Chapter 74
Hearing Doctor Wu's words, Yu Ying understood that he was trying to lower the price.
It seemed that Doctor Wu was interested in the face cream but not overly so, intending to purchase only fifty jars initially to see how it sells, with the possibility of a long-term order if successful.
After a moment of contemplation, Yu Ying smiled and asked, "Does Doctor Wu know how much money I spent coming to this county seat?"
Doctor Wu thought for a moment before asking, "How much did it cost?"
Yu Ying honestly replied, "Around eight hundred coins."
Doctor Wu was slightly surprised upon hearing this amount, "That much?"
"The costs for the round trip, food and lodging, and the lost wages of those accompanying me. This is already the bare minimum."
Doctor Wu calculated and seemed to agree that it was a reasonable amount.
Yu Ying continued, "Doctor Wu must be aware of the prices of medicinal herbs. My face cream requires sixteen different herbs and alcohol, and the cost of the herbs and fats is substantial. At thirty coins per jar, there is a profit, but it's just enough to break even without much margin."
"Why would I go to the trouble of bringing it to Cangwu County? I might as well set up a stall in Yu County, not sell for thirty coins, but for twenty-five coins instead. Selling one or two jars a day, I could still reach about fifty jars a month."
Doctor Wu chuckled, "Mrs. Yu, that's not how the math works. Our medical hall has many customers, and face cream sells well in the autumn, winter, and spring seasons. Even though autumn is passing, there's still winter and spring. Once the cream starts selling, demand will rise, and thin margins on high volume can be worthwhile."
"If I go for thin margins on high volume, will your medical hall price it at sixty coins per jar?"
Doctor Wu fell silent, then listened as Mrs. Yu added, "The medical hall has its own face cream and won't prioritize mine. Moreover, if the hall sells it for two to three times more, in the end, I'll be the only one with thin margins. Even if I sell a hundred jars every two months, it would only amount to earning a modest income."
Yu Ying revealed a faint smile and then calmly said, "Thirty coins per jar is indeed not feasible, but if your medical hall were to sell the cream under my name, I could accept thirty coins."
Hearing this, Doctor Wu shook his head with a smile, "That's definitely not possible."
If the cream wasn't sold under the Ren Shan Medical Hall's name, there would be no point in purchasing it for resale; it would be better to just sell their own face cream.
"Since that's not feasible, let me propose my lowest price. If Ren Shan Medical Hall provides the jars, about the same size as the ones I previously brought, I'll sell each jar for forty-five coins."
Doctor Wu fell silent.
The medical hall had planned to price the cream at eighty-five coins, a perfect balance of not too expensive or too cheap, enhancing its saleability.
Their medical hall had a long-term collaboration with a local pottery, acquiring containers at a low cost – a porcelain jar that cost ten coins outside cost them only five coins.
Buying the cream for thirty coins and adding the container would only amount to thirty-five coins in total. Selling it for an additional fifty coins would yield a profit, with him taking a commission of ten coins per jar, not excessively profitable but still lucrative.
Doctor Wu thought this through and speculated silently.
— "Since Mrs. Yu has spent so much money coming from Yu County to this county seat, she must be eager to sell her cream. Her visit here is likely just to negotiate the price."
After pondering, Doctor Wu said, "Mrs. Yu might think our medical hall earns a lot, but if there were no profitable margins, we have our own face cream with higher profits. Why would we continue selling our own product and then buy yours for thirty coins to resell?"
Saying this, Doctor Wu sighed, "I'm offering this price because you were referred by Manager Luo and have come all the way from Yu County. If it were someone else, even twenty coins would be debatable."
Yu Ying fell silent.
She had hoped to negotiate and, if not successful, could barely accept forty coins. But it was clear Doctor Wu was determined she was desperate to sell and wouldn’t raise the price.
After a moment of thought, Yu Ying smiled warmly, "If you cannot accept my price, Doctor Wu, and I find yours a bit unacceptable, it seems we cannot collaborate this time."
Having said this, she stood up, "Even so, I shouldn't trouble you any further."
Doctor Wu was slightly taken aback but did not attempt to retain her.
Standing up, Doctor Wu said, "Mrs. Yu, please consider our discussion further. If you're still interested, you can finalize the deal at the medical hall."
Yu Ying smiled and nodded, "Then, I'll take my leave for now."
After escorting Mrs. Yu out, the apothecary's assistant returned to the side room, somewhat puzzled, and asked Doctor Wu, "Weren't you also interested in this face cream? Why let Mrs. Yu leave?"
The day before, after trying the cream once, he felt some effects, and so he mentioned it to Doctor Wu the next day. Doctor Wu had also taken some home to examine it closely.
After consideration, he had sent the assistant to inquire about Mrs. Yu's pricing, clearly showing interest in the cream.
Doctor Wu, looking towards the door, confidently said, "Wait and see, she will come back."
After speaking, he told the assistant to get back to work and not to pry.
Yu Ying and Song Sanlang left the medical hall.
Song Sanlang, who had been silent throughout, finally spoke, "Mrs. Fu, why not let me try selling in this county town?"
"If the medical hall route doesn't work out, setting up a stall might be harder, but it's still a viable option. Once we have some stable customers, our reputation will spread, and people will come to us," Yu Ying responded.
She pondered for a moment, then added, "But if you decide to stay, I need to make all sorts of follow-ups and preparations. We can't just casually set up a stall."
Song Sanlang was taken aback and asked, "What preparations?"
Yu Ying thought for a moment, looked at the various signs on the shops along the street, and then thought of the myriad of brands in future generations. She said, "We need to make our own sign."
"Besides the sign, we shouldn't only sell the face cream that costs fifty coins now. We should also offer a cheaper, more affordable option for people to choose from."
After a brief conversation, they didn't go back to the inn but went to the stall instead.
Only one jar was sold that afternoon. Yu Ying carefully observed the other stalls and the sporadic groups of people around.
To be honest, the business of this stall is actually quite unstable. Perhaps several jars can be sold in a day, but there's also a chance that not even one jar will be sold.
Besides these concerns, Song Sanlang also needs to sort out food and lodging in the county seat, all of which requires careful consideration. It's not as simple as just deciding to set up a stall.
This matter requires careful long-term planning.
When it was time to sleep, Yu Ying couldn't help thinking about this issue, tossing and turning, unable to sleep. Her sister-in-law beside her knew she was under pressure.
"Sister-in-law, are you thinking about the face cream business?"
Yu Ying heard her sister-in-law's gentle voice, hummed softly in response, and shared her worries.
"I'm wondering if I was too hasty in rejecting the medical hall's offer today."
Wen Xing thought for a moment and said, "I don't understand much about business, but I know you're a capable person. Your decision to reject the medical hall's offer was well-considered, not impulsive."
"Moreover, we've sold thirteen jars of face cream in the past few days, which proves that the cream you made is profitable. It's just that the medical hall lacks vision."
Hearing this, Yu Ying smiled.
"Sister-in-law, you really know how to comfort people."
Wen Xing said softly, "I'm not just comforting you, sister-in-law. What I say is true. You are the most capable woman I know, even more so than many men. I truly admire you!"
Yu Ying, amused, teased, "So, do you admire me more, or your husband?"
Wen Xing was startled and looked at her sister-in-law with wide, puzzled eyes, not expecting such a question.
The dim candlelight seeped through the curtain, and Yu Ying saw her sister-in-law's bewildered expression, unsure of how to respond.
Wen Xing, looking embarrassed, hesitantly said, "It's hard to say, my husband is also very capable…"
Yu Ying couldn't help but cover her mouth and laugh.
Wen Xing then realized her sister-in-law was teasing her and playfully chided her, "You're doing this on purpose, sister-in-law."
Yu Ying felt much more relaxed after joking with her sister-in-law.
After the laughter, she asked, "I've never asked how you and my brother met. Was it through a matchmaker?"
Reminded of the past, Wen Xing's embarrassment faded, and she looked up at the canopy, lost in memories.
Seeing her sister-in-law's expression, Yu Ying realized the past wasn't entirely pleasant and said, "If you'd rather not talk about it, let's not."
Wen Xing shook her head and said in a low voice, "It's not that I don't want to talk about it. It's just that what my family did wasn't honorable."
Upon hearing this, Yu Ying remembered that since her sister-in-law's return, there had been no contact with her family, nor had they come to look for her.
Yu Ying didn't ask, but Wen Xing still shared a bit about it.
"My parents passed away when I was young, and I lived with my grandmother. After she died, my aunt, for the sake of a small dowry, heartlessly planned to marry me off to an old man on his deathbed for a lucky marriage."
"Back then, people of our lowly status typically had a dowry of only a hundred or two hundred coins. An offer of a silver tael was considered astronomical."
"I ran away and met your brother. After telling him about my plight, he went to the Wen family with a little over one tael and convinced my aunt to sever ties with me and cease any further contact."
Listening to her brother and sister-in-law's past, Yu Ying thought that in modern times, this would be a typical 'hero saves the beauty' scenario, but in this era and place, it was extraordinarily precious.
"At that time, my brother must have had some feelings for you, sister-in-law, otherwise why would he be so generous?"
Hearing this, Wen Xing blushed and shyly hid half her face under the quilt, saying in a muffled voice, "It was me who first proposed to be his wife."
Yu Ying looked in surprise at her sister-in-law, who blushed at the mere tease, never imagining she was the one to initiate.
"Sister-in-law, don't look at me like that, it's embarrassing."
Yu Ying: ……
After a moment of silence, Yu Ying refrained from further teasing her shy sister-in-law and asked, "Did your wicked aunt ever cause trouble again after that?"
Wen Xing shook her head and said in a low voice, "They still schemed against me. It happened several years after I married into the Fu family. They were supposed to send someone to the stone quarry for hard labor, but they reported my name instead and then disappeared. My husband and I went to the local office, but it seemed they were bribed. They just needed someone to fulfill the quota and didn't care that I was married into the Fu family."
Yu Ying felt angry hearing her sister-in-law's story, "How could they do that!"
She had wondered why both members of the Fu family had ended up in the stone quarry, mistakenly thinking it was a regulation of the time, never suspecting such a plot.
Wen Xing said, "Fortunately, the previous county magistrate was soon removed from office. The current one isn't as incompetent as the previous. Otherwise, I and my husband would have been worried about my second brother working for such a magistrate."
Yu Ying, frowning in thought, said after a while, "Don’t you want to seek justice for this, sister-in-law?"
Wen Xing said indignantly, "Of course I do!" but then sighed, "But I don't know where that wicked aunt and her family have moved to."
Yu Ying replied, "With my second brother in the local office, finding a family’s whereabouts isn’t a problem. And as far as I know, people of lowly status need the county magistrate’s permission to relocate and must be registered."
She then asked her sister-in-law, "Was your aunt of lowly status before?"
Wen Xing nodded, "Yes, but I don’t know if they were pardoned in the recent amnesty."
"Even if they've been pardoned, they wouldn’t have moved so quickly. Once we return from the county seat, we'll ask my second brother to investigate. We must seek this justice!"
Upon hearing this, Wen Xing felt a surge of excitement. She harbored deep resentment towards her aunt for repeatedly harming her and didn't want to miss this opportunity for retribution.
Yu Ying set aside her worries about the face cream, now entirely focused on securing justice for her sister-in-law.
As the night deepened, drowsiness set in, but now it was her sister-in-law who tossed and turned, unable to sleep.
She asked, "What's the matter, sister-in-law?"
Wen Xing whispered, "Thinking about the possibility of confronting my aunt has me too excited to sleep. I keep imagining how I'll release all this pent-up resentment."
Yu Ying: ……
Now it was her sister-in-law's turn to be excited.
In the morning, both emerged with dark circles under their eyes, leaving Fu Zhen puzzled. He asked his wife, "Didn’t sleep well?"
Yu Ying replied, "We chatted late into the night, and by the time we fell asleep, it was already very late."
She estimated they had only slept for about an hour and a half.
Wen Xing wanted to tell her husband about the previous night's discussion with her sister-in-law, but with others around, she decided to hold off for the time being.
At breakfast, Yu Ying shared her thoughts from the night before, "Since we couldn’t agree on the medical hall deal, and since Song Sanlang plans to stay in the county seat for business, let's extend our stay here. We'll find a place for Song Sanlang to settle down after we understand the situation better."
Yu Ying’s capabilities were well recognized by everyone, and she had brought Fu Zhen and his wife out of their difficult situation. With Song Sanlang’s leg nearly crippled, she had also been their savior, so no one objected to her decision.
"What about the coachman?"
Yu Ying said, "Staying this long, the coachman probably isn’t keen. When we came, we saw carts headed to Yu County. We could ask around and hitch a ride, paying some extra. If that doesn’t work, we can rent a cart to return."
"We should pay the coachman well and have him relay a message to mother and my second brother, so they don’t worry about us."
Fu Zhen asked, "Should I go find the coachman now?"
Yu Ying asked him to wait a moment.
She then thought it over and said, "I'll buy a small bamboo scroll to write a letter and send it back. As for the coachman, we'll pay him seventy coins now, and my second brother can give him the remaining ten after he delivers the message."
After discussing, Song Sanlang went to buy the bamboo scroll, while Fu Zhen spoke with the coachman about him returning first.
Once the bamboo scroll was purchased, Yu Ying wrote a letter, briefly explaining their extended stay in the county seat and the reasons behind it, assuring their family not to worry too much.
Finally, she instructed Fu Wei to give the coachman ten coins upon his arrival.
The coachman, not wanting to return with an empty cart, decided to spend a day in the county seat to see if he could find passengers heading back.
Yu Ying agreed and settled his fare.
Initially, the coachman was somewhat reluctant to leave without receiving the full payment, but the prospect of carrying additional passengers on the return journey convinced him to agree.
After sending the coachman off with the letter, Yu Ying got busy.
She made an extra batch of face cream, totaling twenty jars.
Then, while Song Sanlang tended the stall, she, along with her brother and sister-in-law, started looking for an affordable house through a property agent, and also sought beautiful yet reasonably priced small jars to put their own brand on.
They had considered whether anyone might recognize Song Sanlang as a beggar, a concern they had contemplated.
The county seat was bustling daily, and though Song Sanlang was tall and somewhat handsome, he wasn’t so memorable as to be unforgettable. Even if someone did recognize him, they weren’t overly concerned about a few critical remarks.
Furthermore, the houses here were much more expensive than in Yu County.
In Yu County, a small courtyard near the government office cost two hundred coins a month.
Here, two hundred coins could only rent the most remote and dilapidated thatched cottage. A slightly better mud-brick house would cost four hundred coins a month, and it was over half an hour's walk from where they set up their stall.
The more exquisite ceramic jars with red seals cost twelve coins each, while the less appealing ones were eight coins each.
After gathering this information, everyone felt disheartened during their evening meal, as if chewing wax.
Yu Ying purchased ink and several bamboo scrolls, listing all the expenses for clarity.
The face cream made from sheep fat and sixteen herbs, packaged in high-quality ceramic jars, sold for fifty coins with a cost of twenty coins, yielding a temporary profit of thirty coins.
The cheaper version, also made from sheep fat but with only five herbs and placed in lower-grade jars, was priced at thirty-five coins. Its cost was fifteen coins, yielding a temporary profit of twenty coins.
Song Sanlang's monthly rent for the house was four hundred coins, averaging a daily expense of eight coins. This totaled two hundred and forty coins a month, bringing the monthly total to six hundred and forty coins.
Selling one jar of each type of face cream daily would yield a monthly profit of fifteen hundred coins. After deducting over six hundred coins, there would be a surplus of over eight hundred coins.
This profit was similar to what the medical hall offered for fifty jars. Although the medical hall might increase their orders over time, and Song Sanlang's labor had to be considered, the key advantage was that the good reputation earned would be their own.
As long as the face cream was effective and superior to others', business might be slow initially, but after enduring the initial phase, customers would gradually come through word of mouth.
Despite this, attracting the first batch of customers was imperative to kickstart the business.
After much deliberation, Yu Ying, adhering to the principle that one cannot catch a wolf without risking the sheep, decided to distribute trial samples!
Everyone was initially stunned upon hearing Yu Ying's detailed calculations and her decision to offer trial samples.
The sister-in-law remarked, "But there are many who seek small advantages for free. If we give out samples to ten people, we can't be sure even one will return to buy."
Yu Ying replied with a smile, "I'll use small bamboo tubes, as wide as a thumb and shorter than it, for the samples. One jar of face cream can be divided into about sixteen or seventeen tubes. Each sample would last for two or three applications, enough to show its effects."
"Of course, we'll be selective about whom we give the samples to. Those genuinely interested in buying but find it expensive, and those dressed decently, will get them."
After pondering, she added, "If someone specifically asks for a trial size, we give them the cheaper version. Limit it to fifteen tubes a day and stop when they're gone."
After some contemplation, the elder brother spoke first, "This method is similar to the previous trials, but this time we're letting them take it home to use."
Yu Ying nodded and continued, "It would be best if you remember who has been given samples, to avoid repeat giveaways."
Song Sanlang asked, "What if they send family members to collect more?"
Yu Ying furrowed her brows in thought and replied, "If someone comes asking for a trial size right away, pay close attention and inquire about how they heard of us. If they mention a referral, offer only a one-time on-the-spot trial to prevent hoarding for small gains."
"Let’s try this for a few days. The limited daily quantity won’t cause much loss. If effective, we'll set up a more impressive stall and add a sign."
For some reason, this untested plan filled everyone with a spirit of trust and determination, brimming with enthusiasm despite the uncertainty ahead.
After deciding, Fu Zhen went to find small bamboo tubes, and together with Song Sanlang, they began preparing the trial-sized containers.
Yu Ying also spent some silver to buy thirty jars of each of the two different types.
The lids and bottoms of the ceramic jars were stamped with a small red seal. The seal, personally inscribed by Yu Ying, bore the words “Ru Yu Fang” (Like Jade Workshop).
The seal was small and simple, designed for instant recognition rather than ornateness.
Ordinary stalls wouldn't go to such lengths, but Yu Ying wanted to stand out. Even if others were to imitate, she would still be ahead, her reputation already established.
Fu Wei waited for eleven days, but instead of the person he hoped for, he received a bamboo scroll.
After reading it, he gave the coachman ten coins.
Having received the scroll, Fu Wei was distracted all day, frequently glancing in the direction of the county seat.
The letter mentioned that they might need to stay in the county seat for some time.
Stay for some time...
But how many days exactly would that be?
In the silence, the voice of Sun, the assistant, came from behind with a hint of familiarity: "Does young master Fu have any free time after your duties today?"
Turning around, Fu Wei saw Sun, the assistant, approaching with a smile.
Fu Wei also smiled and asked, "May I know what brings Assistant Sun here?"
With insincerity, Sun said, "I feel there's been a misunderstanding between young master Fu and myself, so I plan to host a dinner at my place. I'd like to invite you and Huo, the court officer, for a drink and to clear up this misunderstanding."
Ever since this disabled person arrived half a month ago, Sun felt the superior's increasing reliance on him and his own growing neglect.
If this continued, he feared he might have to cede his position as the right-hand assistant to this disabled person.
He couldn't just sit back and wait for his downfall!
Fu Wei smiled, "As fellow assistants, it's natural for us to work together to alleviate the superior's concerns. Friction in daily work is normal; where does the question of a misunderstanding arise?"
"Besides, at my home, I have only an elderly mother and two young children. If I drink too much in the evening, I fear I won't be able to take care of them. But not drinking at all would be quite dull. I think it's best if I don't join, and the rest of you go ahead."
Sun was momentarily speechless, then added, "How can that be? I've already told everyone that young master Fu would be joining. They are all looking forward to it. If you don’t go, that would indeed be a disappointment."
As Fu Wei was about to speak, a cold voice suddenly came from behind: "The superior has been tirelessly pondering policy implementation these days, and yet Assistant Sun finds leisure to indulge in drinking and merriment. Perhaps he has too much free time?"
Chapter 74
Hearing Doctor Wu's words, Yu Ying understood that he was trying to lower the price.
It seemed that Doctor Wu was interested in the face cream but not overly so, intending to purchase only fifty jars initially to see how it sells, with the possibility of a long-term order if successful.
After a moment of contemplation, Yu Ying smiled and asked, "Does Doctor Wu know how much money I spent coming to this county seat?"
Doctor Wu thought for a moment before asking, "How much did it cost?"
Yu Ying honestly replied, "Around eight hundred coins."
Doctor Wu was slightly surprised upon hearing this amount, "That much?"
"The costs for the round trip, food and lodging, and the lost wages of those accompanying me. This is already the bare minimum."
Doctor Wu calculated and seemed to agree that it was a reasonable amount.
Yu Ying continued, "Doctor Wu must be aware of the prices of medicinal herbs. My face cream requires sixteen different herbs and alcohol, and the cost of the herbs and fats is substantial. At thirty coins per jar, there is a profit, but it's just enough to break even without much margin."
"Why would I go to the trouble of bringing it to Cangwu County? I might as well set up a stall in Yu County, not sell for thirty coins, but for twenty-five coins instead. Selling one or two jars a day, I could still reach about fifty jars a month."
Doctor Wu chuckled, "Mrs. Yu, that's not how the math works. Our medical hall has many customers, and face cream sells well in the autumn, winter, and spring seasons. Even though autumn is passing, there's still winter and spring. Once the cream starts selling, demand will rise, and thin margins on high volume can be worthwhile."
"If I go for thin margins on high volume, will your medical hall price it at sixty coins per jar?"
Doctor Wu fell silent, then listened as Mrs. Yu added, "The medical hall has its own face cream and won't prioritize mine. Moreover, if the hall sells it for two to three times more, in the end, I'll be the only one with thin margins. Even if I sell a hundred jars every two months, it would only amount to earning a modest income."
Yu Ying revealed a faint smile and then calmly said, "Thirty coins per jar is indeed not feasible, but if your medical hall were to sell the cream under my name, I could accept thirty coins."
Hearing this, Doctor Wu shook his head with a smile, "That's definitely not possible."
If the cream wasn't sold under the Ren Shan Medical Hall's name, there would be no point in purchasing it for resale; it would be better to just sell their own face cream.
"Since that's not feasible, let me propose my lowest price. If Ren Shan Medical Hall provides the jars, about the same size as the ones I previously brought, I'll sell each jar for forty-five coins."
Doctor Wu fell silent.
The medical hall had planned to price the cream at eighty-five coins, a perfect balance of not too expensive or too cheap, enhancing its saleability.
Their medical hall had a long-term collaboration with a local pottery, acquiring containers at a low cost – a porcelain jar that cost ten coins outside cost them only five coins.
Buying the cream for thirty coins and adding the container would only amount to thirty-five coins in total. Selling it for an additional fifty coins would yield a profit, with him taking a commission of ten coins per jar, not excessively profitable but still lucrative.
Doctor Wu thought this through and speculated silently.
— "Since Mrs. Yu has spent so much money coming from Yu County to this county seat, she must be eager to sell her cream. Her visit here is likely just to negotiate the price."
After pondering, Doctor Wu said, "Mrs. Yu might think our medical hall earns a lot, but if there were no profitable margins, we have our own face cream with higher profits. Why would we continue selling our own product and then buy yours for thirty coins to resell?"
Saying this, Doctor Wu sighed, "I'm offering this price because you were referred by Manager Luo and have come all the way from Yu County. If it were someone else, even twenty coins would be debatable."
Yu Ying fell silent.
She had hoped to negotiate and, if not successful, could barely accept forty coins. But it was clear Doctor Wu was determined she was desperate to sell and wouldn’t raise the price.
After a moment of thought, Yu Ying smiled warmly, "If you cannot accept my price, Doctor Wu, and I find yours a bit unacceptable, it seems we cannot collaborate this time."
Having said this, she stood up, "Even so, I shouldn't trouble you any further."
Doctor Wu was slightly taken aback but did not attempt to retain her.
Standing up, Doctor Wu said, "Mrs. Yu, please consider our discussion further. If you're still interested, you can finalize the deal at the medical hall."
Yu Ying smiled and nodded, "Then, I'll take my leave for now."
After escorting Mrs. Yu out, the apothecary's assistant returned to the side room, somewhat puzzled, and asked Doctor Wu, "Weren't you also interested in this face cream? Why let Mrs. Yu leave?"
The day before, after trying the cream once, he felt some effects, and so he mentioned it to Doctor Wu the next day. Doctor Wu had also taken some home to examine it closely.
After consideration, he had sent the assistant to inquire about Mrs. Yu's pricing, clearly showing interest in the cream.
Doctor Wu, looking towards the door, confidently said, "Wait and see, she will come back."
After speaking, he told the assistant to get back to work and not to pry.
Yu Ying and Song Sanlang left the medical hall.
Song Sanlang, who had been silent throughout, finally spoke, "Mrs. Fu, why not let me try selling in this county town?"
"If the medical hall route doesn't work out, setting up a stall might be harder, but it's still a viable option. Once we have some stable customers, our reputation will spread, and people will come to us," Yu Ying responded.
She pondered for a moment, then added, "But if you decide to stay, I need to make all sorts of follow-ups and preparations. We can't just casually set up a stall."
Song Sanlang was taken aback and asked, "What preparations?"
Yu Ying thought for a moment, looked at the various signs on the shops along the street, and then thought of the myriad of brands in future generations. She said, "We need to make our own sign."
"Besides the sign, we shouldn't only sell the face cream that costs fifty coins now. We should also offer a cheaper, more affordable option for people to choose from."
After a brief conversation, they didn't go back to the inn but went to the stall instead.
Only one jar was sold that afternoon. Yu Ying carefully observed the other stalls and the sporadic groups of people around.
To be honest, the business of this stall is actually quite unstable. Perhaps several jars can be sold in a day, but there's also a chance that not even one jar will be sold.
Besides these concerns, Song Sanlang also needs to sort out food and lodging in the county seat, all of which requires careful consideration. It's not as simple as just deciding to set up a stall.
This matter requires careful long-term planning.
When it was time to sleep, Yu Ying couldn't help thinking about this issue, tossing and turning, unable to sleep. Her sister-in-law beside her knew she was under pressure.
"Sister-in-law, are you thinking about the face cream business?"
Yu Ying heard her sister-in-law's gentle voice, hummed softly in response, and shared her worries.
"I'm wondering if I was too hasty in rejecting the medical hall's offer today."
Wen Xing thought for a moment and said, "I don't understand much about business, but I know you're a capable person. Your decision to reject the medical hall's offer was well-considered, not impulsive."
"Moreover, we've sold thirteen jars of face cream in the past few days, which proves that the cream you made is profitable. It's just that the medical hall lacks vision."
Hearing this, Yu Ying smiled.
"Sister-in-law, you really know how to comfort people."
Wen Xing said softly, "I'm not just comforting you, sister-in-law. What I say is true. You are the most capable woman I know, even more so than many men. I truly admire you!"
Yu Ying, amused, teased, "So, do you admire me more, or your husband?"
Wen Xing was startled and looked at her sister-in-law with wide, puzzled eyes, not expecting such a question.
The dim candlelight seeped through the curtain, and Yu Ying saw her sister-in-law's bewildered expression, unsure of how to respond.
Wen Xing, looking embarrassed, hesitantly said, "It's hard to say, my husband is also very capable…"
Yu Ying couldn't help but cover her mouth and laugh.
Wen Xing then realized her sister-in-law was teasing her and playfully chided her, "You're doing this on purpose, sister-in-law."
Yu Ying felt much more relaxed after joking with her sister-in-law.
After the laughter, she asked, "I've never asked how you and my brother met. Was it through a matchmaker?"
Reminded of the past, Wen Xing's embarrassment faded, and she looked up at the canopy, lost in memories.
Seeing her sister-in-law's expression, Yu Ying realized the past wasn't entirely pleasant and said, "If you'd rather not talk about it, let's not."
Wen Xing shook her head and said in a low voice, "It's not that I don't want to talk about it. It's just that what my family did wasn't honorable."
Upon hearing this, Yu Ying remembered that since her sister-in-law's return, there had been no contact with her family, nor had they come to look for her.
Yu Ying didn't ask, but Wen Xing still shared a bit about it.
"My parents passed away when I was young, and I lived with my grandmother. After she died, my aunt, for the sake of a small dowry, heartlessly planned to marry me off to an old man on his deathbed for a lucky marriage."
"Back then, people of our lowly status typically had a dowry of only a hundred or two hundred coins. An offer of a silver tael was considered astronomical."
"I ran away and met your brother. After telling him about my plight, he went to the Wen family with a little over one tael and convinced my aunt to sever ties with me and cease any further contact."
Listening to her brother and sister-in-law's past, Yu Ying thought that in modern times, this would be a typical 'hero saves the beauty' scenario, but in this era and place, it was extraordinarily precious.
"At that time, my brother must have had some feelings for you, sister-in-law, otherwise why would he be so generous?"
Hearing this, Wen Xing blushed and shyly hid half her face under the quilt, saying in a muffled voice, "It was me who first proposed to be his wife."
Yu Ying looked in surprise at her sister-in-law, who blushed at the mere tease, never imagining she was the one to initiate.
"Sister-in-law, don't look at me like that, it's embarrassing."
Yu Ying: ……
After a moment of silence, Yu Ying refrained from further teasing her shy sister-in-law and asked, "Did your wicked aunt ever cause trouble again after that?"
Wen Xing shook her head and said in a low voice, "They still schemed against me. It happened several years after I married into the Fu family. They were supposed to send someone to the stone quarry for hard labor, but they reported my name instead and then disappeared. My husband and I went to the local office, but it seemed they were bribed. They just needed someone to fulfill the quota and didn't care that I was married into the Fu family."
Yu Ying felt angry hearing her sister-in-law's story, "How could they do that!"
She had wondered why both members of the Fu family had ended up in the stone quarry, mistakenly thinking it was a regulation of the time, never suspecting such a plot.
Wen Xing said, "Fortunately, the previous county magistrate was soon removed from office. The current one isn't as incompetent as the previous. Otherwise, I and my husband would have been worried about my second brother working for such a magistrate."
Yu Ying, frowning in thought, said after a while, "Don’t you want to seek justice for this, sister-in-law?"
Wen Xing said indignantly, "Of course I do!" but then sighed, "But I don't know where that wicked aunt and her family have moved to."
Yu Ying replied, "With my second brother in the local office, finding a family’s whereabouts isn’t a problem. And as far as I know, people of lowly status need the county magistrate’s permission to relocate and must be registered."
She then asked her sister-in-law, "Was your aunt of lowly status before?"
Wen Xing nodded, "Yes, but I don’t know if they were pardoned in the recent amnesty."
"Even if they've been pardoned, they wouldn’t have moved so quickly. Once we return from the county seat, we'll ask my second brother to investigate. We must seek this justice!"
Upon hearing this, Wen Xing felt a surge of excitement. She harbored deep resentment towards her aunt for repeatedly harming her and didn't want to miss this opportunity for retribution.
Yu Ying set aside her worries about the face cream, now entirely focused on securing justice for her sister-in-law.
As the night deepened, drowsiness set in, but now it was her sister-in-law who tossed and turned, unable to sleep.
She asked, "What's the matter, sister-in-law?"
Wen Xing whispered, "Thinking about the possibility of confronting my aunt has me too excited to sleep. I keep imagining how I'll release all this pent-up resentment."
Yu Ying: ……
Now it was her sister-in-law's turn to be excited.
In the morning, both emerged with dark circles under their eyes, leaving Fu Zhen puzzled. He asked his wife, "Didn’t sleep well?"
Yu Ying replied, "We chatted late into the night, and by the time we fell asleep, it was already very late."
She estimated they had only slept for about an hour and a half.
Wen Xing wanted to tell her husband about the previous night's discussion with her sister-in-law, but with others around, she decided to hold off for the time being.
At breakfast, Yu Ying shared her thoughts from the night before, "Since we couldn’t agree on the medical hall deal, and since Song Sanlang plans to stay in the county seat for business, let's extend our stay here. We'll find a place for Song Sanlang to settle down after we understand the situation better."
Yu Ying’s capabilities were well recognized by everyone, and she had brought Fu Zhen and his wife out of their difficult situation. With Song Sanlang’s leg nearly crippled, she had also been their savior, so no one objected to her decision.
"What about the coachman?"
Yu Ying said, "Staying this long, the coachman probably isn’t keen. When we came, we saw carts headed to Yu County. We could ask around and hitch a ride, paying some extra. If that doesn’t work, we can rent a cart to return."
"We should pay the coachman well and have him relay a message to mother and my second brother, so they don’t worry about us."
Fu Zhen asked, "Should I go find the coachman now?"
Yu Ying asked him to wait a moment.
She then thought it over and said, "I'll buy a small bamboo scroll to write a letter and send it back. As for the coachman, we'll pay him seventy coins now, and my second brother can give him the remaining ten after he delivers the message."
After discussing, Song Sanlang went to buy the bamboo scroll, while Fu Zhen spoke with the coachman about him returning first.
Once the bamboo scroll was purchased, Yu Ying wrote a letter, briefly explaining their extended stay in the county seat and the reasons behind it, assuring their family not to worry too much.
Finally, she instructed Fu Wei to give the coachman ten coins upon his arrival.
The coachman, not wanting to return with an empty cart, decided to spend a day in the county seat to see if he could find passengers heading back.
Yu Ying agreed and settled his fare.
Initially, the coachman was somewhat reluctant to leave without receiving the full payment, but the prospect of carrying additional passengers on the return journey convinced him to agree.
After sending the coachman off with the letter, Yu Ying got busy.
She made an extra batch of face cream, totaling twenty jars.
Then, while Song Sanlang tended the stall, she, along with her brother and sister-in-law, started looking for an affordable house through a property agent, and also sought beautiful yet reasonably priced small jars to put their own brand on.
They had considered whether anyone might recognize Song Sanlang as a beggar, a concern they had contemplated.
The county seat was bustling daily, and though Song Sanlang was tall and somewhat handsome, he wasn’t so memorable as to be unforgettable. Even if someone did recognize him, they weren’t overly concerned about a few critical remarks.
Furthermore, the houses here were much more expensive than in Yu County.
In Yu County, a small courtyard near the government office cost two hundred coins a month.
Here, two hundred coins could only rent the most remote and dilapidated thatched cottage. A slightly better mud-brick house would cost four hundred coins a month, and it was over half an hour's walk from where they set up their stall.
The more exquisite ceramic jars with red seals cost twelve coins each, while the less appealing ones were eight coins each.
After gathering this information, everyone felt disheartened during their evening meal, as if chewing wax.
Yu Ying purchased ink and several bamboo scrolls, listing all the expenses for clarity.
The face cream made from sheep fat and sixteen herbs, packaged in high-quality ceramic jars, sold for fifty coins with a cost of twenty coins, yielding a temporary profit of thirty coins.
The cheaper version, also made from sheep fat but with only five herbs and placed in lower-grade jars, was priced at thirty-five coins. Its cost was fifteen coins, yielding a temporary profit of twenty coins.
Song Sanlang's monthly rent for the house was four hundred coins, averaging a daily expense of eight coins. This totaled two hundred and forty coins a month, bringing the monthly total to six hundred and forty coins.
Selling one jar of each type of face cream daily would yield a monthly profit of fifteen hundred coins. After deducting over six hundred coins, there would be a surplus of over eight hundred coins.
This profit was similar to what the medical hall offered for fifty jars. Although the medical hall might increase their orders over time, and Song Sanlang's labor had to be considered, the key advantage was that the good reputation earned would be their own.
As long as the face cream was effective and superior to others', business might be slow initially, but after enduring the initial phase, customers would gradually come through word of mouth.
Despite this, attracting the first batch of customers was imperative to kickstart the business.
After much deliberation, Yu Ying, adhering to the principle that one cannot catch a wolf without risking the sheep, decided to distribute trial samples!
Everyone was initially stunned upon hearing Yu Ying's detailed calculations and her decision to offer trial samples.
The sister-in-law remarked, "But there are many who seek small advantages for free. If we give out samples to ten people, we can't be sure even one will return to buy."
Yu Ying replied with a smile, "I'll use small bamboo tubes, as wide as a thumb and shorter than it, for the samples. One jar of face cream can be divided into about sixteen or seventeen tubes. Each sample would last for two or three applications, enough to show its effects."
"Of course, we'll be selective about whom we give the samples to. Those genuinely interested in buying but find it expensive, and those dressed decently, will get them."
After pondering, she added, "If someone specifically asks for a trial size, we give them the cheaper version. Limit it to fifteen tubes a day and stop when they're gone."
After some contemplation, the elder brother spoke first, "This method is similar to the previous trials, but this time we're letting them take it home to use."
Yu Ying nodded and continued, "It would be best if you remember who has been given samples, to avoid repeat giveaways."
Song Sanlang asked, "What if they send family members to collect more?"
Yu Ying furrowed her brows in thought and replied, "If someone comes asking for a trial size right away, pay close attention and inquire about how they heard of us. If they mention a referral, offer only a one-time on-the-spot trial to prevent hoarding for small gains."
"Let’s try this for a few days. The limited daily quantity won’t cause much loss. If effective, we'll set up a more impressive stall and add a sign."
For some reason, this untested plan filled everyone with a spirit of trust and determination, brimming with enthusiasm despite the uncertainty ahead.
After deciding, Fu Zhen went to find small bamboo tubes, and together with Song Sanlang, they began preparing the trial-sized containers.
Yu Ying also spent some silver to buy thirty jars of each of the two different types.
The lids and bottoms of the ceramic jars were stamped with a small red seal. The seal, personally inscribed by Yu Ying, bore the words “Ru Yu Fang” (Like Jade Workshop).
The seal was small and simple, designed for instant recognition rather than ornateness.
Ordinary stalls wouldn't go to such lengths, but Yu Ying wanted to stand out. Even if others were to imitate, she would still be ahead, her reputation already established.
Fu Wei waited for eleven days, but instead of the person he hoped for, he received a bamboo scroll.
After reading it, he gave the coachman ten coins.
Having received the scroll, Fu Wei was distracted all day, frequently glancing in the direction of the county seat.
The letter mentioned that they might need to stay in the county seat for some time.
Stay for some time...
But how many days exactly would that be?
In the silence, the voice of Sun, the assistant, came from behind with a hint of familiarity: "Does young master Fu have any free time after your duties today?"
Turning around, Fu Wei saw Sun, the assistant, approaching with a smile.
Fu Wei also smiled and asked, "May I know what brings Assistant Sun here?"
With insincerity, Sun said, "I feel there's been a misunderstanding between young master Fu and myself, so I plan to host a dinner at my place. I'd like to invite you and Huo, the court officer, for a drink and to clear up this misunderstanding."
Ever since this disabled person arrived half a month ago, Sun felt the superior's increasing reliance on him and his own growing neglect.
If this continued, he feared he might have to cede his position as the right-hand assistant to this disabled person.
He couldn't just sit back and wait for his downfall!
Fu Wei smiled, "As fellow assistants, it's natural for us to work together to alleviate the superior's concerns. Friction in daily work is normal; where does the question of a misunderstanding arise?"
"Besides, at my home, I have only an elderly mother and two young children. If I drink too much in the evening, I fear I won't be able to take care of them. But not drinking at all would be quite dull. I think it's best if I don't join, and the rest of you go ahead."
Sun was momentarily speechless, then added, "How can that be? I've already told everyone that young master Fu would be joining. They are all looking forward to it. If you don’t go, that would indeed be a disappointment."
As Fu Wei was about to speak, a cold voice suddenly came from behind: "The superior has been tirelessly pondering policy implementation these days, and yet Assistant Sun finds leisure to indulge in drinking and merriment. Perhaps he has too much free time?"
