Chapter 117: Well, of course I would

The Fan Family’s Vegetable Shop was now open for business.

Anyone who spent at least twenty wen on fruits and vegetables in the shop could save two wen; spend forty wen and save four wen, and so on…

Originally, Kang He planned to run the promotion for five days, but because the shop’s location was not on a main thoroughfare and they couldn’t use big-name merchants to attract customers early on, the five-day promotion was extended to seven days.

The whole household, including the staff, was getting used to this new venture.

At first, Kang He personally guided Fan Jing. In the afternoons, Fan Jing would take Yi Huan and Er Xi out to the fields to pick fresh fruits and vegetables. After gathering them, they’d bring everything back to the house where Chen Sanfang and her team would trim the yellowed leaves and clean up the produce before sending it into the city.

The weather in early March was cool enough that fruits and vegetables picked the day before could be left overnight without spoiling. But once it warmed up, they had to move everything into the cellar for storage.

Currently, Fan Jing led Yi Huan and Er Xi in transporting the fruits and vegetables to the city, while Kang He oversaw Xie Xiaoliu and Qiao’er in arranging the produce on the shelves.

During the daytime, the three of them managed the shop and greeted customers.

Business at the vegetable shop had been bustling for seven days, all thanks to the promotion attracting customers. How the actual business would fare, though, could only be seen after the discount period ended.

That morning, after the seven-day promotion had concluded, Xie Xiaoliu checked the shelves and found nothing amiss. Out of habit, he was about to fetch tea leaves to brew a large pot of simple tea to place by the shop entrance.

Suddenly realizing that the promotion had ended, he glanced at the remaining two jin of tea leaves they had bought at the start of the opening and saw they were running low but still enough to use.

Seeing that Kang He hadn’t arrived yet and hearing that the young master Dafu had been sent off to the academy, he noticed Qiao’er was carefully wiping down the shelves and called out:

“Qiao’er, we’re almost out of tea leaves at the shop. Since the promotion’s over starting today, maybe we should skip serving tea to save on expenses.”

Hearing this, Qiao’er paused her work and turned to Xie Xiaoliu: “You little rascal, trying to dodge work over something so small? You’re foolish. If we brew tea, others can drink it. While you’re here calling out to customers, you’ll get thirsty too, right?”

Xie Xiaoliu smiled sheepishly. “Sister, you’re misunderstanding me. I’m not trying to avoid the work. Brewing tea with one bundle of firewood is quick and easy. I just worry since the tea leaves are running low, serving tea every day might cause us to lose money.”

Qiao’er said, “It’s good you’re thinking about the shop, but look at our location. We’re at the very end of Guixiang Lane—no one likes to go there just for fun when shopping.”

“If we put out a pot of tea by the lane’s end and keep it there day after day, slowly more and more people will learn that they can have free tea here. Those who’ve just finished working or are thirsty while walking by will come here to save a few coins they’d otherwise spend on tea.”

“Vegetables are for everyone — rich or poor. When they come for tea and see fresh produce, maybe they’ll pick out a vegetable or two. Or sometimes, after having tea, they might feel obliged to buy something from us.”

Xie Xiaoliu nodded thoughtfully and said, “You’ve been running business in the city longer. You’re willing to sacrifice small profits to attract business, while I’m still thinking like a small-town boy.”

Qiao’er laughed. “That’s the way you talk.”

“From now on, no matter if people buy vegetables or not, don’t put on a sour face. We’re already providing the goods, so be generous. There are many unreasonable people in the world, but most are honest folk. They remember how you treat them.”

Xie Xiaoliu nodded. “Got it. I’ve learned my lesson.”

“Good. You learn well. Big brother and brother-in-law have high hopes for you; otherwise, they wouldn’t have asked you to work at the new shop at your age.”

Xie Xiaoliu felt proud and said, “I’ll remember all this and get started brewing the tea.”

“If we run out of tea leaves at the shop, you go buy some. I hear there’s a tea shop at the entrance of Guixiang Lane, the Yao Family Tea Shop. Business there is good.”

“Just remember to keep track of the expenses; don’t forget to record it in the accounts, or else you’ll be in trouble when big brother checks the books.”

Xie Xiaoliu said, “I’d never be careless with money. I’m careful with accounts.”

“Go on, get busy.”

Xie Xiaoliu went into the backyard. Qiao’er picked up a cloth and resumed her work. Her mother was strict; no matter the business, cleanliness was key.

When a customer stepped into a shop, the first thing they noticed was how clean it was. A tidy shop gave a good impression.

Qiao’er was diligently wiping the shelves, unaware a middle-aged woman carrying a basket had come to the shop.

The woman’s surname was Hao. She had been standing there for a while, listening quietly as the young lady reprimanded the clerk, admiring her sharp sense of reasoning and not wanting to interrupt.

After sizing the shop up, she said, “Madam, you’re out early. Our vegetable shop just opened recently. What would you like to buy? We have a wide variety of fresh produce.”

The young lady was slender with willow-leaf eyebrows, bright almond-shaped eyes, and wore a fine grayish cotton robe with a neat waist sash. She looked lively and refined.

“I heard a new vegetable shop opened here. I came to take a look. The young lady, your vegetables are really fresh. No wonder my neighbors recommended you to me.”

Though the promotion was over, the lady still wanted to shop, and the young lady replied warmly, happy to have the customer.

Madam Hao said, “Are you the owner of this vegetable shop?”

“I’m not that capable,” Qiao’er said. “The shop is run by my brothers. I’m just helping out since I have free time.”

Madam Hao asked, “Are you not married yet?”

Qiao’er, used to such questions from women, smiled patiently: “If I were married, I wouldn’t be spending my time helping at my brothers’ shop.”

“Such a capable young lady, and so pretty too! I bet your family has matchmaking folks walking their doorsteps every day.”

Madam Hao said, “For such a fine young lady, it’s only right to find the best match.”

Qiao’er blushed slightly and smiled. “Madam, you flatter me. Marriage is a family matter.”

Madam Hao smiled, knowing a young lady who could manage business before marriage was usually well cared for at home, and her family would decide all.

They chatted a while longer. Madam Hao bought a basket of vegetables and, before leaving, also picked up a soft-shelled turtle to take home for soup.

Qiao’er noticed the quality of her clothes and reckoned she was from a well-off family. The turtle cost over a hundred wen, and she seemed to live nearby. If she kept coming, maybe she’d become a regular customer.

When Kang He and Fan Jing arrived, the business was already in full swing. They had sent for Teacher Xu to discuss the young master Dafu’s upcoming exam in the prefectural city.

The prefectural exam was on the seventh day of the fourth month. It took three days to travel one way from Luan County. Dafu was still young, so it was best to arrive three to five days early to get familiar with the city.

That meant they had to set off by the end of March.

Six students at Teacher Xu’s academy had passed the county exam. Dafu was the youngest among them. The other five were at least thirteen, with three traveling together, one having relatives in the city, and one sent by family.

Teacher Xu wanted to see what arrangements they’d make for Dafu. If someone escorted him to the academy, there was no worry. If he went alone, it would be safer to go with classmates.

Kang He and Fan Jing worried about Dafu traveling with classmates alone. Though Dafu was friendly, sensible, and independent, he had never left Luan County before. Sending him alone to the prefectural city was hard for the family to bear.

So, instead of making everyone anxious, they decided to have Fan Jing accompany Dafu on the journey.

Since the business was just starting, someone had to mind the shop, and Fan Jing wasn’t skilled in business matters, so Kang He would stay behind.

Also, Fan Jing was trained in martial arts, making him a better escort for the journey.

That was how the matter was settled.

“Is business going well?”

Kang He entered the shop and saw Xie Xiaoliu restocking the shelves.

Qiao’er said, “It’s okay. Without the discounts, business isn’t as good as before.”

Kang He replied, “That’s normal. It’s rare for business to remain as good after the promotional period. Just be patient. Business doesn’t grow overnight.”

Then Kang He reviewed the accounts from the past seven days. The gross profit was still considerable — over six guan in seven days. This was partly because they were still selling aquatic products; soft-shelled turtles fetched a high price.

If they sold only fruits and vegetables, the earnings would be less.

Fruits and vegetables were low-margin, high-turnover items, unlike fresh meat.

Kang He expected the shop to make around fifteen guan in pure profit monthly, which wasn’t much monthly but over a year could total more than a hundred guan — quite a sum.

However, this was just his estimate. Business might exceed or fall short of expectations.

He wasn’t overly worried and focused on the shop.

He thought of ways to improve the business, with the most important being to keep the fruits and vegetables fresh.

This was not difficult. Following the rule of harvesting day and night and selling the next day, their produce remained fresh and moist.

Like pork, fruits and vegetables didn’t keep well. The second day they were fresh; the third day, if the weather was cool, they were still good. By the fourth day, however, leaves yellowed, and freshness declined.

Still, Kang He was not anxious. He never sold vegetables more than two days old. On the third day, any leftover produce would be discounted.

If even after discounting there were leftovers on the fourth day, they would take the remaining vegetables back to the countryside.

The big family estate in the village raised hundreds of livestock and poultry, so there was no shortage of places to use older vegetables.

Over time, city residents would learn whose fruits and vegetables were the freshest.

Kang He’s plan paid off. After half a month, neighbors had gotten used to the shop.

Slowly, even people living farther away came to buy vegetables.

Carrying baskets, they’d first help themselves to a bowl of tea at the door, then rest on a bench against the wall before entering to select produce.

“My legs aren’t steady anymore, so every time I come here, I have to sit down and catch my breath first. It’s a bit troublesome, but I’m willing to come because your vegetables are fresh every day with no rotten or yellow leaves weighing down the scales.”

“Good stuff here is sold within two days, and by the third day, vegetables are sold at a discount. The shop at the corner of our alley doesn’t do that. After two days, three or four days, they still don’t lower prices and make you pick through the rotten ones before they’ll bargain. They’re black-hearted, like bugs in the vegetables. It’s so annoying.”

The old lady muttered complaints about other shops while praising Fan Family’s vegetable shop again.

Wealthy families bought fresh produce, and poorer folks loved bargains. Many came to Fan’s shop to buy a day or two’s supply, and the vegetables were often snapped up within two hours.

A small eatery had eyed the shop’s discounted vegetables, hoping to get such prices regularly, but Kang He refused.

Firstly, he didn’t have enough unsold vegetables to supply the eatery. Secondly, the discounts were a way to attract everyday customers, and if all discounted goods went to eateries, there would be no profit left.

Discounted vegetables brought almost no profit and were only possible because the shop paid no rent.

By late March, business was steadily improving. Fan Jing was also preparing to take Dafu to the prefectural city for the exam.

Traveling far required preparation: they got a carriage ready and selected mules for the trip, as mules were faster than donkeys or oxen but less conspicuous than horses. Early that morning, they asked Mu Dalang to pick out two strong and steady mules to be well cared for.

“Brother Daxin says the prefectural city is warmer than Luan County. Late March and early April should be mild, but the weather can be unpredictable. If it rains for several days, it’ll still be cold. Better to bring two sets of thick winter clothes just in case.”

Kang He helped pack the trunks, carefully preparing clothes for Dafu and Fan Jing, along with toiletries.

Fan Jing saw the two large trunks and joked, “We’re only going for half a month, but it looks like we’re moving house.”

He picked up the toothbrush, tooth powder, and soap. “Most inns have these; no need to carry so much.”

Kang He said, “Many inns outside aren’t clean or honest. Using those things might make you sick.”

Fan Jing countered, “I’ll find a good inn for Dafu’s exam trip.”

Kang He laughed. “Good? Are you willing to spend two guan a night?”

Fan Jing shrugged, “Then give me all your private money, and I’ll stay there.”

Kang He slapped his palm. “I don’t have private money. Whatever silver I have, you know it well.”

When Dafu came home from school and looked for Kang He and Fan Jing in the main courtyard, he heard them arguing inside.

Knowing that his father and uncle would accompany him to the prefectural exam, he felt happy but also a bit guilty. The family’s business was just starting, yet they still had to take time for his affairs.

Because he was sensible, he often overthought things, but he also knew his father and uncle cared deeply for him, which comforted him.

He decided that this trip would be his last time needing such help; next time he took the exam, he would be more independent and not require escort.

“Back from school?”

Kang He smiled at Dafu after knocking on the door. “Come see if there’s anything you forgot to pack.”

Dafu checked the trunks and saw everything was complete.

“I didn’t pack your daily necessities or books and stationery. You’ll have to do that yourself. Your father and uncle don’t know what to bring and might mess it up.”

Dafu nodded. “I’ve already packed some in my book trunk. I’ve been reviewing during school these days. The day before we leave, I’ll seal it up. Don’t worry about my books and supplies; I have it all under control.”

On the morning of March 26th, just as dawn was breaking, Fan Jing set off from Luan County with Dafu toward the prefectural city.

The road was smooth, and security patrols in the city and counties were tighter than before. To facilitate examinees, this was the safest time, so there was little to worry about.

Still, Kang He drove the carriage for a while, accompanying his brother and son to a relay station near the official road.

“Let’s return now. It won’t be convenient to go further.”

Fan Jing wore a black robe with tied sleeves and carried a longbow on his back, looking sharp and capable.

The cold, detached expression he’d had in youth had softened, replaced by a rare heroic air.

Kang He knew this was a long journey and a farewell. He no longer felt the painful reluctance of youth.

He squeezed Fan Jing’s hand tightly before letting go. “Take good care of Dafu, and take care of yourself too.”

Fan Jing replied, “You go back and take good care of Xiaofu. We left before waking him up, so he probably would have thrown a fit.”

Kang He said, “Don’t worry. The boy’s mood comes and goes fast.”

Seeing their brief exchange, Dafu emerged from the carriage cover: “Father, I’ll study hard on the exam. Wait for me to come back with uncle.”

Kang He patted Dafu’s head. “Relax and don’t pressure yourself. Whatever your results, your father and uncle will be proud.”

After a few simple words, Kang He got down from the carriage and watched Fan Jing drive off. At the window, Dafu waved goodbye.

Spring was in full bloom, but Kang He felt a twinge of melancholy.

Only after the carriage disappeared did he take a cattle cart back to the city.

After some time, Fan Jing glanced back as he drove, knowing he would never see Kang He again.

Inside the carriage, Dafu looked at him.

“Uncle, I’m tired of studying. I’ll come out and keep you company while you drive.”

Fan Jing slowed the carriage and let Dafu sit beside him.

Dafu looked out. The spring air was filled with tender fragrances.

“No wonder, whether father or uncle drives, the other always likes to sit outside. I never understood why. Sitting outside today, I see the air is fresher and the view is so much wider.”

Fan Jing smiled slightly.

Dafu noticed and asked, “Am I wrong?”

Fan Jing looked up at the blue sky and said unusually warmly, “You’re still young. When you grow up, you might meet someone special and have different feelings.”

Dafu had some idea what his uncle meant. Though he didn’t fully understand or feel it yet, his uncle’s words made him feel warm inside.

He asked, “Uncle, do you miss father? Will you think of him while we’re in the prefectural city?”

“Yes.”

Fan Jing didn’t deny or hide it and answered softly.

Dafu smiled quietly.

Meanwhile, Kang He had already returned home.

“Wah wah, Daddy’s bad! I won’t be friends with him anymore… Wah wah… Seventh brother, where did this meat bun come from? The filling smells so good.”

“Wah wah, did uncle and brother eat before leaving?”

Kang He entered the courtyard. Little Fu was already up, eating breakfast in the side room, holding a large meat bun with tear-streaked eyes and still sobbing softly while nibbling. It was both frustrating and amusing.

“When did I upset you? Why won’t you be friends with me?”

Kang He went inside.

Little Fu frowned, puffing up and snorting angrily, “You didn’t wake me up. I didn’t get to see brother and uncle off!”

Kang He coughed lightly and sat beside him. “I wanted to wake you, but brother told me not to. He was afraid if you saw him, you’d be too sad, so they left while you were still sleeping.”

“Really?”

Kang He wiped the tears from the little one’s cheeks. “Of course. If you don’t believe me, wait until brother comes back and ask him.”

Little Fu scowled. “Don’t lie to me. I had fifteenth brother write a letter to ask.”

“All right, all right. Have fifteenth brother write you a letter.”

He scooped Little Fu up. “Wipe your face. Today, I’ll take you to the shop to play.”

Hearing that, Little Fu cheered and hugged Kang He’s neck. “I want to go to the butcher shop. Uncle Shili said he’ll teach me to ride a mule when I grow up.”

“You’re not grown up yet.”

Kang He said, “There are no mules at the shop.”

Little Fu pouted and protested, “I want one! I want one! I’m already almost four, so I’ve grown up.”

“All right, all right. You’ve grown up. I’ll ask Uncle Zhang to take you for a ride.”