously by Xu Yuanhang, and there was a chance they had private dealings.

If she surrendered the entire recipe, and the business stabilized after a few years, Young Master Xu might plot against her. For instance, if someone fell ill after eating food prepared by the Xiao family, her entire family could face imprisonment.

It wasn't that Lin Qiuran was overly suspicious; she had no choice but to anticipate the worst. As the saying goes, "An innocent man is guilty only for possessing a treasure." If she didn't hand over the recipe, Lin Qiuran also feared future repercussions. She had a child and a family to protect and simply wished for a peaceful life and to earn some silver.

The recipe had to be shared, but she needed safeguards. For the next few years, she had to retain control. With the family now earning money, they might not surpass the Xu family, but they wouldn't be as vulnerable as they were currently.

Lin Qiuran said, "Mother, I can give them the recipe, but not entirely. When I write it down, I’ll omit a few spices. The rest, I’ll hand over to them."

Xu’s people would prepare the spices from the partial recipe, while Lin Qiuran would make the omitted ones herself. She would provide the ratios for both, prepare her portion of the spices, and they would incorporate them.

Doing everything herself would be too slow. However, if the Xu family provided the funds and she only prepared a few spices, it wouldn't consume much time. Grinding and mixing the ratios wouldn't be too difficult, even for Sun Shi or Xiao Dashi.

This way, Lin Qiuran would have a clear understanding of where the products were sold and the quantities. She would know the exact amount supplied and could verify it against sales, preventing deception.

Furthermore, Young Master Xu was leaving tomorrow. Discussing these matters with Steward Xu would undoubtedly be easier than negotiating with Young Master Xu himself.

Sun Shi didn’t fully grasp these intricacies, but in her heart, everything Lin Qiuran said made sense. "I'll follow your lead, dear."

Xiao Dashi also affirmed, "Whatever Qiu Ran says, we’ll do!"

Lin Qiuran smiled and nodded. "Mother, no matter how you look at it, this is a good thing. I was just worried about not being able to sell it myself."

She thought to herself that compared to the Xu family, the Xiao family was insignificant. She could only hope that Young Master Xu had high standards and wouldn’t bother with such a minor venture.

*

Xu Yuanhang indeed hadn’t invested much thought into this business venture.

The Xu family had been in business for so many years; what recipe hadn’t they encountered? A spice recipe was something only Lin Qiuran clung to so desperately, treating it like a treasure.

Whether it could be sold, or even if sold, whether the business would thrive or fail, remained unknown.

Xu Yuanhang looked at Steward Xu. "I’ll entrust this matter to you. As long as it succeeds, granting her some concessions is acceptable."

Steward Xu: "Yes, yes, I understand."

Xu Yuanhang pressed his lips together. "By the way, keep an eye on my elder brother. If he tries to pressure you using the master-servant relationship, just say it’s my instruction—that Madam Lin is my business partner."

He wondered if Xu Yuancheng was still fixated on her. That good-for-nothing.

As for Lin Qiuran, Xu Yuanhang rather admired her. Since she was entering a business partnership with him, Xu Yuancheng couldn’t harbor any designs on her, whatever they might be.

Someone like Xu Yuancheng, whose mind was filled with trivialities, would lose all composure at the sight of a woman. No matter where he went, claiming to discuss business, he was always indulging in debauchery. His mind was only on personal gain, and his thoughts were consumed by matters of the flesh. And he had the audacity to ask their father why all business matters were entrusted to him.

Steward Xu grunted in acknowledgment. "Second Young Master, rest assured. I know what to do."

It simply meant keeping an eye on him, but the eldest young master would be leaving soon anyway.

Xu Yuanhang said no more, leaning against the carriage wall and closing his eyes to rest.

*

The next day, Steward Xu invited Lin Qiuran to a teahouse to discuss the matter.

Steward Xu: "Madam Lin, my Second Young Master conveyed everything yesterday. I wonder what you’ve decided?"

Lin Qiuran said, "I'm willing to enter a partnership, but I have a few conditions."

Steward Xu smiled. "Please proceed, Madam Lin."

Lin Qiuran: "I will only provide half of the recipe. The remaining portion, I will have someone else prepare. The Xu family mentioned providing manpower and resources, but for now, manpower isn’t needed. When the time comes, simply provide the funds for purchasing the spices."

"This…" Steward Xu hesitated.

Lin Qiuran said, "The original proposal was to go into business together. Doing it this way shouldn’t affect anything."

Steward Xu rubbed his temples. "Madam Lin, some spices can be sourced more cheaply from elsewhere. Having you buy them and then transport them would be a waste of manpower and resources. Moreover, I wouldn’t know if Madam Lin actually purchased them…"

Lin Qiuran: "I understand Steward Xu’s concerns, but the Xu family has never engaged in this type of business before. The initial steps are always the most challenging. Young Master Xu should be focusing on how to sell the product. Besides, it’s only a few items. If you want to pursue this business, there must be some contribution. As for Steward Xu’s second concern, I have one too. If the product sells and generates profit, and I’ve handed the entire recipe to Young Master Xu, then I wouldn’t know if he actually sold those items."

Account books, silver—what could they truly reveal?

Steward Xu looked troubled. He said, "But what if Madam Lin can’t handle the workload? If it delays business, Madam Lin will also incur losses."

As he spoke, Steward Xu glanced at the wall on the side of the room.

Lin Qiuran said, "You needn't worry about that, Steward Xu. If it truly becomes too much, I will naturally ask the Xu family for assistance. I would never allow it to impede the business. Who would be so foolish as to sabotage their own earnings?"

Steward Xu wiped the sweat from his forehead. Just then, there was a knock at the door. Lin Qiuran couldn’t help but look over.

Steward Xu smiled. "The tea and snacks are here. Come in."

The waiter pushed the door open, carrying a pot of Longjing tea picked before the rain. He poured tea for both of them. Steward Xu said, "Bring the snacks quickly."

After the waiter left, Steward Xu said, "This can be agreed upon. Are there any other conditions?"

Lin Qiuran didn’t hold back. "I want to see the account books."

Steward Xu: "Naturally. Madam Lin is a partner, so of course you can see the account books. Each month, the profits and the account books will be delivered to your home. You can rest assured."

Lin Qiuran had never been in business before, so she couldn’t think of anything else for now. She shook her head. "There’s nothing else."

Steward Xu said, "If Madam Lin has no other conditions, I have a few."

Business required mutual agreement. The Xu family wasn’t running a charity. He said, "Since you’ve decided to partner with the Xu family, some things must be stated upfront. The recipe cannot be sold to anyone else."

Lin Qiuran said, "We'll set a term of five years. Within five years, it cannot be sold to others. After that, the agreement becomes void."

If the business hadn’t taken off within five years, she couldn’t remain indefinitely tied to the Xu family.

Steward Xu said, "That’s not a problem."

If the recipe proved useless, whether they proceeded with it or not would make no difference.

Steward Xu: "Madam Lin also cannot sell it privately. Personal use is fine."

In the future, Yu’an would surely sell the product. If Lin Qiuran sold it at a different price, it would affect the business.

He then smiled and added, "Within five years."

Lin Qiuran nodded. "After five years, we can renegotiate the profit share."

Steward Xu immediately said, "But we must prioritize the Xu family. Is that acceptable, Ms. Lin?"

Lin Qiuran nodded gently. "Of course, long-term collaboration builds goodwill. That's fine."

Steward Xu glanced toward the door and said, "No time like the present. Let's sign the contract today to save us another trip later."

Lin Qiuran thought this was best and followed Steward Xu to the local magistrate’s office.

The contract was similar to modern ones, made in triplicate: one copy for her, one for Steward Xu, and one kept by the government to avoid future disputes. Essentially, a government-registered contract carried more weight.

It listed numerous clauses: Lin Qiuran as Party B, Xu Yuanhang as Party A, both parties partnering in business. Party B would provide the secret recipe, while Party A contributed labor and resources. It also detailed profit-sharing ratios, Party B's prohibition from selling the recipe to others, a five-year term, penalties for breach of contract—500 taels for Party A, and the same for Party B, among other terms.

Additionally, Lin Qiuran had added clauses such as the right to review the account books.

Many of the characters were unfamiliar to Lin Qiuran, so she asked Scribe Wang to review it three times. Only after confirming everything was correct did she put her thumbprint.

Steward Xu also stamped Xu Yuanhang's seal and advanced her twenty taels of silver. He said, "Ms. Lin, you'll need to make the blend quickly. Once done, we'll handle the sales, so you needn't worry."

Lin Qiuran smiled and agreed. Now that they were business partners, it was best to keep things amicable.

After Lin Qiuran left, several carriages headed for the capital departed from the north gate.

*

It was still early, so Lin Qiuran went to the southern street to help Sun Shi sell fish for a while.

The braised fish business had been doing well. They now selected carp weighing three to four pounds each—not too large, just right for customers, and they could pair it with other dishes.

While Lin Qiuran was packing the fish, someone asked, "Ms. Lin, will you be selling braised pork tomorrow?"

The stall's braised pork was exceptional. Some who had tried it at county restaurants felt this place was even better, and they came almost daily to buy. Not only was the flavor superior, but the price was also affordable.

A pound of meat cost twenty *wen*, and customers could buy other dishes to go with it, perfect for pairing with alcohol.

Lin Qiuran replied, "If it doesn’t rain tomorrow, we’ll sell braised pork. If it rains, we’ll sell stuffed chili peppers the day after."

The Xiao family stall rotated their dishes: braised pork, stuffed chili peppers, and braised fish. If it rained and they couldn’t set up the stall, the dish planned for that day would be skipped, and they’d prepare something else the next day.

One customer said, "Ms. Lin, this isn’t working. If it rains for several days in a row, and braised fish is scheduled again after that, then braised pork might not be sold at all! If we keep missing it, we’ll never get to eat it!"

It wasn’t just braised pork; other dishes faced the same issue. Sometimes a particular dish wouldn’t be available for days, and by the time the stall reopened, they’d be selling something else.

Customers had their preferences—some liked one dish, others another. If a dish was consistently unavailable, even if due to bad weather, it would eventually become a problem.

"Why not just rotate through these three dishes? If the weather is bad and you can’t set up the stall, that’s fine. But when you reopen, continue with the same dish. Otherwise, we might go for days without getting to eat what we want."

Everyone knew Lin Qiuran was the one who prepared these dishes. Usually, when Sun Shi and Xiao Dashi worked at the stall, they’d simply say their daughter-in-law was in charge of the cooking. Over time, customers stopped asking and just bought what was available.

But today, since Lin Qiuran was there, the customer spoke up directly. He loved braised pork and had been looking forward to it.

Others chimed in agreement. Lin Qiuran smiled and said, "Since everyone supports our business, the rotation of dishes is a minor issue. I hadn’t considered it carefully before. From now on, we’ll stick to the rotation. If a dish is missed, wait two days, and it’ll be available next time."

The customer comes first, so it made sense to cater to their preferences. This way, it would also simplify planning what to sell the next day.

The fish sold quickly, and after packing up, the three of them returned home.

Back home, Lin Qiuran told Sun Shi and Xiao Dashi about signing the contract. Her Thirteen Spices blend originally contained sixteen ingredients, but she kept six of them secret.

This was to avoid drawing attention. Called Thirteen Spices but actually having sixteen ingredients, if the Xu family tried to reverse-engineer the recipe, they’d likely only search for the other three.

The ingredients Lin Qiuran withheld included some that seemed simple but were crucial, as well as a few less common ones. She had spent the previous night deliberating which ones to keep.

She also planned to buy some books in the afternoon to learn calligraphy, so she wouldn’t have to rely on others in the future. Today, like when buying the house, she had only put her thumbprint.

Lin Qiuran had done all she could. If this still didn’t work out, there was nothing more she could do. Whether she gave away the recipe or not would make little difference.

Sun Shi and Xiao Dashi didn’t fully understand but nodded in agreement. They trusted Lin Qiuran and tried to reassure her, "It’s fine whether we make money or not. The family is doing business now, and we’re already earning quite a bit."

Today, from selling fish, they had made over five hundred *wen*. Sun Shi never imagined they could earn so much in a single day.

Lin Qiuran said, "Yes, Mother is right."

Sun Shi added, "You must be hungry. I’ll start cooking."

That morning, while preparing the fish, Lin Qiuran had set aside a portion of braised fish. Since they hadn’t had lunch after going out in the morning, Sun Shi stir-fried two dishes and made one white flour pancake and two mixed-flour pancakes. She and Xiao Dashi would eat the mixed-flour ones.

Lin Qiuran noticed but didn’t comment. After the meal, she took a nap and then went to buy spices.

Using the silver Steward Xu had given her, she purchased several ingredients before heading to a bookstore. She bought some ink and brushes, along with two books.

Since she still needed to prepare the spices, Lin Qiuran didn’t linger and went straight home. Upon entering the courtyard, she saw a familiar-looking woman sitting there.

Mrs. Huang was wiping her tears, while Sun Shi stood beside her, looking somewhat helpless.

Lin Qiuran glanced at Sun Shi, asking what was going on. Sun Shi’s eyes lit up, but she coughed twice before speaking in a sympathetic tone, "Qiu Ran, Mrs. Huang’s father-in-law has passed away. She’d like you to prepare the banquet."

Mrs. Huang lived in the alley behind them. Her father-in-law had passed away a few days earlier, and the funeral was scheduled for the day after tomorrow. A funeral required hosting a meal, so she had come to ask Lin Qiuran for help.

For the Xiao family, this was good news—it meant work. But since it was a funeral, it wasn’t appropriate to show too much joy.

Mrs. Huang wiped her tears and said, "I’ve heard about Qiu Ran’s highly regarded cooking skills, and since we’re neighbors, I thought I’d ask for her help."

She then asked, "Qiu Ran, would you be available? The funeral is the day after tomorrow."

Lin Qiuran replied, "Auntie, I’m deeply saddened by your loss. However, I must clarify my terms in advance. For preparing banquets, I charge half a tael of silver per day."

Mrs. Huang stopped crying in surprise. "Why so expensive? Other chefs charge only three or four *qian*! Qiu Ran, Sister Sun, we’re neighbors after all…"

Lin Qiuran smiled and interrupted, "Auntie, this is my standard rate. The price also depends on the number of tables and dishes. If extensive preparation is needed a day in advance, the fee will be charged accordingly. What I’m offering you is a fair price."

"Moreover, I’ve cooked for wealthy families several times, and no one has ever been dissatisfied. Other chefs charge less for a reason, and I charge more for mine."

Lin Qiuran had decided to raise her prices a few days earlier. Currently, banquet chefs charged between three to five *qian* per day. Having cooked for the Xu family and at the post station, charging only four *qian* was no longer appropriate.

Lin Qiuran said, "In business, it’s what both parties agree on. If you find my price too high, you’re welcome to hire someone else."

What she didn’t say was that her current daily cooking, with Sun Shi and Xiao Dashi’s help, involved preparing nearly a hundred pounds of meat and dishes. Though the quantity was large, it was only two dishes, which was still easier than preparing a full banquet. The income from this work was already substantial.

If she took on banquet jobs for less pay, even if she enjoyed cooking, it wouldn’t be worth it.

Only with enough money could she afford to consider her preferences and other matters.

She might even raise her banquet prices further in the future. This highlighted the advantage of booking in advance. For instance, Zhao Shi had booked a first-month celebration banquet for next month early this month, paying a two-*qian* deposit. Now that prices had risen to five *qian*, she’d saved a *qian*.

Moreover, having cooked at the post station and for the Xu family, charging too low a rate in the neighborhood would hinder her chances of working at more prestigious venues in the future.

Seeing Mrs. Huang’s hesitation, Lin Qiuran said, "You can think it over, Mrs. Huang."

Mrs. Huang replied, "Qiu Ran, I’d still prefer you to do it. Your skills are highly regarded."

People in the neighborhood knew about the Xiao family’s food stall, and some had bought from them. Mrs. Huang had also heard praises of Lin Qiuran’s cooking.

Lin Qiuran said with a smile, "Alright, how many tables total, how many dishes per table, any dietary restrictions, or any taboos against dishes with 'red' in the name? Please tell me these details, Auntie, so I can prepare in advance."

Huang Niangzi pondered and said, "About five or six tables, each for ten people, so we'll need ten dishes per table. No dietary restrictions, but yes, load up on the meat dishes."

Lin Qiuran asked further, "How about four meat dishes and six vegetable dishes?"

That's usually how banquets go, given people's budgets around here, unlike at the Xu family's, where ingredients were used freely.

But Huang Niangzi said, "Qiu Ran, let's do five meat dishes and five vegetable dishes. Don't make the meat dishes too few, or it wouldn't look proper."

Lin Qiuran always prioritized the customer's requests. She said, "Since red-colored dishes aren't an issue, we can have braised pork, braised fish, lotus leaf chicken, stuffed chili peppers, and a cold dish of marinated pig ears. For vegetables, we can do hand-shredded cabbage, braised eggplant, stir-fried cowpeas, smashed cucumber salad, and maybe a minced pork tofu, which is a semi-meat dish. Does that work?"

"For five or six tables, one day should be enough. Please pay half the deposit first, two taels and five *qian*."

Huang Niangzi nodded, then asked in surprise, "Why a deposit?"

Lin Qiuran patiently explained, "Auntie, when you order things elsewhere, you also pay a deposit. I'll be missing out on a day's business for this. What if someone else wants to book the same day? If you don't pay a deposit, should I tell them it's already taken or not? What if someone offers a better price?"

Lin Qiuran added, "If you hire someone else that day, the deposit won't be refunded. If I'm the one who can't make it, not only will I refund the deposit, but I'll also compensate you. It protects both of us."

Huang Niangzi reluctantly said, "Alright then."

She paid the deposit, and Lin Qiuran accepted it.

Lin Qiuran said, "For the ingredients, we'll need about twenty *jin* of pork hind leg, and five or six *jin* of each vegetable. You can provide the seasonings as you see fit."

Huang Niangzi frowned, wondering why she had to handle the seasonings, but she nodded anyway. "Alright, don't forget, it's the day after tomorrow."

Having accepted the deposit, Lin Qiuran naturally wouldn't back out. The deposit wasn't just about getting money from the customer; it also gave them security.

After seeing Huang Niangzi off, Lin Qiuran put the silver away in the house. She said to Sun Shi, "Mom, if we can set up the stall tomorrow, please let the customers know that we won't be open the day after tomorrow because we have a catering job."

Sun Shi nodded. "Yes, your father and I will go with you the day after tomorrow."

Prepping vegetables for five or six tables was no small task, and Lin Qiuran couldn't do it alone.

Lin Qiuran felt her belly had grown a bit larger these past few days. Once it got bigger, she couldn't stand or bend over for long. For now, she would take on work while she could.

The next day, Xiao Dashi was up early as always to buy meat and vegetables. He had negotiated with the meat vendor—since the Xiao family frequented the stall, they got a discount of one *wen* per *jin*. Vegetables were also cheaper, which lowered their costs and increased their profits.

The two of them chopped the meat and vegetables and prepared breakfast before waking Lin Qiuran.

Lin Qiuran washed up, had breakfast, and started cooking. Once the dishes were ready, Sun Shi and Xiao Dashi loaded up the cart and pushed it to the street to sell.

Meanwhile, Lin Qiuran stayed home to grind spices using a stone mortar. After a while, she found it too slow.

She went out to buy a small millstone and stopped by the blacksmith's to pick up the custom-made knife she had ordered.

The small millstone was a big time-saver. When Xiao Dashi and the others returned, they could also help with the grinding.

Anyone with free time would pitch in. After grinding, Lin Qiuran weighed the spices according to the ratios and stored them in clean, dried wooden barrels. There was no need to use jars because the Xu family would handle that.

She didn’t need to worry about the size or style of the jars, nor did she know the pricing.

But it probably wouldn’t be sold too cheaply; otherwise, they wouldn’t have restricted her from selling it privately.

At times like this, Lin Qiuran felt that letting Xu Yuanhang handle sales was indeed a good idea. She just didn’t know when they would start making money. Currently, the family had seventeen taels and six *qian* of silver saved, plus over two hundred copper coins.

Once they made more money, Lin Qiuran wanted to invest in assets—maybe buy a shop or some farmland and hire people to work it. The Xiao family didn’t have to pay taxes, so it would be a waste not to take advantage of that.

In the evening, after spending time together, they went to sleep. Early the next morning, before dawn, Sun Shi woke her up. "Qiu Ran, we need to leave soon."

These days, the mornings were shorter, so Sun Shi woke her up 45 minutes later than before.

Huang Niangzi lived in the back alley, only a short walk away. One benefit of moving to the county town was that going to other people’s homes was much closer than coming from the village.

Lin Qiuran had gone to bed early the night before, so she woke up without trouble. The three of them got ready, and Sun Shi brought along a cloth bag with knives and seasonings. However, when they entered Huang Niangzi’s kitchen, they found it totally empty.

Perhaps they had arrived too early, but with this weather, nothing would go bad. How could there be nothing at all?

Lin Qiuran went to ask Huang Niangzi, "Auntie Huang, when will the meat and vegetables be delivered?"