Chapter 73
Yu Ying and her group entered the jurisdiction of Cangwu County before dusk on the third day.
The middle-aged man driving the ox cart visited Cangwu County two or three times a year, so he roughly guided them about the cheaper inns in the county along the way.
Upon arriving at the county seat, they found a reasonably priced inn as recommended by the coachman.
It was old, but cheap, costing only thirty-five wen per room.
After confirming with the innkeeper that the kitchen could be borrowed, Yu Ying booked two rooms.
She shared one with her sister-in-law, while the other three stayed in another.
After finishing their meal, everyone retired to their respective rooms to rest.
Yu Ying washed up, changed out of her worn clothes into her usual attire, and lay in bed tallying up the expenses of the past few days.
Staying in Cangwu County for three to four days, with food and lodging, would cost about three to four hundred wen.
The carriage fare and the driver's daily meal allowance of two wen amounted to around one hundred wen, plus their expenses on the way, bringing the total to about six hundred wen.
Moreover, her eldest brother, sister-in-law, and Song Sanlang had all left their work to accompany her.
She had promised them that if they earned a profit, each would receive a tenth of it. If not, she would pay them fifty wen each for lost wages.
Having seen many relationships turn sour over financial matters, Yu Ying was determined to keep business and personal affairs separate and be crystal clear when it came to financial dealings.
By her calculations, the total costs would be around eight hundred wen.
She resolved that even if they incurred a loss, she must find a way to recoup these expenses.
Burdened with this stress, she naturally had trouble sleeping and got up early the next day.
After breakfast, she asked the innkeeper for directions to the Ren Shan Medical Hall and set out with her brother and sister-in-law, carrying twenty jars of face cream.
Cangwu County, located in the Lingnan region, was poorer compared to the Central Plains, but as the administrative center of a county, it was bustling.
In comparison, Jade County seemed insignificant.
The most apparent difference was in the clothing. In Jade County, most people's clothes were patched, whereas in the county seat, residents dressed in clean and tidy attire, rarely seen with patches.
The streets were lively with vendors calling out their wares, audible from one end of the street to the other, and almost every stall had customers stopping by.
Walking through, the bustling scene was dazzling.
Yu Ying thought if they lived in this county seat, they could set up a small stall and run a small business.
Regrettably, they resided in Jade County.
It took them about half an hour to find the Ren Shan Medical Hall.
This medical hall was far more imposing than any in Yu County.
Even with an introduction from Manager Luo, Yu Ying wasn’t sure if she could successfully conduct her business.
Successful or not, she had to give it a try.
Yu Ying took a deep breath and stepped into the Ren Shan Medical Hall.
In the autumn and winter seasons, many people suffer from colds, so the hall was filled with constant coughing.
The medical hall was bustling, with long queues in front of several attending physicians.
Yu Ying approached the counter to inquire about the price of face cream.
She was shocked to find out that even the cheapest was fifty wen for a small jar.
This was much more expensive than in Yu County.
She didn’t buy any face cream, and after wandering half the hall, she stopped a young medicine boy and asked, "I'm looking for Doctor Wu. Is he available?"
The boy pointed towards one of the physicians and said, "That's him. If you need a consultation, you'll have to get in line."
Yu Ying smiled and replied, "I'm not here for a consultation. I was referred to Doctor Wu by the medicine merchant Luo Mingqi."
The boy frowned slightly, thought for a moment, and then said, "Wait here a moment, I'll go and speak to Doctor Wu."
After finishing, the boy approached Doctor Wu, waited until he had prescribed medicine for a patient, then spoke a few words to him, pointing towards Yu Ying.
Doctor Wu looked up in surprise, following the direction pointed out by the medicine boy.
He pondered for a moment, then spoke a few words to the medicine boy.
Soon, the medicine boy returned and relayed, "Doctor Wu asks you to wait a moment in the side room; he will come after seeing a few patients."
Yu Ying thanked him and then followed the medicine boy to the side room.
When the apothecary's assistant went to prepare the tea, Wen Xing's face showed restraint. She whispered, "Sister-in-law, can this really work?"
Yu Ying replied, "Whether it works or not, we have to try."
After the apothecary's assistant served the tea, they sat in silence for a short while before Doctor Wu arrived, prompting everyone to rise from their seats.
Doctor Wu, appearing to be in his forties or fifties, embodied the image of a traditional elder physician.
Upon entering, he looked towards the man in the side room and asked, "May I know the relation of this gentleman to Luo Mingqi?"
Fu Zhen, looking at his sister-in-law, responded, "He is acquainted with Manager Luo; he's my brother-in-law."
Doctor Wu paused for a moment, then followed his gaze.
Yu Ying nodded slightly towards Doctor Wu and said, "My surname is Yu. I come from Yu County."
As Doctor Wu looked at the young woman, he raised his eyebrows slightly but still asked, "How did Mrs. Yu come to know Luo Mingqi?"
Yu Ying smiled lightly, "Manager Luo previously bought medicinal herbs in Yu County. I've done business with him twice regarding herbs, that's how we met."
"Then what brings you to seek me out?"
Yu Ying took out a jar of face cream and said, "Manager Luo knew of my face cream making. Thinking the market in Yu County was limited, he suggested I come to the Ren Shan Medical Hall in the county seat to try my luck with Doctor Wu."
Concluding, she handed it over, "Please have a look, Doctor Wu."
Doctor Wu hesitated momentarily but still accepted the jar of face cream, opening it to take a look.
Merely looking at it wouldn't reveal its effectiveness, but since it was recommended by Manager Luo, it likely had some genuine merit.
Yu Ying explained, "This face cream is formulated with sixteen different medicinal herbs. Instead of using pig fat, I've used another type of animal fat, which is highly effective for treating chapped skin. For mild facial dryness, it can moisturize overnight. With regular use, it maintains skin hydration. Even for usual skin chapping, results are noticeable overnight, and for more severe cases, some improvement can be seen after one night."
Doctor Wu glanced at her, then lowered his head to examine the cream, bringing it to his nose to smell.
The scent of the medicinal herbs completely masked that of the animal fat, leaving only a faint fragrance. It was impossible to discern which type of animal fat was used.
After pondering for a moment, he asked, "May I use this?"
Yu Ying responded, "Please feel free, Doctor Wu."
With her consent, Doctor Wu scooped a bit and spread it evenly on his wrist.
The texture was smooth, soft, and not greasy.
In terms of appearance, scent, and texture, this was certainly not some crude face cream. The real question was its actual effectiveness.
Doctor Wu closed the jar and returned it, his expression apologetic, "I'm just a consulting physician and can't make decisions on this. Besides, the medical hall already sells various face creams, and I can't ascertain the effectiveness of Mrs. Yu's cream. I might not be able to help much."
Yu Ying smiled, took back the jar, and said, "Words alone are not proof. Why not have someone try it, Doctor Wu? If it shows no significant effect, consider it as if I never came."
With that, she placed the jar on the side table.
Doctor Wu thought for a moment, not outright rejecting the offer, but leaving room for possibility: "Alright, I'll find someone to try it. If the results are satisfactory, we can discuss further."
Yu Ying nodded, then mentioned the inn where she was staying and that she would remain in Cangwu County for another three days.
"If Doctor Wu is interested in collaborating, he can send someone to find me at the inn."
Doctor Wu smiled and agreed with a "Alright."
After the group left, Doctor Wu thoughtfully gazed at the jar of face cream on the table.
He thought to himself that if the cream was effective and reasonably priced, out of respect for Brother Luo, he might order twenty or thirty jars.
After pondering, he called the apothecary's assistant and handed him the cream, saying, "You mentioned that the dry weather recently has been causing your hands and feet to crack. Try this cream and let me know if it works."
Although puzzled, the apothecary's assistant accepted the free cream – why not take something that didn't cost anything?
Yu Ying left the medical hall, quietly sighing to herself.
Wen Xing asked softly, "Does this mean it was successful or not?"
Fu Zhen replied, "He did accept the sample for testing, so there's hope."
Yu Ying also nodded, "My brother is right. As long as he's willing to meet us and accept the product, there's hope."
However, Yu Ying didn't place all her hopes on this medical hall.
Her gaze fell on the small stalls lining the street, considering setting up a stall herself during the wait.
With a plan in mind, she began to explore the bustling markets of the county seat.
There were several stalls selling face cream and rouge. After asking around, she found that the cheapest face cream cost twenty coins.
The texture of these creams was similar to the pork fat ointments sold in Yu County for five or ten coins.
The more expensive ones, costing around sixty or seventy coins, claimed to be excellent for treating skin cracks and also boasted beautifying and nourishing effects.
Yu Ying asked, but none of the vendors offered samples for trial.
After a round of browsing, Yu Ying had a clear idea about pricing her face cream.
Back at their accommodation, she discussed setting up a stall with the others.
Her sister-in-law expressed surprise: "But we're only in the county seat for three or four days. Is setting up a stall really useful?"
Fu Zhen said, "We spend money every day in the city. Setting up a stall is better than just waiting around. Selling even one jar is good."
Song Sanlang also nodded in agreement.
Yu Ying added, "We don't know if the medical hall will work out, so let's set up for a few days and see. As my brother said, selling even one jar is good. I noticed today that the creams here are much more expensive than in Yu County. Ours is just as effective, so we'll price it at fifty coins."
The sheep fat cream, not counting labor costs, had a material and pottery jar cost of fourteen coins, netting a profit of thirty-six coins per jar.
If they could sell twenty-five jars, they would break even with all the expenses of this trip to the county seat.
Today, Yu Ying also learned that setting up a stall in the county seat required a fee for occupying space. Since there was a fee, even good locations were taken, but there were still some average spots available.
Yu Ying borrowed a long bench from the innkeeper and bought a few yards of coarse cloth from a fabric store.
After paying five coins to the patrolling officers, she was allowed to set up her stall directly.
Covering the bench with the cloth and placing the face creams on top, her small stall was ready.
Among them, her sister-in-law had the clearest skin, making her the ideal person to man the stall.
The elder sister-in-law was apprehensive about dealing with customers, so attracting clients became Yu Ying's task, while her sister-in-law simply managed the storefront.
After setting up the stall for an hour, two or three people inquired, but upon hearing the price of the facial cream, they left without even trying it.
Wen Xing, worried, asked her sister-in-law, "Is the price set too high?"
Yu Ying shook her head, "Even the most expensive stalls are selling for sixty or seventy wen. Besides, I didn't expect to sell much today."
Hearing other vendors shouting, she pondered for a moment and then set aside her pride, joining in, "Selling face cream! Try it first, and it's free if it doesn't work!"
Her voice carried, and the words "it's free" worked wonders, quickly attracting several people.
Yu Ying didn't mention the price of the face cream but offered a jar, announcing, "Free application for our first day of opening. If you find it useful, you can come back to buy!"
Someone spoke up, "Let me try it."
Yu Ying, curious, looked up to find, to her surprise, her eldest brother.
Fu Zhen looked serious, not betraying any sign that he was part of a ruse.
Yu Ying suppressed a smile, scooping some face cream with a bamboo stick into her brother's palm.
Fu Zhen then applied it directly to his face.
With someone leading, others followed suit, saying, "Let me try it too."
As more people gathered around the stall, passersby, curious about the commotion, came to have a look.
The more people there were, the more onlookers joined.
However, most were there for the free trial of the face cream or just to watch the spectacle. By the end of the day, Yu Ying had sold only one jar of face cream but gave away half a jar in trials.
Though it was just one jar, it was still a good start.
Hopefully, those who tried the face cream today will come back to purchase more tomorrow.
Originally, there were twenty jars of cream. One was given to Doctor Wu, one was used for sampling, and one was sold, leaving seventeen jars remaining.
After earning fifty coins, subtracting the cost of the three jars used, there was still a profit of eight coins – not a loss.
Everyone was content with the current situation, further motivating Yu Ying to succeed in the face cream business.
The next morning, they set up the stall early.
Arriving early secured them a good spot.
This location was not far from yesterday's, allowing those who tried the cream yesterday to easily spot their stall.
Yesterday, they had set up in the afternoon when the crowd was smaller, but today's early start meant the streets were bustling with people.
Yu Ying continued to energetically promote the cream, attracting more people today with the “free trial” offer than yesterday.
This time, instead of her brother acting as a plant, it was Song Sanlang who stepped in: "My face is naturally dry and cracked. After using it yesterday, the effect was great. I'll take a jar."
Yu Ying: ...
Had Song Sanlang and her brother planned this?
Both were usually not very talkative, yet they turned out to be surprisingly good at this.
To avoid giving themselves away, Yu Ying and her sister-in-law struggled to keep a straight face, then symbolically charged him fifty coins for a jar.
Since Yu Ying had previously made pork fat cream and given a jar to Song Sanlang, his face wasn’t as dry as the others, making his endorsement quite convincing.
Coincidentally, a person who had tried the cream yesterday came over, saying, "Really, after using it yesterday, my face doesn't feel tight anymore, and it doesn’t smell as bad as those twenty-coin creams."
The person added, "But fifty coins is quite expensive. Can it be a bit cheaper?"
Yu Ying smiled, "Since you visited yesterday, of course, it can be a little cheaper. Let's say forty-eight coins per jar, I can't go any lower than that."
Saving even a coin is something, so the person bought a jar.
That marked a good start to the day's sales.
The quick sale of two jars piqued others' interest.
After letting them try it, Yu Ying enthusiastically promoted it: "This cream not only treats chapping but also moisturizes and beautifies the skin. Moreover, it's made from over a dozen Chinese herbs. The ordinary creams you buy might not be herbal, right?"
"Besides, those common creams are twenty coins per jar. Mine, made with over a dozen herbs, is not expensive at fifty coins. You can use a jar for at least two months. That's less than a coin per day, and it's safe for both the elderly and children at home."
Wen Xing, watching her sister-in-law's eloquent promotion, was momentarily stunned, but mostly filled with admiration.
Her sister-in-law was incredibly impressive!
By the morning's end, with Yu Ying's vigorous sales efforts, four jars were sold, excluding the one bought by Song Sanlang.
Each jar was sold for forty-eight coins, instilling hope in everyone.
At noon, Yu Ying decided not to take a break but to continue until closing.
Yu Ying and her sister-in-law made do with a steamed bun each for lunch.
Song Sanlang and Fu Zhen, keeping watch nearby, each had two buns.
The afternoon saw fewer people, resulting in only two jars sold.
After bathing in the evening, Yu Ying counted the day's earnings on the table.
In total, seven jars were sold over yesterday and today, netting around 240 coins after deducting costs.
While she pondered, her sister-in-law entered with a kettle of hot water, noticing Yu Ying counting coins. She suggested, "Why don't we set up the stall for another two or three days to cover our expenses for this trip to the county seat?"
Yu Ying considered and replied, "If every day brings such good business, a few more days are feasible. But with daily expenses around 100 coins in the county seat, it won't be worth it if business dips."
Accommodation costs seventy coins a day, and food, even at ten coins per person, adds up to forty coins.
Calculating this, Wen Xing remarked, "It seems our lodging is the most costly part."
The two sighed in unison, and just then, there was a knock on the door from Fu Zhen and Song Sanlang.
Unsure of their purpose, Yu Ying welcomed them in, leaving the door open for propriety.
Once seated, Fu Zhen said, "Song Jun is considering, if the next two days of business are decent, he might stay in the county seat to run a stall for a while and return at the year's end."
Yu Ying was momentarily taken aback, then heard Song Sanlang add, "Fu's sister-in-law mentioned that after winter starts, the number of merchants buying medicinal herbs decreases, and so does the frequency of herb gathering. I'm idle anyway, so it might be better to set up a small stall here in the county seat to help sell the face cream."
Hearing this, Yu Ying seriously began to consider the feasibility.
With the cold weather, the demand for face cream was increasing day by day.
In time, customers who found the cream effective would spread its good reputation, ensuring at least a few jars could be sold even on slower business days.
Thinking this over, Yu Ying said, "Let me think it through. If you're going to set up a stall here, you'll need a place to stay. We can't overlook this in our costs, and food expenses too."
The others were momentarily stunned by her words. Song Sanlang said, "I'll take care of these matters myself, don't worry about it, sister-in-law Fu."
Yu Ying shook her head, "You're helping with my business, it wouldn't be right for you to spend all your earnings on these expenses. In that case, it might not be worth setting up a stall here at all."
After pondering for a moment, Yu Ying said, "Let's see how the business goes over the next two days. If we can sell at least two jars a day, then it's worth considering."
After the discussion, they decided to wait and see, and then went back to rest.
On the third day in the county seat, they started a new day of stall setup early in the morning.
Concerned about potential feedback from the medical hall, Song Sanlang stayed at the inn to await news.
With the experience of the past two days, Yu Ying's salesmanship improved significantly. Even her usually timid sister-in-law started to sell after these few days.
The business was better this morning than yesterday; by midday, five jars had been sold, leaving only six on the bench.
Yu Ying asked her sister-in-law and brother to watch the stall while she went to buy more sheep fat and pottery jars to make another twenty jars of cream.
After purchasing the supplies, Yu Ying returned to the stall, saw only a few people there, and decided she wasn't needed, so she went back to make more cream.
Just as she returned to the inn, she encountered an apothecary's assistant from Ren Shan Hall in the lobby.
While talking to the innkeeper, the assistant recognized Yu Ying and hurriedly called out, "Mrs. Yu."
Yu Ying turned to look, and the assistant said, "I'm the apothecary's assistant from Ren Shan Medical Hall, we met a few days ago there."
With this, Yu Ying remembered.
The arrival of someone from the medical hall raised her expectations.
After finding a table and chairs in the lobby, the assistant said, "Doctor Wu sent me to inquire about the face cream situation."
Yu Ying replied, "Please ask."
"May I know how Mrs. Yu plans to sell this face cream?" the assistant inquired.
Yu Ying thought for a moment and said, "For orders under fifty jars, it's fifty coins per jar; for fifty or more jars, forty-eight coins each; and for over a hundred jars, forty-five coins per jar."
The apothecary's assistant was momentarily startled, recalling what Doctor Wu had said.
— "If it's thirty coins per jar, we can order fifty jars, and our medical hall will provide the jars."
"Mrs. Yu, this price seems a bit high, especially since our medical hall will be supplying the jars. Shouldn't the price be lowered a bit more?"
Yu Ying smiled and said, "Since the medical hall is providing the jars, each tier can be discounted by an additional two coins."
The assistant frowned slightly and clarified, "Doctor Wu mentioned that if the price could be thirty coins per jar, we would order fifty jars."
Yu Ying didn't rush to discuss the price with the assistant and simply asked, "If the medical hall sells the face cream, will it be sold under the hall's name?"
The assistant replied, "Of course."
Yu Ying smiled and looked down, adding, "If the cream is effective, it also reflects well on the medical hall's reputation. Besides, I've inquired, and the cheapest face cream at your hall is fifty coins per jar. If mine were sold there, it should be priced at seventy or eighty, maybe even a hundred coins per jar."
The assistant, in a difficult position, said, "That's true, but I'm just the messenger. If Mrs. Yu finds it unacceptable, you can discuss it with Doctor Wu."
Yu Ying nodded, "Once I finish my current tasks, I will visit the medical hall."
After the assistant left, Yu Ying exhaled deeply.
Thirty coins per jar would mean a profit of sixteen coins per jar, totaling eight hundred coins for fifty jars. While profitable, it was much less than she had hoped for.
If she agreed to this, the trip to the county seat would hardly earn her any money.
After much thought, she still believed that the price should be at least forty coins per jar.
Resolved, Yu Ying began soaking the medicinal herbs in alcohol and then asked Song Sanlang to accompany her to the medical hall.
In the afternoon, when the medical hall wasn't as busy, Yu Ying quickly got an opportunity to speak with Doctor Wu.
Clearly, the apothecary's assistant had already informed Doctor Wu about the price Yu Ying had proposed, so after a cup of tea, Doctor Wu began, "Mrs. Yu's face cream is indeed superior to ordinary ones, but the price is quite high, making it difficult for me to negotiate with the owner of the hall."
Chapter 73
Yu Ying and her group entered the jurisdiction of Cangwu County before dusk on the third day.
The middle-aged man driving the ox cart visited Cangwu County two or three times a year, so he roughly guided them about the cheaper inns in the county along the way.
Upon arriving at the county seat, they found a reasonably priced inn as recommended by the coachman.
It was old, but cheap, costing only thirty-five wen per room.
After confirming with the innkeeper that the kitchen could be borrowed, Yu Ying booked two rooms.
She shared one with her sister-in-law, while the other three stayed in another.
After finishing their meal, everyone retired to their respective rooms to rest.
Yu Ying washed up, changed out of her worn clothes into her usual attire, and lay in bed tallying up the expenses of the past few days.
Staying in Cangwu County for three to four days, with food and lodging, would cost about three to four hundred wen.
The carriage fare and the driver's daily meal allowance of two wen amounted to around one hundred wen, plus their expenses on the way, bringing the total to about six hundred wen.
Moreover, her eldest brother, sister-in-law, and Song Sanlang had all left their work to accompany her.
She had promised them that if they earned a profit, each would receive a tenth of it. If not, she would pay them fifty wen each for lost wages.
Having seen many relationships turn sour over financial matters, Yu Ying was determined to keep business and personal affairs separate and be crystal clear when it came to financial dealings.
By her calculations, the total costs would be around eight hundred wen.
She resolved that even if they incurred a loss, she must find a way to recoup these expenses.
Burdened with this stress, she naturally had trouble sleeping and got up early the next day.
After breakfast, she asked the innkeeper for directions to the Ren Shan Medical Hall and set out with her brother and sister-in-law, carrying twenty jars of face cream.
Cangwu County, located in the Lingnan region, was poorer compared to the Central Plains, but as the administrative center of a county, it was bustling.
In comparison, Jade County seemed insignificant.
The most apparent difference was in the clothing. In Jade County, most people's clothes were patched, whereas in the county seat, residents dressed in clean and tidy attire, rarely seen with patches.
The streets were lively with vendors calling out their wares, audible from one end of the street to the other, and almost every stall had customers stopping by.
Walking through, the bustling scene was dazzling.
Yu Ying thought if they lived in this county seat, they could set up a small stall and run a small business.
Regrettably, they resided in Jade County.
It took them about half an hour to find the Ren Shan Medical Hall.
This medical hall was far more imposing than any in Yu County.
Even with an introduction from Manager Luo, Yu Ying wasn’t sure if she could successfully conduct her business.
Successful or not, she had to give it a try.
Yu Ying took a deep breath and stepped into the Ren Shan Medical Hall.
In the autumn and winter seasons, many people suffer from colds, so the hall was filled with constant coughing.
The medical hall was bustling, with long queues in front of several attending physicians.
Yu Ying approached the counter to inquire about the price of face cream.
She was shocked to find out that even the cheapest was fifty wen for a small jar.
This was much more expensive than in Yu County.
She didn’t buy any face cream, and after wandering half the hall, she stopped a young medicine boy and asked, "I'm looking for Doctor Wu. Is he available?"
The boy pointed towards one of the physicians and said, "That's him. If you need a consultation, you'll have to get in line."
Yu Ying smiled and replied, "I'm not here for a consultation. I was referred to Doctor Wu by the medicine merchant Luo Mingqi."
The boy frowned slightly, thought for a moment, and then said, "Wait here a moment, I'll go and speak to Doctor Wu."
After finishing, the boy approached Doctor Wu, waited until he had prescribed medicine for a patient, then spoke a few words to him, pointing towards Yu Ying.
Doctor Wu looked up in surprise, following the direction pointed out by the medicine boy.
He pondered for a moment, then spoke a few words to the medicine boy.
Soon, the medicine boy returned and relayed, "Doctor Wu asks you to wait a moment in the side room; he will come after seeing a few patients."
Yu Ying thanked him and then followed the medicine boy to the side room.
When the apothecary's assistant went to prepare the tea, Wen Xing's face showed restraint. She whispered, "Sister-in-law, can this really work?"
Yu Ying replied, "Whether it works or not, we have to try."
After the apothecary's assistant served the tea, they sat in silence for a short while before Doctor Wu arrived, prompting everyone to rise from their seats.
Doctor Wu, appearing to be in his forties or fifties, embodied the image of a traditional elder physician.
Upon entering, he looked towards the man in the side room and asked, "May I know the relation of this gentleman to Luo Mingqi?"
Fu Zhen, looking at his sister-in-law, responded, "He is acquainted with Manager Luo; he's my brother-in-law."
Doctor Wu paused for a moment, then followed his gaze.
Yu Ying nodded slightly towards Doctor Wu and said, "My surname is Yu. I come from Yu County."
As Doctor Wu looked at the young woman, he raised his eyebrows slightly but still asked, "How did Mrs. Yu come to know Luo Mingqi?"
Yu Ying smiled lightly, "Manager Luo previously bought medicinal herbs in Yu County. I've done business with him twice regarding herbs, that's how we met."
"Then what brings you to seek me out?"
Yu Ying took out a jar of face cream and said, "Manager Luo knew of my face cream making. Thinking the market in Yu County was limited, he suggested I come to the Ren Shan Medical Hall in the county seat to try my luck with Doctor Wu."
Concluding, she handed it over, "Please have a look, Doctor Wu."
Doctor Wu hesitated momentarily but still accepted the jar of face cream, opening it to take a look.
Merely looking at it wouldn't reveal its effectiveness, but since it was recommended by Manager Luo, it likely had some genuine merit.
Yu Ying explained, "This face cream is formulated with sixteen different medicinal herbs. Instead of using pig fat, I've used another type of animal fat, which is highly effective for treating chapped skin. For mild facial dryness, it can moisturize overnight. With regular use, it maintains skin hydration. Even for usual skin chapping, results are noticeable overnight, and for more severe cases, some improvement can be seen after one night."
Doctor Wu glanced at her, then lowered his head to examine the cream, bringing it to his nose to smell.
The scent of the medicinal herbs completely masked that of the animal fat, leaving only a faint fragrance. It was impossible to discern which type of animal fat was used.
After pondering for a moment, he asked, "May I use this?"
Yu Ying responded, "Please feel free, Doctor Wu."
With her consent, Doctor Wu scooped a bit and spread it evenly on his wrist.
The texture was smooth, soft, and not greasy.
In terms of appearance, scent, and texture, this was certainly not some crude face cream. The real question was its actual effectiveness.
Doctor Wu closed the jar and returned it, his expression apologetic, "I'm just a consulting physician and can't make decisions on this. Besides, the medical hall already sells various face creams, and I can't ascertain the effectiveness of Mrs. Yu's cream. I might not be able to help much."
Yu Ying smiled, took back the jar, and said, "Words alone are not proof. Why not have someone try it, Doctor Wu? If it shows no significant effect, consider it as if I never came."
With that, she placed the jar on the side table.
Doctor Wu thought for a moment, not outright rejecting the offer, but leaving room for possibility: "Alright, I'll find someone to try it. If the results are satisfactory, we can discuss further."
Yu Ying nodded, then mentioned the inn where she was staying and that she would remain in Cangwu County for another three days.
"If Doctor Wu is interested in collaborating, he can send someone to find me at the inn."
Doctor Wu smiled and agreed with a "Alright."
After the group left, Doctor Wu thoughtfully gazed at the jar of face cream on the table.
He thought to himself that if the cream was effective and reasonably priced, out of respect for Brother Luo, he might order twenty or thirty jars.
After pondering, he called the apothecary's assistant and handed him the cream, saying, "You mentioned that the dry weather recently has been causing your hands and feet to crack. Try this cream and let me know if it works."
Although puzzled, the apothecary's assistant accepted the free cream – why not take something that didn't cost anything?
Yu Ying left the medical hall, quietly sighing to herself.
Wen Xing asked softly, "Does this mean it was successful or not?"
Fu Zhen replied, "He did accept the sample for testing, so there's hope."
Yu Ying also nodded, "My brother is right. As long as he's willing to meet us and accept the product, there's hope."
However, Yu Ying didn't place all her hopes on this medical hall.
Her gaze fell on the small stalls lining the street, considering setting up a stall herself during the wait.
With a plan in mind, she began to explore the bustling markets of the county seat.
There were several stalls selling face cream and rouge. After asking around, she found that the cheapest face cream cost twenty coins.
The texture of these creams was similar to the pork fat ointments sold in Yu County for five or ten coins.
The more expensive ones, costing around sixty or seventy coins, claimed to be excellent for treating skin cracks and also boasted beautifying and nourishing effects.
Yu Ying asked, but none of the vendors offered samples for trial.
After a round of browsing, Yu Ying had a clear idea about pricing her face cream.
Back at their accommodation, she discussed setting up a stall with the others.
Her sister-in-law expressed surprise: "But we're only in the county seat for three or four days. Is setting up a stall really useful?"
Fu Zhen said, "We spend money every day in the city. Setting up a stall is better than just waiting around. Selling even one jar is good."
Song Sanlang also nodded in agreement.
Yu Ying added, "We don't know if the medical hall will work out, so let's set up for a few days and see. As my brother said, selling even one jar is good. I noticed today that the creams here are much more expensive than in Yu County. Ours is just as effective, so we'll price it at fifty coins."
The sheep fat cream, not counting labor costs, had a material and pottery jar cost of fourteen coins, netting a profit of thirty-six coins per jar.
If they could sell twenty-five jars, they would break even with all the expenses of this trip to the county seat.
Today, Yu Ying also learned that setting up a stall in the county seat required a fee for occupying space. Since there was a fee, even good locations were taken, but there were still some average spots available.
Yu Ying borrowed a long bench from the innkeeper and bought a few yards of coarse cloth from a fabric store.
After paying five coins to the patrolling officers, she was allowed to set up her stall directly.
Covering the bench with the cloth and placing the face creams on top, her small stall was ready.
Among them, her sister-in-law had the clearest skin, making her the ideal person to man the stall.
The elder sister-in-law was apprehensive about dealing with customers, so attracting clients became Yu Ying's task, while her sister-in-law simply managed the storefront.
After setting up the stall for an hour, two or three people inquired, but upon hearing the price of the facial cream, they left without even trying it.
Wen Xing, worried, asked her sister-in-law, "Is the price set too high?"
Yu Ying shook her head, "Even the most expensive stalls are selling for sixty or seventy wen. Besides, I didn't expect to sell much today."
Hearing other vendors shouting, she pondered for a moment and then set aside her pride, joining in, "Selling face cream! Try it first, and it's free if it doesn't work!"
Her voice carried, and the words "it's free" worked wonders, quickly attracting several people.
Yu Ying didn't mention the price of the face cream but offered a jar, announcing, "Free application for our first day of opening. If you find it useful, you can come back to buy!"
Someone spoke up, "Let me try it."
Yu Ying, curious, looked up to find, to her surprise, her eldest brother.
Fu Zhen looked serious, not betraying any sign that he was part of a ruse.
Yu Ying suppressed a smile, scooping some face cream with a bamboo stick into her brother's palm.
Fu Zhen then applied it directly to his face.
With someone leading, others followed suit, saying, "Let me try it too."
As more people gathered around the stall, passersby, curious about the commotion, came to have a look.
The more people there were, the more onlookers joined.
However, most were there for the free trial of the face cream or just to watch the spectacle. By the end of the day, Yu Ying had sold only one jar of face cream but gave away half a jar in trials.
Though it was just one jar, it was still a good start.
Hopefully, those who tried the face cream today will come back to purchase more tomorrow.
Originally, there were twenty jars of cream. One was given to Doctor Wu, one was used for sampling, and one was sold, leaving seventeen jars remaining.
After earning fifty coins, subtracting the cost of the three jars used, there was still a profit of eight coins – not a loss.
Everyone was content with the current situation, further motivating Yu Ying to succeed in the face cream business.
The next morning, they set up the stall early.
Arriving early secured them a good spot.
This location was not far from yesterday's, allowing those who tried the cream yesterday to easily spot their stall.
Yesterday, they had set up in the afternoon when the crowd was smaller, but today's early start meant the streets were bustling with people.
Yu Ying continued to energetically promote the cream, attracting more people today with the “free trial” offer than yesterday.
This time, instead of her brother acting as a plant, it was Song Sanlang who stepped in: "My face is naturally dry and cracked. After using it yesterday, the effect was great. I'll take a jar."
Yu Ying: ...
Had Song Sanlang and her brother planned this?
Both were usually not very talkative, yet they turned out to be surprisingly good at this.
To avoid giving themselves away, Yu Ying and her sister-in-law struggled to keep a straight face, then symbolically charged him fifty coins for a jar.
Since Yu Ying had previously made pork fat cream and given a jar to Song Sanlang, his face wasn’t as dry as the others, making his endorsement quite convincing.
Coincidentally, a person who had tried the cream yesterday came over, saying, "Really, after using it yesterday, my face doesn't feel tight anymore, and it doesn’t smell as bad as those twenty-coin creams."
The person added, "But fifty coins is quite expensive. Can it be a bit cheaper?"
Yu Ying smiled, "Since you visited yesterday, of course, it can be a little cheaper. Let's say forty-eight coins per jar, I can't go any lower than that."
Saving even a coin is something, so the person bought a jar.
That marked a good start to the day's sales.
The quick sale of two jars piqued others' interest.
After letting them try it, Yu Ying enthusiastically promoted it: "This cream not only treats chapping but also moisturizes and beautifies the skin. Moreover, it's made from over a dozen Chinese herbs. The ordinary creams you buy might not be herbal, right?"
"Besides, those common creams are twenty coins per jar. Mine, made with over a dozen herbs, is not expensive at fifty coins. You can use a jar for at least two months. That's less than a coin per day, and it's safe for both the elderly and children at home."
Wen Xing, watching her sister-in-law's eloquent promotion, was momentarily stunned, but mostly filled with admiration.
Her sister-in-law was incredibly impressive!
By the morning's end, with Yu Ying's vigorous sales efforts, four jars were sold, excluding the one bought by Song Sanlang.
Each jar was sold for forty-eight coins, instilling hope in everyone.
At noon, Yu Ying decided not to take a break but to continue until closing.
Yu Ying and her sister-in-law made do with a steamed bun each for lunch.
Song Sanlang and Fu Zhen, keeping watch nearby, each had two buns.
The afternoon saw fewer people, resulting in only two jars sold.
After bathing in the evening, Yu Ying counted the day's earnings on the table.
In total, seven jars were sold over yesterday and today, netting around 240 coins after deducting costs.
While she pondered, her sister-in-law entered with a kettle of hot water, noticing Yu Ying counting coins. She suggested, "Why don't we set up the stall for another two or three days to cover our expenses for this trip to the county seat?"
Yu Ying considered and replied, "If every day brings such good business, a few more days are feasible. But with daily expenses around 100 coins in the county seat, it won't be worth it if business dips."
Accommodation costs seventy coins a day, and food, even at ten coins per person, adds up to forty coins.
Calculating this, Wen Xing remarked, "It seems our lodging is the most costly part."
The two sighed in unison, and just then, there was a knock on the door from Fu Zhen and Song Sanlang.
Unsure of their purpose, Yu Ying welcomed them in, leaving the door open for propriety.
Once seated, Fu Zhen said, "Song Jun is considering, if the next two days of business are decent, he might stay in the county seat to run a stall for a while and return at the year's end."
Yu Ying was momentarily taken aback, then heard Song Sanlang add, "Fu's sister-in-law mentioned that after winter starts, the number of merchants buying medicinal herbs decreases, and so does the frequency of herb gathering. I'm idle anyway, so it might be better to set up a small stall here in the county seat to help sell the face cream."
Hearing this, Yu Ying seriously began to consider the feasibility.
With the cold weather, the demand for face cream was increasing day by day.
In time, customers who found the cream effective would spread its good reputation, ensuring at least a few jars could be sold even on slower business days.
Thinking this over, Yu Ying said, "Let me think it through. If you're going to set up a stall here, you'll need a place to stay. We can't overlook this in our costs, and food expenses too."
The others were momentarily stunned by her words. Song Sanlang said, "I'll take care of these matters myself, don't worry about it, sister-in-law Fu."
Yu Ying shook her head, "You're helping with my business, it wouldn't be right for you to spend all your earnings on these expenses. In that case, it might not be worth setting up a stall here at all."
After pondering for a moment, Yu Ying said, "Let's see how the business goes over the next two days. If we can sell at least two jars a day, then it's worth considering."
After the discussion, they decided to wait and see, and then went back to rest.
On the third day in the county seat, they started a new day of stall setup early in the morning.
Concerned about potential feedback from the medical hall, Song Sanlang stayed at the inn to await news.
With the experience of the past two days, Yu Ying's salesmanship improved significantly. Even her usually timid sister-in-law started to sell after these few days.
The business was better this morning than yesterday; by midday, five jars had been sold, leaving only six on the bench.
Yu Ying asked her sister-in-law and brother to watch the stall while she went to buy more sheep fat and pottery jars to make another twenty jars of cream.
After purchasing the supplies, Yu Ying returned to the stall, saw only a few people there, and decided she wasn't needed, so she went back to make more cream.
Just as she returned to the inn, she encountered an apothecary's assistant from Ren Shan Hall in the lobby.
While talking to the innkeeper, the assistant recognized Yu Ying and hurriedly called out, "Mrs. Yu."
Yu Ying turned to look, and the assistant said, "I'm the apothecary's assistant from Ren Shan Medical Hall, we met a few days ago there."
With this, Yu Ying remembered.
The arrival of someone from the medical hall raised her expectations.
After finding a table and chairs in the lobby, the assistant said, "Doctor Wu sent me to inquire about the face cream situation."
Yu Ying replied, "Please ask."
"May I know how Mrs. Yu plans to sell this face cream?" the assistant inquired.
Yu Ying thought for a moment and said, "For orders under fifty jars, it's fifty coins per jar; for fifty or more jars, forty-eight coins each; and for over a hundred jars, forty-five coins per jar."
The apothecary's assistant was momentarily startled, recalling what Doctor Wu had said.
— "If it's thirty coins per jar, we can order fifty jars, and our medical hall will provide the jars."
"Mrs. Yu, this price seems a bit high, especially since our medical hall will be supplying the jars. Shouldn't the price be lowered a bit more?"
Yu Ying smiled and said, "Since the medical hall is providing the jars, each tier can be discounted by an additional two coins."
The assistant frowned slightly and clarified, "Doctor Wu mentioned that if the price could be thirty coins per jar, we would order fifty jars."
Yu Ying didn't rush to discuss the price with the assistant and simply asked, "If the medical hall sells the face cream, will it be sold under the hall's name?"
The assistant replied, "Of course."
Yu Ying smiled and looked down, adding, "If the cream is effective, it also reflects well on the medical hall's reputation. Besides, I've inquired, and the cheapest face cream at your hall is fifty coins per jar. If mine were sold there, it should be priced at seventy or eighty, maybe even a hundred coins per jar."
The assistant, in a difficult position, said, "That's true, but I'm just the messenger. If Mrs. Yu finds it unacceptable, you can discuss it with Doctor Wu."
Yu Ying nodded, "Once I finish my current tasks, I will visit the medical hall."
After the assistant left, Yu Ying exhaled deeply.
Thirty coins per jar would mean a profit of sixteen coins per jar, totaling eight hundred coins for fifty jars. While profitable, it was much less than she had hoped for.
If she agreed to this, the trip to the county seat would hardly earn her any money.
After much thought, she still believed that the price should be at least forty coins per jar.
Resolved, Yu Ying began soaking the medicinal herbs in alcohol and then asked Song Sanlang to accompany her to the medical hall.
In the afternoon, when the medical hall wasn't as busy, Yu Ying quickly got an opportunity to speak with Doctor Wu.
Clearly, the apothecary's assistant had already informed Doctor Wu about the price Yu Ying had proposed, so after a cup of tea, Doctor Wu began, "Mrs. Yu's face cream is indeed superior to ordinary ones, but the price is quite high, making it difficult for me to negotiate with the owner of the hall."
