Chapter 72: Departing for the Prefecture City to Discuss Business – Another Encounter with Yu Guan and Shang Jinzhi

With the return of the third household, the Xu family had been lively for several days. Little Liu, in particular, clung to his mother for quite some time.

After resting at home for two days, Xu Youliang went to help at the pharmacy. Since the pharmacy belonged to Xu Nian as her private property, she had signed separate contracts with the second and third households.

Xu Youliang was responsible for managing the cultivation of medicinal herbs and would receive ten percent of the pharmacy’s profits. Xu Fugui was in charge of sales channels and would take twenty percent of the profits. Neither household had any objections; in fact, they were quite pleased with the arrangement.

That day, Xu Fugui returned to Lixue Courtyard reeking of alcohol. While helping him change clothes, Lady Zheng complained, “I don’t know if you’re out doing business or just enjoying yourself. You never go a day without drinking.”

Xu Fugui chuckled.

“In the past, I wanted to drink but couldn’t. But today, there’s actually good news—Kangbaotang’s young master has taken an interest in our medicinal herbs and is considering making a purchase.”

Before Xu Fugui could finish, Lady Zheng clapped her hands in delight. “That’s a big deal! Have you told Nian’er yet?”

“Can you let me finish first?”

Ever since Xu Nian mentioned that their second household would receive twenty percent of the pharmacy’s profits, Lady Zheng had been hoping Xu Fugui would find more buyers. At this moment, she didn’t mind his loud tone and urged him to continue.

“When I came back, I went to Qingteng Courtyard to tell Nian’er about it.

Kangbaotang has more than ten medical halls across the northern frontier’s prefectures and counties. If we want to supply all their establishments, it would be best to meet with the young master in the prefecture city in person.”

“What did Nian’er say?”

“We’ll leave for the prefecture city in two days.”

—

For this trip to the prefecture city, Xu Nian was accompanied not only by Xiu’er but also by Liu Yun and Liu Qin. Nowadays, these two maids followed her everywhere she went.

Xu Nian had nothing to worry about along the way, as the two maids had arranged everything meticulously. This was the most comfortable journey she had taken so far.

By the time they arrived at the prefecture city, the sky was just beginning to brighten. Xu Fugui instructed his servant, Qian Bao, to find an inn for lodging. Meanwhile, Xu Nian lifted the carriage curtain and observed the city.

Shops lined both sides of the streets, and though the hour was still early, the place was already bustling with activity. She could even faintly hear the sound of string and bamboo instruments.

After resting for the night at the inn, they prepared to meet Kangbaotang’s young master.

“Second Uncle, have you arranged the meeting place?”

“Yesterday, Qian Bao delivered the invitation. We’ve agreed to meet at Yixian Teahouse today at mid-morning.”

Seeing that the time was approaching, Xu Nian left the inn with Xiu’er and Liu Yun, joining Xu Fugui and his servant as they headed toward the teahouse.

Yixian Teahouse was located on the main street and had three floors. After Xu Fugui informed the attendant of their reserved private room, the attendant warmly led them upstairs. Xu Nian was surprised to find that Kangbaotang’s young master had already arrived—and even more surprised to see Lord Huifeng again.

“Young Master, I have long heard of your reputation. I was introduced by Shopkeeper Yu. My name is Xu Fugui, and this is my niece, who is also the owner of the pharmacy.”

Yu Guan looked at Xu Nian as she greeted him with proper etiquette. He stood up and returned the courtesy, marveling at how fate worked in mysterious ways. This was their second meeting—or rather, their third.

“Miss Xu, please have a seat. This is the signature tea of the teahouse. I wonder if it suits your taste.” Yu Guan poured a cup of tea and placed it in front of her.

Xu Nian gently lifted the teacup, swirled it slightly, and brought it to her nose for a sniff before taking a small sip. She smiled and said, “The tea is clear and bright, with a mellow taste. Not only does it have a distinct lingering sweetness, but it is also accompanied by floral and fruity notes. It truly deserves to be a signature tea.”

Yu Guan laughed heartily. “Miss Xu seems to know a lot about tea.”

“I only know the basics.”

Yu Guan studied the composed young woman sitting across from him. It was hard to believe she was the daughter of a minor official. Had he not investigated the pharmacy’s background beforehand, he might have mistaken her for a noble lady from the capital.

“Miss Xu, there’s no need for modesty. I invited you here today to discuss a business deal regarding medicinal herbs. While I acknowledge the quality of your products, the price Shopkeeper Yu provided is somewhat high. Although we are in the business of saving lives, we are still running a business. If you cannot make a price concession, I’m afraid this trip may have been in vain for you.”

Hearing this, Xu Fugui became anxious. It had taken great effort to secure such a major client, and he couldn’t let this opportunity slip away.

“Young Master…”

“Second Uncle, we’re leaving.” Before Xu Fugui could continue persuading, Xu Nian had already stood up.

Her sudden action surprised not only Xu Fugui but also Yu Guan, who was puzzled. “Miss Xu, what do you mean by this?”

“If Kangbaotang cannot accept this price and I am unwilling to lower it, then I see no point in wasting each other’s time.”

Yu Guan’s eyelid twitched. “Miss Xu, do you always conduct business this way…?” Though he didn’t finish his sentence, Xu Nian already understood the meaning behind his words.

Xu Nian sat back down and said, “Young Master Yu is trying to say I’m being domineering, isn’t he? But this is not about being domineering—it’s about having absolute confidence in the medicinal herbs from my pharmacy.

I believe Young Master Yu has already recognized the superior quality of these herbs. Otherwise, you wouldn’t consider abandoning a supplier you’ve worked with for over ten years just to cooperate with us.

Moreover, Kangbaotang is not without competition. From what I know, a few years ago, Yukang Hall emerged out of nowhere and quickly gained a stellar reputation. I believe they would be very interested in these medicinal herbs.”

“I didn’t expect a young lady from a secluded boudoir to have such a thorough understanding of the medical trade.”

Xu Nian lowered her eyes and smiled lightly. “So, does Young Master Yu still wish to negotiate?”

“Kangbaotang will take the herbs, as per Miss Xu’s price. However, I must insist that the quality of the herbs remains top-tier.”

“Second Uncle.”

Receiving Xu Nian’s signal, Xu Fugui firmly assured, “Of course. As for the quality of the herbs, Young Master can rest assured. We can even include this condition in the contract.”

From that point on, Xu Nian no longer involved herself in the discussion of contract details, leaving the negotiations entirely to Xu Fugui.

“Thank you for your hospitality today, Young Master Yu. We shall take our leave.”

“Safe travels.”

Yu Guan watched the departing group thoughtfully. Coming back to his senses, he turned to Shang Jinzhi, who had been sitting by the window in silence the entire time. “Do you remember this Miss Xu?”

Shang Jinzhi took a sip of tea, his gaze following the young woman as she boarded the carriage outside the window.

“I remember.”

“Oh? That’s rather rare. But I must say, Miss Xu is quite skilled at business negotiations.”

Shang Jinzhi watched the carriage disappear into the distance before withdrawing his gaze. “Even if you had pressured her to lower the price of these herbs, she wouldn’t have sold them to Yukang Hall.”

“Oh? Why is that?”

Yu Guan felt a twinge of frustration as Shang Jinzhi poured himself another cup of tea and remained silent.

At the same time, Xu Fugui had the same question.

“Nian’er, you said Yukang Hall would also buy our herbs. Should I make a trip there as well? After all, the contract doesn’t specify that we can only sell to Kangbaotang.”

“Second Uncle, our pharmacy will not do business with Yukang Hall.”

“Why not?”

“I heard that during last winter’s heavy snowfall, Yukang Hall sold each dose of Golden Cold Remedy for five taels of silver, making the wealthy families flock to purchase it.”