Chapter 20:- Raising Prices on the Sly

 

The Ma family was a large family, and as the year-end approached, relatives from all sides—uncles, aunts, and cousins, flooded their home, each with a group of noisy children in tow.

With so many kids chattering away, the noise was unbearable. Ma Baisheng, the head of the household, felt as though his head might explode from the racket.

Eldest Brother Liang and Second Brother Liang were stunned by the sudden influx of business. They couldn’t believe that such a big customer had appeared right after opening the stall.

Madam Wei and Qi Ansheng, however, remained calm. They had already witnessed the popularity of candied fruits during the village market and weren’t surprised by this response.

Madam Wei took the silver from Ma Baisheng, instructed Eldest Brother Liang to grab two skewers from the straw rack, and handed them to him. Her confident gaze carried a hint of pride. “Please, try it for yourself, sir. If you’re not satisfied, we’ll refund your money in full.”

Ma Baisheng raised his eyebrows at her boldness but smirked. “Is that so? Well, then, I’ll give it a proper taste.”

With that, he bit into the candied apple skewer. As soon as the flavors hit his tongue, Ma Baisheng realized where the old woman’s confidence came from. Without hesitation, he waved his hand. “Quick, tally up the rest of the candied fruits and pack them all for me!”

Xu Shuyue, who had been worried about the possibility of having to refund money, had already started counting the candied fruits the moment the silver hit Madam Wei’s hands.

Second Brother Liang, ever the meticulous one, joined her in counting. They finished quickly and compared their numbers: 65 skewers of candied apples and 34 skewers of candied pears. Including the two skewers already in Ma Baisheng’s hands, the total came to just over 700 wen.

Second Brother Liang turned to Xu Shuyue and asked, “Should we give him the change in copper coins?”

Xu Shuyue’s gaze shifted to the snow fungus and pear soup, which no one had yet shown interest in. Shaking her head, she leaned closer to Second Brother Liang and whispered, “Bring him a bamboo cup filled with the pear soup.”

She had a plan.

Completely unaware of Xu Shuyue’s intentions and how he looked like a perfect mark in her eyes, Ma Baisheng continued to eat. Spotting a familiar face in the crowd, he enthusiastically waved the person over to share the treat.

When his friend tried a piece and found it delicious, they also wanted to buy some. But before they could, Ma Baisheng smugly declared, “Too late, old friend! I’ve bought out their entire stock!”

The friend stomped his foot in frustration and scolded him, “You miserly scoundrel, pulling the same stunt again! Last time it was the lamb soup, and now this. I can’t believe I fell for it again!”

Seeing his old friend so exasperated only made Ma Baisheng laugh harder.

Irritated, the friend turned to Xu Shuyue and said, “Young lady, this isn’t how business should be done!”

“Your candied fruits are so delicious. You should let more people try them and build a steady base of returning customers. Why sell everything to this greedy fool?” He sighed, shaking his head, then added slyly, “Tell you what, if you’re worried about not selling all your stock, bring the leftovers to my general store before you leave. I’ll buy them all at full price!”

Ma Baisheng’s eyes widened in mock outrage. He laughed and scolded, “So that’s your game! You’re just trying to snatch everything for yourself under the guise of good advice, huh?”

Hearing that this man owned a general store, Xu Shuyue’s mind began to spin with possibilities. She quickly stepped in to smooth things over. “Gentlemen! Please, listen to me. You’ve been friends for many years, haven’t you? They say gold and silver are easy to come by, but friendship is priceless. Why let a small matter like this come between you?”

Though Ma Baisheng wasn’t actually angry at his old friend—they were just bickering for fun—Xu Shuyue’s words struck a chord. “Gold and silver are easy to come by, but friendship is priceless.” That line resonated with him. Looking at his friend, who was still fuming and glaring at him, he finally relented.

“Fine, fine. I’ll let you have this one.”

He turned to Xu Shuyue with a dramatic wave of his hand. “Go ahead, sell him some of your stock. Just make sure to save enough for me to take back for the kids!”

Xu Shuyue smiled, her mind already turning over ideas for how to handle this unexpected opportunity.

“Miss, I’ll take twenty skewers each of the candied apples and pears. The rest can go to my old buddy here,” Ma Baisheng said with a chuckle.

Xu Shuyue smiled warmly. “That’s wonderful! This way, both of you get to enjoy these treats, and we can even pack up early. Sir, you’re truly generous!”

Ma Baisheng, long accustomed to flattery, thought himself too old to be moved by mere compliments. Yet, hearing such sincere praise from a young lady as graceful and lovely as Xu Shuyue, he couldn’t help but puff up with a bit of pride.

Feigning modesty, he waved a hand. “It’s nothing, really.”

Nearby, the general store owner rolled his eyes in disdain. Ignoring Ma Baisheng’s theatrics, he glanced over the other items on display, his gaze settling on the dried fruit. Looking up, he addressed Eldest Brother Liang and Second Brother Liang. “Hey, lads, can I try one of these dried fruits?”

Second Brother Liang froze in place, unsure how to respond. Eldest Brother Liang, more quick-witted, nudged his brother aside and said cheerfully, “Of course you can! Please, help yourself!”

As he spoke, Eldest Brother Liang shot a glance at Madam Wei to ensure she didn’t disapprove. Seeing no objection from his aunt, he relaxed.

Meanwhile, Xu Shuyue, still considering how to connect with this general store owner, noticed he’d already begun sampling the dried fruit. Deciding to leave him to it, she turned back to Ma Baisheng and said, “Sir, forty skewers of candied apples and pears will cost 280 wen. Shall I have my brother help carry them back for you?”

Ma Baisheng laughed. “You offer delivery service too? Now that’s convenient!”

It was true—he couldn’t possibly carry all the skewers on his own, so having someone help was indeed a blessing.

Xu Shuyue nodded thoughtfully, her eyes scanning the area for a suitable container. After a moment, she walked over to the wooden buckets of snow fungus and pear soup, removed one of the lids, and carefully lined the inside with a clean piece of fabric. She then instructed Second Brother Liang to arrange the forty skewers inside.

Seeing this, Ma Baisheng showed no sign of disdain. The fabric was pristine, clearly brand new, and he appreciated the careful preparation. However, as the aroma from the bucket wafted through the air, he suddenly paused, his nose twitching.

“Miss, what’s in that bucket? It smells incredibly sweet,” he asked curiously.

“Yes, this scent is amazing!” another voice chimed in.

Turning, Ma Baisheng saw a woman approaching—one he instantly recognized. Raising his brows, he said, “Madam Qian, what a coincidence running into you here!”

The woman, dressed in fine silk with an air of confidence, smirked. “Old Ma, what’s so surprising about me being here? Unless, of course, you’ve bought this street and plan to keep me out?”

Before Ma Baisheng could retort, another woman emerged from behind Madam Qian. Her figure was full and imposing, her presence immediately commanding attention. With a sharp tone, she quipped, “Now, now, Ma Baisheng, don’t start with your nonsense. This street is for everyone. What, are you planning to restrict entry to decent folk now?”

Rendered speechless by her bluntness, Ma Baisheng scratched his head awkwardly. “Now, Madam Xin, you know I didn’t mean it that way.”

Madam Xin, however, remained unimpressed, placing her hands on her hips and huffing. She turned her attention to Xu Shuyue, openly scrutinizing her. After a moment, she remarked with genuine admiration, “Miss, you’re quite the beauty! Even the top courtesans at Xianglou can’t compare.”

Though unfamiliar with Xianglou, Xu Shuyue could tell from Ma Baisheng’s awkward expression that it wasn’t exactly a respectable establishment. Choosing not to comment, she instead focused on the two well-dressed women before her. Their luxurious silk garments and gleaming gold hairpins clearly marked them as wealthy individuals.

With such customers at her stall, how could she let them leave without trying her snow fungus and pear soup?

Xu Shuyue’s smile grew even more genuine. Ignoring Madam Xin’s earlier comment, she picked up the bamboo cup of soup that Second Brother Liang had just prepared and introduced it warmly. “Master Ma, the sweet aroma you noticed is coming from this. It’s called Snow Fungus and Pear Soup.”

Madam Qian’s interest piqued immediately. “Snow fungus? You’ve used snow fungus in this soup?” she asked, her tone tinged with surprise.

Xu Shuyue wasn’t taken aback by Madam Qian’s recognition. For these affluent townsfolk, snow fungus was a rare but not entirely unattainable delicacy. Smiling, she explained, “That’s right. This sweet soup is made from carefully selected snow fungus grown in the wild, combined with red dates, snow pears, and a touch of rare osmanthus honey. Not only is it delicious, but it also beautifies the skin, soothes the lungs, and alleviates coughs.”

Madam Qian took the cup, stirred it with a bamboo stick, and confirmed that it did indeed contain the ingredients Xu Shuyue had described. The subtle fragrance of osmanthus wafted up, further tempting her curiosity. Narrowing her eyes thoughtfully, she asked, “Miss, aren’t you afraid that by sharing the recipe so openly, others might copy it and steal your business?”

Xu Shuyue hadn’t expected such a direct question, but she had already considered this possibility.

Her lips curved into a sly smile. “As they say, amateurs watch the show, but experts focus on the craft. Madam Qian, while I may have shared the ingredients, you don’t know the precise recipe. Plus, these ingredients aren’t easy to come by. Surely, you wouldn’t abandon your steady business to venture into such a challenging new field, would you?”

Her words hung in the air for a moment before Madam Qian burst into laughter. Clearly impressed, she nodded. “Miss, you’re quite the clever one. Fine, I’ll take a cup and try it for myself.”

Second Brother Liang, ever efficient, quickly prepared three cups of the soup. Taking them from him, Xu Shuyue handed one each to Ma Baisheng, Madam Qian, and Madam Xin. Smiling warmly, she said, “Master Ma, Ladies, please enjoy.”

The bamboo cups, carefully selected and polished by Eldest Brother Liang and Second Brother Liang, were all similar in size to avoid disputes.

Madam Qian held the warm bamboo cup in her hands, bringing it to her nose to inhale the fragrance.

The sweet scent of pear and honey intertwined perfectly, wafting upward with the steam and dissipating into the cold air. She took a small sip and couldn’t help but raise one eyebrow in delight.

For a food business to succeed, uniqueness was one thing; the other was undoubtedly taste. Madam Qian now understood why this young woman exuded such confidence.

Beside her, Madam Xin and Ma Baisheng shared the same look of surprise and delight. Madam Xin exclaimed, “Who would’ve thought that a little street stall like this could produce a sweet soup that rivals the work of the chefs at Laike Lou? Today’s trip was worth it!”

Madam Qian nodded in agreement. “Indeed. I usually avoid food from small stalls, but this first try has turned out to be a real gem. A rare stroke of luck.”

Ma Baisheng, on the other hand, gulped down the soup in one go. Savoring the lingering taste, he licked his lips and said, “One cup is too little! I haven’t even had my fill yet.”

Noticing there was still more soup in the bucket, he immediately added, “Miss, forget the change! Just give me as many cups of this snow fungus and pear soup as I can get with the rest of my money. Let’s see how many that makes.”

Xu Shuyue calculated briefly and replied, “After deducting the cost of the candied fruits, Master Ma, you have 720 wen remaining. Normally, one cup of this snow fungus and pear soup sells for 158 wen. But since this is our first time here and you’ve been so generous in supporting our business, I’ll make the decision to give you five cups for that amount. How does that sound?”

Nearby, Madam Wei, who had followed Xu Shuyue’s lead earlier and raised the price of dried fruit slightly, froze mid-thought when she heard this. Her eyes widened in shock as she turned to look at her daughter-in-law.

Didn’t Shuyue say at home that the soup was priced at just 58 wen per cup? Why had it suddenly jumped up by 100 wen here in the county? Wouldn’t that scare off buyers and leave them with unsold stock?

Madam Wei’s mind whirled with conflicting thoughts, her complex emotions making her temporarily lose focus on her conversation with Master Zhang, the general store owner. Instead, her gaze darted toward Xu Shuyue and Ma Baisheng.

Meanwhile, Qi Ansheng, sensing the stakes of this interaction, tensed up beside her. He kept a close watch on Ma Baisheng, ready to step in at a moment’s notice in case the shopkeeper became offended or lashed out.