Chapter 75
Hearing this sarcasm, Sun, the assistant, frowned and looked up. Although he couldn't see the speaker, he knew who it was.
He retorted coldly, "The superior's dedication naturally concerns us all. My invitation to young master Fu for a drink was merely to discuss strategies to alleviate the superior's worries." He added with a sneer, "Mr. Qian judges others by his narrow standards, and his intention to sideline me is quite apparent, isn't it?"
Mr. Qian, the assistant, walked out from behind a pillar with his chin slightly raised, arrogantly scanning Fu Wei in his wheelchair before turning to Sun with a scoff: "Who is more purpose-driven here is quite evident, I believe."
Sun narrowed his eyes and chuckled coldly, "Is Mr. Qian trying to sow discord?"
Mr. Qian glanced at him with a half-smile, then gave Fu Wei the same look.
"I simply can't bother with someone as pretentious as you, and as for stirring up trouble, the three of us here know the truth. Why ask and embarrass yourself?"
Fu Wei raised an eyebrow slightly. The bickering and tension between Sun and Qian had been evident several times since he arrived at the office half a month ago, just as Huo, the court officer, had said — they were like fire and water.
Huo, the court officer, often said, if the two are outside the superior's presence, it's best to stay as far away from them as possible.
Indeed, seeing the two assistants in the same corridor, the yamen runners kept their distance, not daring to approach.
Annoyed, Sun turned to Fu Wei and asked, "Tell me, young master Fu, have I ever schemed against you?!"
Fu Wei: ……
Whether there was scheming or not, they both knew it well. Asking out loud wasn't wise.
Clearly, Qian and Sun were keen to see which side he would take today. Even the slightest bias, as thin as a hair, would categorize him with the opposing party.
One was the old subordinate of County Magistrate Zhou; the other, not particularly talented, but adept at gaining people's favor.
In this situation, Fu Wei didn’t wish to align with either side.
He smiled and calmly said, "Both of you are my seniors, and I wouldn't speak disrespectfully or offer assistance. Please forgive this junior for not being able to accompany you." He bowed respectfully according to the hierarchy of the assistants.
As he pushed his wheelchair, intending to leave, he was blocked by Assistant Sun, who asked, "Young master Fu, won't you even give me this much face?"
Assistant Sun, around fifty years old, could indeed be addressed as an elder, but his demeanor suggested a certain condescension.
Fu Wei, hands resting above his knees, smiled at Sun, "Everyone in the county office says Mr. Sun is easy to get along with and dislikes troubling others. Surely, you wouldn't want to trouble me, right, Mr. Sun?"
Caught off guard by this response, Sun was momentarily speechless, while Mr. Qian chuckled softly before turning to leave.
Sun watched Fu Wei, seated in his plain wheelchair, with a deeply thoughtful gaze at his graceful and elegant demeanor.
This smile was truly irksome.
It seemed almost to mock his lack of achievement.
Perhaps it's best not to drink after all!
He stepped aside, feigning regret, "Since young master Fu is unwilling to come, let's leave it at that. I won’t insist."
Fu Wei thanked him, "I appreciate your understanding, Assistant Sun."
With that, he slowly passed by Sun.
Sun watched Fu Wei’s retreating figure, his expression gradually darkening.
The Sun family still had a table full of fine wine and dishes, but Fu Wei didn’t attend.
Lu, the record keeper, and Huo, the court officer, were both present.
Lu sat alone, drinking sullenly, as if his current dissatisfaction filled him with worries.
Someone commented, "That assistant is just a newcomer who gained the superior’s favor by chance. He’s so arrogant, disregarding even Mr. Sun’s goodwill by refusing to attend the banquet!"
Assistant Sun sighed and poured wine for Lu, lamenting, "I had hoped to use this dinner to clear up any misunderstandings between young master Fu, myself, and Lu, the record keeper. Such a pity..."
Sun sighed again, "It's a pity. Now that I'm old and less useful, even my words carry no weight."
Lu, the record keeper, scoffed, "Let's see how long he can be arrogant. A disabled person, unimpressive in appearance, hardly fit for refined society."
At this, Huo, the court officer, also shook his head, "I think so too. The superior values him now only for the insights he gained as the son of a governor. Once his limited knowledge is exhausted, I doubt the superior will keep him."
Surprised, Sun looked at Huo and asked, "Aren't you and young master Fu usually on good terms? Why would you say such things?"
Huo replied with a smile, "I've only known him for a few days. How can that compare to your and Lu’s long-standing rapport? My current amicability with him is merely for personal gain."
Having been in the office for half a month, and with the known case of Lu's capable and money-earning daughter-in-law, everyone was aware that Fu Wei’s family was resourceful.
Moving from the poorest village in Yu County to near the county office suggested they had some wealth.
The county office wasn’t a place of pure integrity. Though the atmosphere had improved since the former county magistrate's tenure, minor graft was overlooked as long as the job was done well.
Therefore, everyone believed Huo’s statement without doubt.
Someone nudged Huo playfully, asking, "How much have you gained from this arrangement?"
Huo curled his lips into a smile and held up a finger, "In just about four months, this much."
Someone guessed, "A hundred coins?"
Huo looked at him with disdain, "Would a mere hundred coins be worth my flattery?"
The crowd paused, astonished, "A thousand coins?"
Huo just smiled and said nothing, and everyone immediately understood. No wonder Huo was so close to that disabled man. They would do the same!
Hearing Huo's words, Sun was relieved to know that Huo wasn’t genuinely friendly with Fu Wei.
After a hearty meal, the guests dispersed, with Lu being the last to leave.
Sun patted Lu’s shoulder resignedly, "When his influence grows, the office will probably oust us."
He sighed deeply, "Time ages us all, whether we like it or not. It’s only natural for the younger generation to replace us. But Lu, you are in your prime. You could have risen to chief clerk in a few years, but... well, let's not dwell on it. For now, you must clear up any misunderstandings with young master Fu to secure your position. Otherwise, once he rises to power, we'll be the first ones he gets rid of."
Speaking thus, Sun walked towards his house, a solitary figure with hands clasped behind his back.
Lu, the record keeper, watched Sun's lonely departing figure and thought of his once smooth-sailing career prospects...
At this thought, his eyes filled with a sense of gloom.
He had not returned home for a long time, unable to help but resent his elder brother.
His anger also made it impossible not to direct his frustration towards Fu Wei.
However, Sun's words had enlightened him: Fu Wei was the key to whether he could stay or leave the office!
Instead of trying to ingratiate himself with Fu Wei, it would be better to make Fu Wei leave the office.
With Fu Wei gone, there would be no one left in the office to target him!
After Lu staggered away, Huo, the court officer, who had returned unnoticed, stepped out from behind the dimly lit wall, his brow furrowed.
He had initially thought Sun was easy to get along with, but after Fu Wei's insight, he decided to test Sun himself.
Earlier that day, Fu Wei had spoken to him about the banquet, asking him not to speak well of him at the event.
Fu Wei also explained that his apparent closeness was merely to extract benefits, a tactic to make Sun lower his guard and reveal his true intentions.
Fu Wei had said he wouldn't attend the banquet, knowing it would infuriate Sun and change his goal from winning Fu Wei over to getting rid of him.
Huo, the court officer, came with a skeptical attitude. Tonight, all the conversations he heard seemed to subtly incite hostility towards Fu Wei.
This was also true for the recent words of Sun, the assistant, to Lu, the record keeper.
To an involved party, these words might not seem problematic, but to an observer, they were not advising but rather fanning the flames.
In the county seat of Cangwu County.
Yu Ying and her brother and sister-in-law needed to stay in the county seat for a few more days. Staying at an inn was costly, and frequent use of the kitchen was not allowed, making meals relatively expensive. Hence, they temporarily rented a house.
The 400-coin courtyard had only one bedroom, a hall, and a latrine. The courtyard itself was just a narrow passage, enough to hang clothes and cook meals.
During their stay in the county seat, Yu Ying and her sister-in-law lived in the inner room, while the two men slept in the hall.
It was already winter, but fortunately, the hall had a thick curtain over the door to keep out the wind. Burning some firewood in the evening made it much warmer than a thatched cottage.
Yu Ying planned to stay for about seven more days before leaving.
The day after the coachman left, they set up their small stall.
Considering the distance from their residence to the stall, Yu Ying had a square table custom-made at a carpenter's workshop.
The legs and top of the table were detachable, with foldable legs for easy transport.
The table wasn’t very large, but it was quite high.
There were two holes carved at either end of the table top. Two half-staff-length bamboo poles with notches were inserted into these holes, and a lightweight signboard was fixed at the top of the poles, bearing the words "Ru Yu Fang · Face Cream."
Finally, a clean, plain cloth was spread on the table, covering half of its edges, giving their small stall a proper and neat appearance.
The stalls on the street typically consisted of portable low tables or long benches; some just used a cloth or a winnowing basket. Only those living nearby would actually bring a high table.
Their stall stood out distinctly from the ordinary ones, appearing more upscale. This justified the higher prices of their products.
The trial-sized bamboo tubes, with the outer green layer removed and stamped with the red seal of "Ru Yu Fang," ensured that people would remember their brand.
On the first day of setting up the stall, they didn't need to shout to attract attention; people were naturally curious about what this new stall was selling.
Most of the visitors were women.
Seeing young wives and unmarried girls, Yu Ying would demonstrate the face cream on her own hand, then invite them to try it and smell the fragrance.
A woman asked, "What if we try it and then don’t buy it?"
Yu Ying replied with a smile, "Then consider it making a new friend. If you think of buying face cream in the future, you're always welcome to visit my stall."
Hearing this, a woman extended her hand with a smile, "Then let me try it."
Yu Ying used a bamboo stick to scoop out a small amount. Whenever someone extended their hand, she would apply a little, explaining, "This face cream is made with sixteen herbs. Regular application keeps the skin smooth. If your skin feels a bit cracked, applying it overnight can improve it by seventy to eighty percent by the next day."
There were four or five female customers at the stall, all dressed neatly and modestly, not from wealthy families but clearly well-off.
When asked about the price, Yu Ying explained, "The one made with sixteen herbs is fifty coins, and the one with five herbs is thirty-five coins."
Someone exclaimed in surprise, "That expensive?!"
Someone who was examining the exquisite ceramic jar, upon hearing the price, quickly put it down.
Yu Ying said, "The cheapest face cream made with medicinal herbs in medical halls costs at least forty to fifty coins. I'm selling mine at this price, which is hardly expensive."
"But how can we know for sure that your face cream is really made with herbs? Is it truly effective?"
Yu Ying brought out the trial face cream, saying, "I have some samples here. If you doubt its effectiveness, you can try it for a couple of days first. If it works, you can come back to buy."
Several people were surprised.
"It's free? We don't have to buy a jar first to get a sample? You're just giving it away?"
Yu Ying replied with a beaming smile, "Yes, it's free, as a way to build a connection."
Although people were cautious about free items, their wariness was minimal. Once one person reached out to take a sample, others followed.
All four female customers at the stall took a trial sample and left.
Some male customers also stopped by, and Yu Ying gave away samples of both the cheaper and more expensive face creams.
By the end of the day, they hadn't sold many jars of face cream, but nearly all of the thirty trial tubes had been given away.
The second day was the same.
However, they still managed to sell four or five jars of face cream at different prices each day. Although the sales were less than the initial days of aggressive promotion, after deducting various expenses, they still made a profit of around two hundred coins a day.
After two days, the sight of four or five hundred copper coins was dazzling.
Song Sanlang exclaimed in amazement, "I used to think earning fifty coins a day was the limit, but it seems I was too conservative."
Not just him, all three of them thought the same.
Yu Ying remarked, "I never expected setting up a stall in the county seat could earn so much money."
Yu Ying had once worried about refusing the medical hall's offer, but now it seemed like a blessing in disguise!
Wen Xing commented, "I think our stall attracts customers because it's clean and tidy."
Indeed, if they had continued to set up their stall with just a long bench as before, it would have been challenging to attract new customers, especially when the taciturn Song Sanlang was in charge.
Despite the considerable profits these days, they had yet to recover their initial expenses.
Yu Ying calculated the costs, not including the earnings. Including the initial twenty jars of face cream and other expenses, they had spent over two thousand coins.
The sale of about twenty to thirty jars so far had only brought in around fifteen hundred coins, far from breaking even.
Setting aside these concerns for now, the face cream business was taking off, and it was time to think about distributing profits to Song Sanlang.
After much thought and consulting with her sister-in-law, Yu Ying felt confident about her plan and approached Song Sanlang to discuss it.
"Song, staying in the county seat to sell face cream, I've thought about the profit sharing – for each jar sold, we'll calculate four and six coins respectively for the two types. For the rent of this house, the family will pay seventy percent, and you'll cover thirty percent, plus an additional hundred coins monthly for food expenses..."
Before Yu Ying could finish, Song Sanlang interrupted, "Let's not complicate things. We'll just go with the four and six coins arrangement. I'll handle the rest myself. I have my reasons for wanting to stay in the county seat, especially with the constant trouble at the old house. I'll find a way to cover my food and rent."
Wen Xing softly added, "Yu Ying always keeps personal and business matters separate. If she says this, it means she's given it thorough consideration."
Yu Ying looked at her sister-in-law in surprise, realizing Wen Xing was increasingly understanding her.
Noticing Yu Ying's gaze, Wen Xing smiled warmly, her eyes curving into crescents.
Yu Ying once again noted how similar Wen Xing was to Ning Ning, not just in appearance but in temperament too.
Yu Ying felt a guilty urge to pinch Wen Xing’s cheek, just as she would with Ning Ning.
Fu Zhen, witnessing this exchange, coughed deeply to interrupt the sisterly moment.
Yu Ying refocused and said to Song Sanlang, "My sister-in-law is right. I always keep personal and professional matters separate. We must calculate what's due. If we share the profits, we should also share the responsibilities and costs."
Song Sanlang opened his mouth as if to say something, but ultimately, he remained silent.
Understanding his thoughts, Yu Ying said, "If Song wishes to repay me for treating his foot, then consider giving me twenty coins as medical fees. That way, we can call it even."
But how could twenty coins settle everything!
Not to mention anything else, just Fu carrying him all the way back to the village from his employer’s place was a debt that couldn't be cleared!
Song Sanlang sighed and conceded, "Then let’s proceed as you initially suggested."
Yu Ying nodded lightly and continued, "We will be leaving in a few days. Before we go, I’ll prepare about two hundred and fifty jars of face cream. It’s already November, and in less than two months, it will be the New Year. If you sell them all before then, you can return earlier; otherwise, make sure you come back by the 28th of the year’s end."
She had brought enough medicinal herbs to the county seat, and for the other ingredients from different regions, she could simply purchase them from the medical hall.
Although Yu Ying wanted to stay and manage the face cream stall, not only would it cause misunderstandings due to her and Song Sanlang being alone, but she also needed to tend to the medicinal herbs at home during the cold winter.
Although winters in Lingnan are short, the cold can be deadly when it hits.
The low cost of the face cream was possible because she could source her own herbs, so she needed to keep a firm handle on that aspect.
On the fourth day of the stall, they encountered some trouble.
Several groups came asking for samples, mostly women over thirty and men in their forties and fifties.
There had been inquiries about samples the previous day, but not as many as today.
Word had spread about the free face cream, and Yu Ying was pleased with this effect. At least now, "Ru Yu Fang" face cream was known, not just another obscure stall.
Before, when people hadn't even heard of it, even offering a free trial tube with a purchase wouldn't have drawn a second glance.
Instead, people might think the profit margins on the face cream were high, hence the extra tube given away, and they wouldn't want to be taken advantage of.
To those asking for samples, Yu Ying smiled and changed her response: "We initially gave some away as a grand opening gesture, but we're not doing that anymore."
A woman with a loud voice exclaimed, "So, what you're saying is that the free face cream you gave away before was just a trick to deceive people?!"
Her loud exclamation indeed attracted the attention of many passersby.
Yu Ying's smile slightly faded as she explained, "I never claimed to give away face cream for the opening. I only gave samples to a few customers to try. Where does this accusation of deceit come from?"
"Tch, saying one thing to one person and another behind their back. You just don't want to give it to us, do you? You think we can't afford it, looking down on us like that, right?!" the woman retorted.
As she spoke, she slammed her palm onto the table with such force that the jars of face cream rattled.
Expecting such unreasonable behavior, Yu Ying remained calm and looked towards her elder brother and Song Sanlang.
Understanding her cue, the two men approached.
The presence of the two sturdy and tall men, standing on either side of the stall like formidable guardians, was highly intimidating.
Yu Ying thought they resembled more of 'enforcers' than guardian deities.
The previously aggressive woman, who had relied on there being only two young women at the stall, seemingly easy targets, quickly lost her confidence upon seeing the two strong men.
Yu Ying then played the role of the 'good cop', smiling warmly as she picked up the sample face cream, "Although we don't have free samples anymore, you can still try our face cream here."
The middle-aged woman coughed and backed down, "Why didn't you say so earlier?"
Yu Ying scooped out some of the cheaper face cream.
She applied a little to the hands of those at the stall.
The gathered crowd moved closer, drawn by the commotion.
The scene around the small stall was lively.
Seeing the opportunity, Yu Ying quickly said, "If you can bring someone to 'Ru Yu Fang' to buy face cream, I'll give you a tube of sample cream for each jar sold. Used sparingly, it can last several applications, worth about four or five coins."
The onlookers, now intrigued, asked, "Is that really true?"
Yu Ying nodded, "Bring someone to 'Ru Yu Fang' to buy face cream, and I'll give you the sample. But this offer is only for the next three days. After that, I won't be here to ensure the continuation of this offer."
Repeating "Ru Yu Fang" ensured they would remember the brand name.
Hearing this, the bargain-loving onlookers began to quietly calculate the benefits in their minds.
Yu Ying, seeing that they had calmed down, let out a sigh of relief and exchanged a knowing smile with her sister-in-law.
Her sister-in-law, too, patted her chest in relief and returned the smile.
It had been several months since her sister-in-law returned from the stone quarry.
Initially, due to the harsh environment of the quarry, she was as skittish as a startled bird, easily frightened by any loud noise.
Gradually, as life stabilized, she became less prone to panic, showing a soft exterior but with an underlying resilience.
This seemingly fragile woman, after her husband's death, sought justice but was instead beaten, leading to her return home.
Returning home penniless, she had to deal with the aftermath of her mother-in-law and husband's deaths, care for her two sickly children, and occasionally look after her disabled brother-in-law.
Such resilience was something many others could not match.
Fu Wei, perhaps influenced by his sister-in-law and his own experiences of losing his birth mother and an estranged brother, managed to find the strength to carry on.
However, by then, the Fu family was already in decline, beyond his capacity to turn things around.
It was understandable why Fu Wei eventually became cold-hearted.
Over the past half a month, Yu Ying had been as busy as a spinning top, with no free time. Now, she found herself thinking of Fu Wei and instinctively looked towards Yu County.
After half a year of living together, Yu Ying had developed deep bonds with every member of the Fu family, so now her heart was filled with longing and the desire to return.
— She was starting to miss home.
Chapter 75
Hearing this sarcasm, Sun, the assistant, frowned and looked up. Although he couldn't see the speaker, he knew who it was.
He retorted coldly, "The superior's dedication naturally concerns us all. My invitation to young master Fu for a drink was merely to discuss strategies to alleviate the superior's worries." He added with a sneer, "Mr. Qian judges others by his narrow standards, and his intention to sideline me is quite apparent, isn't it?"
Mr. Qian, the assistant, walked out from behind a pillar with his chin slightly raised, arrogantly scanning Fu Wei in his wheelchair before turning to Sun with a scoff: "Who is more purpose-driven here is quite evident, I believe."
Sun narrowed his eyes and chuckled coldly, "Is Mr. Qian trying to sow discord?"
Mr. Qian glanced at him with a half-smile, then gave Fu Wei the same look.
"I simply can't bother with someone as pretentious as you, and as for stirring up trouble, the three of us here know the truth. Why ask and embarrass yourself?"
Fu Wei raised an eyebrow slightly. The bickering and tension between Sun and Qian had been evident several times since he arrived at the office half a month ago, just as Huo, the court officer, had said — they were like fire and water.
Huo, the court officer, often said, if the two are outside the superior's presence, it's best to stay as far away from them as possible.
Indeed, seeing the two assistants in the same corridor, the yamen runners kept their distance, not daring to approach.
Annoyed, Sun turned to Fu Wei and asked, "Tell me, young master Fu, have I ever schemed against you?!"
Fu Wei: ……
Whether there was scheming or not, they both knew it well. Asking out loud wasn't wise.
Clearly, Qian and Sun were keen to see which side he would take today. Even the slightest bias, as thin as a hair, would categorize him with the opposing party.
One was the old subordinate of County Magistrate Zhou; the other, not particularly talented, but adept at gaining people's favor.
In this situation, Fu Wei didn’t wish to align with either side.
He smiled and calmly said, "Both of you are my seniors, and I wouldn't speak disrespectfully or offer assistance. Please forgive this junior for not being able to accompany you." He bowed respectfully according to the hierarchy of the assistants.
As he pushed his wheelchair, intending to leave, he was blocked by Assistant Sun, who asked, "Young master Fu, won't you even give me this much face?"
Assistant Sun, around fifty years old, could indeed be addressed as an elder, but his demeanor suggested a certain condescension.
Fu Wei, hands resting above his knees, smiled at Sun, "Everyone in the county office says Mr. Sun is easy to get along with and dislikes troubling others. Surely, you wouldn't want to trouble me, right, Mr. Sun?"
Caught off guard by this response, Sun was momentarily speechless, while Mr. Qian chuckled softly before turning to leave.
Sun watched Fu Wei, seated in his plain wheelchair, with a deeply thoughtful gaze at his graceful and elegant demeanor.
This smile was truly irksome.
It seemed almost to mock his lack of achievement.
Perhaps it's best not to drink after all!
He stepped aside, feigning regret, "Since young master Fu is unwilling to come, let's leave it at that. I won’t insist."
Fu Wei thanked him, "I appreciate your understanding, Assistant Sun."
With that, he slowly passed by Sun.
Sun watched Fu Wei’s retreating figure, his expression gradually darkening.
The Sun family still had a table full of fine wine and dishes, but Fu Wei didn’t attend.
Lu, the record keeper, and Huo, the court officer, were both present.
Lu sat alone, drinking sullenly, as if his current dissatisfaction filled him with worries.
Someone commented, "That assistant is just a newcomer who gained the superior’s favor by chance. He’s so arrogant, disregarding even Mr. Sun’s goodwill by refusing to attend the banquet!"
Assistant Sun sighed and poured wine for Lu, lamenting, "I had hoped to use this dinner to clear up any misunderstandings between young master Fu, myself, and Lu, the record keeper. Such a pity..."
Sun sighed again, "It's a pity. Now that I'm old and less useful, even my words carry no weight."
Lu, the record keeper, scoffed, "Let's see how long he can be arrogant. A disabled person, unimpressive in appearance, hardly fit for refined society."
At this, Huo, the court officer, also shook his head, "I think so too. The superior values him now only for the insights he gained as the son of a governor. Once his limited knowledge is exhausted, I doubt the superior will keep him."
Surprised, Sun looked at Huo and asked, "Aren't you and young master Fu usually on good terms? Why would you say such things?"
Huo replied with a smile, "I've only known him for a few days. How can that compare to your and Lu’s long-standing rapport? My current amicability with him is merely for personal gain."
Having been in the office for half a month, and with the known case of Lu's capable and money-earning daughter-in-law, everyone was aware that Fu Wei’s family was resourceful.
Moving from the poorest village in Yu County to near the county office suggested they had some wealth.
The county office wasn’t a place of pure integrity. Though the atmosphere had improved since the former county magistrate's tenure, minor graft was overlooked as long as the job was done well.
Therefore, everyone believed Huo’s statement without doubt.
Someone nudged Huo playfully, asking, "How much have you gained from this arrangement?"
Huo curled his lips into a smile and held up a finger, "In just about four months, this much."
Someone guessed, "A hundred coins?"
Huo looked at him with disdain, "Would a mere hundred coins be worth my flattery?"
The crowd paused, astonished, "A thousand coins?"
Huo just smiled and said nothing, and everyone immediately understood. No wonder Huo was so close to that disabled man. They would do the same!
Hearing Huo's words, Sun was relieved to know that Huo wasn’t genuinely friendly with Fu Wei.
After a hearty meal, the guests dispersed, with Lu being the last to leave.
Sun patted Lu’s shoulder resignedly, "When his influence grows, the office will probably oust us."
He sighed deeply, "Time ages us all, whether we like it or not. It’s only natural for the younger generation to replace us. But Lu, you are in your prime. You could have risen to chief clerk in a few years, but... well, let's not dwell on it. For now, you must clear up any misunderstandings with young master Fu to secure your position. Otherwise, once he rises to power, we'll be the first ones he gets rid of."
Speaking thus, Sun walked towards his house, a solitary figure with hands clasped behind his back.
Lu, the record keeper, watched Sun's lonely departing figure and thought of his once smooth-sailing career prospects...
At this thought, his eyes filled with a sense of gloom.
He had not returned home for a long time, unable to help but resent his elder brother.
His anger also made it impossible not to direct his frustration towards Fu Wei.
However, Sun's words had enlightened him: Fu Wei was the key to whether he could stay or leave the office!
Instead of trying to ingratiate himself with Fu Wei, it would be better to make Fu Wei leave the office.
With Fu Wei gone, there would be no one left in the office to target him!
After Lu staggered away, Huo, the court officer, who had returned unnoticed, stepped out from behind the dimly lit wall, his brow furrowed.
He had initially thought Sun was easy to get along with, but after Fu Wei's insight, he decided to test Sun himself.
Earlier that day, Fu Wei had spoken to him about the banquet, asking him not to speak well of him at the event.
Fu Wei also explained that his apparent closeness was merely to extract benefits, a tactic to make Sun lower his guard and reveal his true intentions.
Fu Wei had said he wouldn't attend the banquet, knowing it would infuriate Sun and change his goal from winning Fu Wei over to getting rid of him.
Huo, the court officer, came with a skeptical attitude. Tonight, all the conversations he heard seemed to subtly incite hostility towards Fu Wei.
This was also true for the recent words of Sun, the assistant, to Lu, the record keeper.
To an involved party, these words might not seem problematic, but to an observer, they were not advising but rather fanning the flames.
In the county seat of Cangwu County.
Yu Ying and her brother and sister-in-law needed to stay in the county seat for a few more days. Staying at an inn was costly, and frequent use of the kitchen was not allowed, making meals relatively expensive. Hence, they temporarily rented a house.
The 400-coin courtyard had only one bedroom, a hall, and a latrine. The courtyard itself was just a narrow passage, enough to hang clothes and cook meals.
During their stay in the county seat, Yu Ying and her sister-in-law lived in the inner room, while the two men slept in the hall.
It was already winter, but fortunately, the hall had a thick curtain over the door to keep out the wind. Burning some firewood in the evening made it much warmer than a thatched cottage.
Yu Ying planned to stay for about seven more days before leaving.
The day after the coachman left, they set up their small stall.
Considering the distance from their residence to the stall, Yu Ying had a square table custom-made at a carpenter's workshop.
The legs and top of the table were detachable, with foldable legs for easy transport.
The table wasn’t very large, but it was quite high.
There were two holes carved at either end of the table top. Two half-staff-length bamboo poles with notches were inserted into these holes, and a lightweight signboard was fixed at the top of the poles, bearing the words "Ru Yu Fang · Face Cream."
Finally, a clean, plain cloth was spread on the table, covering half of its edges, giving their small stall a proper and neat appearance.
The stalls on the street typically consisted of portable low tables or long benches; some just used a cloth or a winnowing basket. Only those living nearby would actually bring a high table.
Their stall stood out distinctly from the ordinary ones, appearing more upscale. This justified the higher prices of their products.
The trial-sized bamboo tubes, with the outer green layer removed and stamped with the red seal of "Ru Yu Fang," ensured that people would remember their brand.
On the first day of setting up the stall, they didn't need to shout to attract attention; people were naturally curious about what this new stall was selling.
Most of the visitors were women.
Seeing young wives and unmarried girls, Yu Ying would demonstrate the face cream on her own hand, then invite them to try it and smell the fragrance.
A woman asked, "What if we try it and then don’t buy it?"
Yu Ying replied with a smile, "Then consider it making a new friend. If you think of buying face cream in the future, you're always welcome to visit my stall."
Hearing this, a woman extended her hand with a smile, "Then let me try it."
Yu Ying used a bamboo stick to scoop out a small amount. Whenever someone extended their hand, she would apply a little, explaining, "This face cream is made with sixteen herbs. Regular application keeps the skin smooth. If your skin feels a bit cracked, applying it overnight can improve it by seventy to eighty percent by the next day."
There were four or five female customers at the stall, all dressed neatly and modestly, not from wealthy families but clearly well-off.
When asked about the price, Yu Ying explained, "The one made with sixteen herbs is fifty coins, and the one with five herbs is thirty-five coins."
Someone exclaimed in surprise, "That expensive?!"
Someone who was examining the exquisite ceramic jar, upon hearing the price, quickly put it down.
Yu Ying said, "The cheapest face cream made with medicinal herbs in medical halls costs at least forty to fifty coins. I'm selling mine at this price, which is hardly expensive."
"But how can we know for sure that your face cream is really made with herbs? Is it truly effective?"
Yu Ying brought out the trial face cream, saying, "I have some samples here. If you doubt its effectiveness, you can try it for a couple of days first. If it works, you can come back to buy."
Several people were surprised.
"It's free? We don't have to buy a jar first to get a sample? You're just giving it away?"
Yu Ying replied with a beaming smile, "Yes, it's free, as a way to build a connection."
Although people were cautious about free items, their wariness was minimal. Once one person reached out to take a sample, others followed.
All four female customers at the stall took a trial sample and left.
Some male customers also stopped by, and Yu Ying gave away samples of both the cheaper and more expensive face creams.
By the end of the day, they hadn't sold many jars of face cream, but nearly all of the thirty trial tubes had been given away.
The second day was the same.
However, they still managed to sell four or five jars of face cream at different prices each day. Although the sales were less than the initial days of aggressive promotion, after deducting various expenses, they still made a profit of around two hundred coins a day.
After two days, the sight of four or five hundred copper coins was dazzling.
Song Sanlang exclaimed in amazement, "I used to think earning fifty coins a day was the limit, but it seems I was too conservative."
Not just him, all three of them thought the same.
Yu Ying remarked, "I never expected setting up a stall in the county seat could earn so much money."
Yu Ying had once worried about refusing the medical hall's offer, but now it seemed like a blessing in disguise!
Wen Xing commented, "I think our stall attracts customers because it's clean and tidy."
Indeed, if they had continued to set up their stall with just a long bench as before, it would have been challenging to attract new customers, especially when the taciturn Song Sanlang was in charge.
Despite the considerable profits these days, they had yet to recover their initial expenses.
Yu Ying calculated the costs, not including the earnings. Including the initial twenty jars of face cream and other expenses, they had spent over two thousand coins.
The sale of about twenty to thirty jars so far had only brought in around fifteen hundred coins, far from breaking even.
Setting aside these concerns for now, the face cream business was taking off, and it was time to think about distributing profits to Song Sanlang.
After much thought and consulting with her sister-in-law, Yu Ying felt confident about her plan and approached Song Sanlang to discuss it.
"Song, staying in the county seat to sell face cream, I've thought about the profit sharing – for each jar sold, we'll calculate four and six coins respectively for the two types. For the rent of this house, the family will pay seventy percent, and you'll cover thirty percent, plus an additional hundred coins monthly for food expenses..."
Before Yu Ying could finish, Song Sanlang interrupted, "Let's not complicate things. We'll just go with the four and six coins arrangement. I'll handle the rest myself. I have my reasons for wanting to stay in the county seat, especially with the constant trouble at the old house. I'll find a way to cover my food and rent."
Wen Xing softly added, "Yu Ying always keeps personal and business matters separate. If she says this, it means she's given it thorough consideration."
Yu Ying looked at her sister-in-law in surprise, realizing Wen Xing was increasingly understanding her.
Noticing Yu Ying's gaze, Wen Xing smiled warmly, her eyes curving into crescents.
Yu Ying once again noted how similar Wen Xing was to Ning Ning, not just in appearance but in temperament too.
Yu Ying felt a guilty urge to pinch Wen Xing’s cheek, just as she would with Ning Ning.
Fu Zhen, witnessing this exchange, coughed deeply to interrupt the sisterly moment.
Yu Ying refocused and said to Song Sanlang, "My sister-in-law is right. I always keep personal and professional matters separate. We must calculate what's due. If we share the profits, we should also share the responsibilities and costs."
Song Sanlang opened his mouth as if to say something, but ultimately, he remained silent.
Understanding his thoughts, Yu Ying said, "If Song wishes to repay me for treating his foot, then consider giving me twenty coins as medical fees. That way, we can call it even."
But how could twenty coins settle everything!
Not to mention anything else, just Fu carrying him all the way back to the village from his employer’s place was a debt that couldn't be cleared!
Song Sanlang sighed and conceded, "Then let’s proceed as you initially suggested."
Yu Ying nodded lightly and continued, "We will be leaving in a few days. Before we go, I’ll prepare about two hundred and fifty jars of face cream. It’s already November, and in less than two months, it will be the New Year. If you sell them all before then, you can return earlier; otherwise, make sure you come back by the 28th of the year’s end."
She had brought enough medicinal herbs to the county seat, and for the other ingredients from different regions, she could simply purchase them from the medical hall.
Although Yu Ying wanted to stay and manage the face cream stall, not only would it cause misunderstandings due to her and Song Sanlang being alone, but she also needed to tend to the medicinal herbs at home during the cold winter.
Although winters in Lingnan are short, the cold can be deadly when it hits.
The low cost of the face cream was possible because she could source her own herbs, so she needed to keep a firm handle on that aspect.
On the fourth day of the stall, they encountered some trouble.
Several groups came asking for samples, mostly women over thirty and men in their forties and fifties.
There had been inquiries about samples the previous day, but not as many as today.
Word had spread about the free face cream, and Yu Ying was pleased with this effect. At least now, "Ru Yu Fang" face cream was known, not just another obscure stall.
Before, when people hadn't even heard of it, even offering a free trial tube with a purchase wouldn't have drawn a second glance.
Instead, people might think the profit margins on the face cream were high, hence the extra tube given away, and they wouldn't want to be taken advantage of.
To those asking for samples, Yu Ying smiled and changed her response: "We initially gave some away as a grand opening gesture, but we're not doing that anymore."
A woman with a loud voice exclaimed, "So, what you're saying is that the free face cream you gave away before was just a trick to deceive people?!"
Her loud exclamation indeed attracted the attention of many passersby.
Yu Ying's smile slightly faded as she explained, "I never claimed to give away face cream for the opening. I only gave samples to a few customers to try. Where does this accusation of deceit come from?"
"Tch, saying one thing to one person and another behind their back. You just don't want to give it to us, do you? You think we can't afford it, looking down on us like that, right?!" the woman retorted.
As she spoke, she slammed her palm onto the table with such force that the jars of face cream rattled.
Expecting such unreasonable behavior, Yu Ying remained calm and looked towards her elder brother and Song Sanlang.
Understanding her cue, the two men approached.
The presence of the two sturdy and tall men, standing on either side of the stall like formidable guardians, was highly intimidating.
Yu Ying thought they resembled more of 'enforcers' than guardian deities.
The previously aggressive woman, who had relied on there being only two young women at the stall, seemingly easy targets, quickly lost her confidence upon seeing the two strong men.
Yu Ying then played the role of the 'good cop', smiling warmly as she picked up the sample face cream, "Although we don't have free samples anymore, you can still try our face cream here."
The middle-aged woman coughed and backed down, "Why didn't you say so earlier?"
Yu Ying scooped out some of the cheaper face cream.
She applied a little to the hands of those at the stall.
The gathered crowd moved closer, drawn by the commotion.
The scene around the small stall was lively.
Seeing the opportunity, Yu Ying quickly said, "If you can bring someone to 'Ru Yu Fang' to buy face cream, I'll give you a tube of sample cream for each jar sold. Used sparingly, it can last several applications, worth about four or five coins."
The onlookers, now intrigued, asked, "Is that really true?"
Yu Ying nodded, "Bring someone to 'Ru Yu Fang' to buy face cream, and I'll give you the sample. But this offer is only for the next three days. After that, I won't be here to ensure the continuation of this offer."
Repeating "Ru Yu Fang" ensured they would remember the brand name.
Hearing this, the bargain-loving onlookers began to quietly calculate the benefits in their minds.
Yu Ying, seeing that they had calmed down, let out a sigh of relief and exchanged a knowing smile with her sister-in-law.
Her sister-in-law, too, patted her chest in relief and returned the smile.
It had been several months since her sister-in-law returned from the stone quarry.
Initially, due to the harsh environment of the quarry, she was as skittish as a startled bird, easily frightened by any loud noise.
Gradually, as life stabilized, she became less prone to panic, showing a soft exterior but with an underlying resilience.
This seemingly fragile woman, after her husband's death, sought justice but was instead beaten, leading to her return home.
Returning home penniless, she had to deal with the aftermath of her mother-in-law and husband's deaths, care for her two sickly children, and occasionally look after her disabled brother-in-law.
Such resilience was something many others could not match.
Fu Wei, perhaps influenced by his sister-in-law and his own experiences of losing his birth mother and an estranged brother, managed to find the strength to carry on.
However, by then, the Fu family was already in decline, beyond his capacity to turn things around.
It was understandable why Fu Wei eventually became cold-hearted.
Over the past half a month, Yu Ying had been as busy as a spinning top, with no free time. Now, she found herself thinking of Fu Wei and instinctively looked towards Yu County.
After half a year of living together, Yu Ying had developed deep bonds with every member of the Fu family, so now her heart was filled with longing and the desire to return.
— She was starting to miss home.
