Chapter 88

Fan Jin and the other two set off early. With the ox cart, they didn’t need to pull it themselves, so they arrived at the prefectural city by the hour of Chen (around 7-9 am).

After paying the entrance fee, the three hurried to a busy street and chose a corner to neatly arrange their bowls and cups.

This was to let people taste the wine.

Mother said that since today was their first time selling, they had no reputation or returning customers. People usually buy from familiar places and are reluctant to try something new.

They feared spending twenty coins on something that might not taste good, thus wasting money.

So, to break into the market initially, offering free samples is useful. Once they have a reputation and returning customers, this tactic won’t be necessary anymore.

As soon as they set up, Fan He started shouting: “Come, come, everyone passing by, whether from the south or the north, come and take a look!

Delicious rice wine, only twenty coins per pound, try before you buy! If it doesn’t taste good, you don’t have to pay.”

Hu Wenhua was startled!

His young nephew was so bold?

He thought he would have to do most of the shouting, as his brother-in-law was a scholar and might be reserved, and his young nephew was still a child. At least he had experience watching over his father’s pork stall.

But compared to Fan He’s shouting, his own efforts seemed insignificant!

“Da He, who taught you this?”

Fan He proudly replied, “My mother! She said this is how you should call out to attract attention!”

It worked, as a man who looked like a merchant came over, hesitantly asking, “If it doesn’t taste good, I don’t have to pay?”

“That’s right, tasting is free.” Fan He beamed with a bright smile, introducing, “Sir, please taste carefully. Our rice wine is made from selected pearl round glutinous rice and brewed with clear mountain spring water. Isn’t it sweeter than well water?

And compare the wine in the ceramic cup to that in the bamboo tube. Isn’t the one in the bamboo tube more fragrant?”

Mother said that good service is essential in business.

A smile is also a form of service. After all, customers spend money wherever they go. If you serve them with a scowl, some people won’t come even if your product is excellent.

To sell something, mother said to highlight its features.

For rice wine, emphasize the ingredients, giving them nice names: Pearl Round Glutinous Rice, Clear Mountain Spring Water.

But both the round glutinous rice and spring water were genuine, not made up. Mother said business must be honest, or it won’t last.

A gentleman loves money and takes it righteously.

To sell the bamboo tubes along with the wine, he needed to highlight the difference between the bamboo tubes and other containers.

The merchant in front of him was willing to spend money.

“Give me five pounds, I’ll drink it slowly at home! Put it in the bamboo tubes; I don’t need to go home and get the ceramic jar.” The merchant waved his hand generously.

Hu Wenhua snapped out of his shock and hurriedly started pouring the wine.

Fan He asked a few questions seriously, then sincerely suggested, “Sir, if you can’t finish it in two or three days, I recommend buying just three pounds. We plan to come every day, so you can get fresh wine each time.”

Mother said some businesses thrive while others get deserted. Reputation, quality, and service all need to be impeccable.

Fan Jin, being a straightforward person, added, “The taste isn’t as good if it sits for too long.”

Hu Wenhua also remembered what his sister had said.

They needed to build a good reputation, and returning customers were crucial. The three pairs of eyes looked at the customer expectantly.

The merchant, being a businessman, was pleased and said, “Alright, three pounds it is. Pack them in three bamboo tubes; I’ll send some to my brothers.

By the way, will you be here tomorrow?”

He didn’t want to come and not find them!

“Yes, yes, yes!” Fan He responded eagerly.

Even if it rained knives tomorrow, they had to come!

With the first customer, the rest came easily.

Fan He kept calling out.

Fan Jin opened the lids and poured the wine.

Hu Wenhua only had to handle the money. He suddenly felt his presence wasn’t necessary; father and son could manage perfectly well.

After a busy spell, they only had three to five pounds of wine left.

Fan He started packing up the sample cups and bamboo tubes.

“Da He, there’s still some left. Are we moving to another spot to sell?” Hu Wenhua asked urgently.

He thought this spot was great, and with only a few pounds left, there was no need to move.

“Uncle, we’re not moving; we’re done selling.” Fan He said with a bright smile.

Hu Wenhua was taken aback, thinking he had misheard.

Before his uncle could ask, Fan He explained everything, “Mother said relying on retail alone is too laborious, so we need to find big customers!”

“How do we find them?” Hu Wenhua knew big customers were valuable, but how exactly should they be found?

“Uncle, think about it. When grandfather sold pork, weren’t wonton stalls, restaurants, and bun shops his steady customers? And weren’t the noble households and officials the big clients? For selling wine, naturally, we should go to restaurants and inns,” Fan He explained patiently while packing up.

Uncle would soon return to Niutou Town to sell rice wine, so he needed to learn this! Mother taught him well, and she wanted uncle to come along to learn by observing.

Hu Wenhua found himself deeply doubting—was he really less capable than his young nephew?

Fan Jin, as always, remained gentle and calm, not hurried or anxious. He helped with selling wine and packing up the tasting cups and drove the ox cart when they were done.

The three of them visited several good restaurants and inns along the way, with Fan He leading Hu Wenhua to negotiate.

Hu Wenhua’s shock couldn’t be described in words. His young nephew quoted twenty coins per pound to restaurant owners, allowing them to sell at a profit, but for the innkeepers, it was eighteen coins per pound.

He even assured the innkeepers that they sold at a uniform price of twenty coins per pound to others, including the other restaurants, so they needn’t worry about being undercut.

The innkeeper, after tasting the wine, immediately ordered ten pounds and promised to promote their rice wine to the guests!

The subsequent quantities would be adjusted based on sales.

It took Hu Wenhua a while to realize—those extra two coins per pound were essentially a commission for the innkeeper. By keeping the price uniform outside, even if the innkeeper’s boss discussed prices with other restaurant owners, there would be no inconsistencies. This made the innkeeper feel secure in taking the commission.

Fan He wanted to praise his mother’s teaching, but she had instructed him not to reveal everything as her idea. He didn’t understand why, but if Mother told him not to say, he wouldn’t say!

They negotiated with over ten establishments and succeeded with eleven, securing orders for ninety pounds of rice wine.

Considering the quantity needed for retail, Fan He remembered how much rice wine could be produced the next day and stopped: “Father, Uncle, that’s enough. Let’s go home.”

Any more, and they might not have enough rice wine.

Fan Jin agreed.

Hu Wenhua was even more excited on the way back than when they came. They had already sold ninety pounds for the next day!

How thrilled would mother and sister Yanqiu be when they heard this?

As they turned around to head home with the ox cart, a figure suddenly darted out of a dark alley and collapsed at Hu Wenhua’s feet:

“Help me!”