Old Man He was visiting Kang He and Fan Jing’s shop for the first time, though He Xiao Qiu had already told him that the Fan family’s shop didn’t just sell pork—they also offered various dry goods.
Their smoked tofu was excellent, and the flavors of their salted duck and preserved eggs were also delicious. They had brought some over several times.
Now that he was here at the shop and could see it with his own eyes, he truly felt it was quite impressive.
Leaving other things aside, the shop was kept impeccably clean. During the summer months, when dust was heavy in the air, you wouldn’t find a speck of it on the shelves or counters. They must have been wiped down every day to stay that spotless.
Then there was the pork stall outside, which was usually the greasiest place around and most prone to flies. In the summer, one wouldn’t dare linger long inside a butcher’s shop.
But the Fan family’s meat stall had white gauze stitched on both sides to allow ventilation. This not only dispersed the smell but also kept flies from landing on the meat.
No wonder the Fan family’s stall was so clean. Every day, Kang He and Fan Jing would sweep through once, and every few days, Madam Chen would come by with her two daughters to carefully scrub the entire shop.
Even the cloths used to wipe the knives were washed multiple times with perfumed soap—something hardly any other shop would bother with.
Old Man He thought that keeping the shop in such excellent condition was partly due to the Fan family’s diligence, and also because they were serious about their business. He felt that kind of household was truly admirable.
“About what Young Master Kang mentioned earlier, I’m not sure if it’s still feasible. Our whole family discussed it thoroughly, and only today have we come to seek out Young Master Kang. We’re sorry for the delay.”
Kang He saw that Old Man He had dragged his ailing body here in person and understood he was sincere about discussing this business deal.
He politely said, “Business matters must be handled carefully. Old Man coming here means it’s never too late.”
After a few polite exchanges, they got down to business.
Visiting the He household, Kang He explained clearly what each side would provide—each according to their own resources. Both parties understood this well.
In truth, it was just a small deal, one that didn’t even require renting out an additional shop. It was simple, really—just negotiate how to split the profits.
After some back and forth, both sides hesitated to speak openly, but in the end, Old Man He proposed a 50-50 profit split.
The He family would handle the braising and supply the geese, which was a substantial investment. Meanwhile, Kang He’s side provided the shop space and pork. Both sides put in money and effort; neither was an easy task.
Kang He felt that the He family’s secret recipe was the key. They had the skills and could have found other partners, but chose to work with the Fan family. If they were determined, they could have done well selling geese alone on the streets without relying on the Fan family.
But since they hadn’t, it suggested some deeper reasoning or past experiences that made this partnership trustworthy.
For that reason, Kang He was grateful the He family was willing to do business with them and was willing to give up a 10% cut.
Old Man He was honest in reply, saying although they had the skills, they hadn’t yet built a well-known brand.
Their braised meats were just sold by going door to door; if they had become a famous name, a 50-50 split would be unlikely. But as it stood, the craft was still small-scale and didn’t merit a high valuation. Splitting evenly was most reasonable.
Seeing Old Man He’s firm resolve, Kang He said, “Then let’s settle it like this for now. If circumstances change, we can renegotiate the profit split.”
Next, Kang He brought up bookkeeping. The weight of the pork and goose after braising was fixed, and the prices had been carefully calculated. The amount sold could roughly estimate profits.
Kang He would keep the accounts but explained that business was flexible—not rigid prices or fixed sales. Customers haggled by a few copper coins regularly, and sometimes there were giveaways or extra items.
“I’ve done small business before and understand this. Minor discrepancies are normal; just note them in the accounts.”
Old Man He said, “Xiao Qiu is literate and has studied arithmetic for two years. She can manage the accounts—I’m not worried.”
“That’s very good.”
They then thoroughly discussed the meat supply, drafted a contract, revised it three times, and both parties stamped it with their thumbprints, officially sealing the deal.
Kang He immediately went to arrange for a new stall from the wood market, while the He family was busy buying ingredients to prepare the braising sauce.
By mid-June, the Fan family’s pork shop had an additional stall. This time, there was a stall on both the left and right sides of the shop.
For the cold braised meats, Kang He and Fan Jing hung breathable gauze curtains over the stalls. Though it made it a bit harder for customers to see what was sold from a distance, it was the best way to keep flies away and not disturb other shops.
That early morning, Kang He and Fan Jing arrived at the shop to set up the pork stall. As dawn broke, He Xiao Qiu and her mother Ye Shi brought over freshly braised meat.
“Before, we mostly braised geese and rarely did other meats. You should try the braised pork head—it turned out quite well.”
He Xiao Qiu quickly unloaded a basin of braised pork pieces from the basket on her back: pig ears, trotters, snouts, and walnut meat—the various parts of a whole pig braised together in a large basin.
Walnut meat is a piece from the pig’s head—when braised, the meat has a different texture and taste.
With the timing just right, these pig parts were braised to a delicious aroma.
“The meat is tender and flavorful without being greasy.”
Kang He encouraged He’s family to try the braised pork so they could be confident in the recipe. Since it came from the same base sauce, no matter how strange the flavor, it wouldn’t be far off.
Though Fan Jing didn’t say much, he still ate two pieces.
Seeing their approval, Madam Ye and He Xiao Qiu felt relieved.
Everyone was busy setting up.
During the morning market, the most customers came for pork. Old customers arriving and seeing the Fan family’s new stall inevitably stopped by to check it out.
There was no need to make a big fuss about opening the braised meat stall—no firecrackers, no beating of gongs or drums to attract customers. The market itself had a steady flow.
“The cold braised meat is made with pork from our own shop. Our signature is the braised goose—geese raised free-range on our own farm. This is the first day we set up a stall to sell. Gentlemen and ladies, please try some for fresh flavor.”
Kang He sliced thin pieces of braised pork and cut the braised goose into small chunks, handing them out for customers to taste regardless of whether they bought anything.
Offering free samples so enthusiastically, customers naturally reached out to take some.
That small slice of meat in the mouth was exceptional—soft, springy, and rich with flavor, making everyone savor the taste again and again.
“Your family’s skills are so good; the taste beats the ones over on Xiao Huai Street. Why didn’t you open a braised meat stall sooner? I won’t bother going all the way there anymore.”
One lady, impressed by the taste, couldn’t resist poking a piece of goose meat with a bamboo skewer to eat. She meant to compliment them and get a little extra, but once she tasted it, she was hooked and couldn’t leave.
“This braised goose tastes incredibly fresh and fragrant!”
Kang He laughed, “If it didn’t taste good, we wouldn’t call it our signature. Please tell your friends and neighbors to come try. Maybe they’ll believe you’re a paid promoter.”
Laughter rose around them, but the lady pulled out her purse, saying, “I don’t care what others say. Give me half a goose—later I’ll bring some sisters over for a feast.”
“You’ve got good sense, madam. It’s hot weather and meat spoils easily. We only braised a few geese today. If you come late, there might be none left.”
With that, Kang He brought out a glistening braised goose, expertly split in half and cut into uniform pieces, then wrapped it in oiled paper in a large parcel.
That made the lady even hungrier; she couldn’t help eating two pieces right then.
Onlookers curious about the new stall were drawn by the enthusiasm, crowding close to taste. Few shook their heads at the flavor—most were delighted.
The scene quickly grew lively.
“How much for the braised goose?”
“Eighty qian per jin. Today only, buy three jin and get two liang of walnut meat free.”
Those coming for fresh pork were surprised at the price. One jin of braised goose cost as much as three or four jin of fresh pork.
“That’s not very cost-effective. Better to eat pork—money spent on braised meat could feed the whole family plenty of pork. Braised meat is just for a treat.”
Even for braised pork, pig head meat and trotters were much cheaper than boneless cuts.
A pig’s head weighed over ten jin. Whether bought whole or half, it cost only a few qian per jin.
But once deboned and braised, the price tripled. Even the cheapest walnut meat cost ten to twenty qian per jin, and pig ears and snouts were pricier still.
How could braised meat be cheap!
“You’re right. Braised meat is cooked food, requiring many spices—just buying the full set of ingredients costs plenty of copper coins. Braising fresh meat takes lots of effort. How can the price be the same as fresh pork?”
Kang He calmly replied to a curious customer, “Whether fresh or cooked, we have both in our shop. No need to run around buying elsewhere. Those who want fresh pork can buy plenty to fill their bellies. If they get tired of it and want something different, spending a few copper coins on braised meat is a nice change.”
Those who had complained about the braised meat’s price heard this and no longer argued, saying, “You’ve got the gift of the gab.”
Kang He laughed, “It’s all about the taste of the braised meat. Our shop’s pork is fresh, and eating it makes you feel smooth and satisfied.”
Everyone laughed.
He Xiao Qiu stayed inside, somewhat shy of the men and women coming to the stall, preferring to watch Kang He and Fan Jing run the business from the shop’s interior.
He thought silently to himself that Kang He truly was a smooth talker, not afraid or flustered even when faced with difficult situations.
He signaled to Madam Ye and said, “The Fan family runs the business like this—it’s sure to go well.”
Madam Ye nodded with a smile.
Fan Jing, guarding the pork stall, glanced at He Xiao Qiu inside the shop.
He hesitated, then beckoned him over and took a pen and paper from behind the windowsill to hand to him.
“This… I…”
He Xiao Qiu took the pen and paper, understanding Fan Jing wanted him to keep the accounts. But seeing the writing and the back and forth, he felt overwhelmed and resistant.
Fan Jing said, “I’m here. You don’t need to be afraid.”
After hesitating a while, He Xiao Qiu nodded and went to help tally the money and keep accounts.
He wore a headscarf that covered half his face, drawing frequent glances from passersby.
Fan Jing stepped sideways to shield him. Seeing Fan Jing’s cold demeanor, they obediently withdrew their gazes.
He Xiao Qiu relaxed slightly and forced himself to lower his eyes and write the accounts, doing his best not to look up.
The mother and son worked at the shop for several hours. Before noon, all the braised meat prepared that day was completely sold out.
He Xiao Qiu was somewhat surprised—usually, the family made just two or three braised geese per day, which was enough to sell through the afternoon. His father would sell the three and not get home until late.
Today was the stall’s first day, and Kang He had instructed them to prepare extra braised meat. So the family made ten braised geese.
Old Man He and Madam Ye had worried about making too many, fearing spoilage in the heat since these geese were all home-raised and well fed.
But to their surprise, they sold out so early, and more customers were still coming.
He Xiao Qiu was tense all morning but relaxed upon seeing everything sold out.
Wiping the sweat from his face and forehead, he flipped through the day’s accounts and did a rough calculation, amazed at the business.
Between the braised geese and pork, they earned over five guan in total!
Of course, this was gross profit; subtracting the cost of the pork and geese, there was still two or three guan left.
Splitting fifty-fifty, each household would take home at least one guan—a very respectable sum for a single day’s earnings.
He Xiao Qiu thought that the same goods sold by different people could yield very different results.
Although his father also did business, he was sincere and honest, and could perhaps earn three to five guan a month if diligent.
But compared to Kang He, his father’s business seemed small and meager. This showed that in business, product quality was one thing, but smooth talk could add a golden touch.
Not only the customers, but even he himself, without knowing Kang He well, enjoyed buying from him due to his persuasive and lively manner.
Fan Jing wiped the sweat from his brow. He was tired today; business hadn’t been this busy in a while. Plus, Kang He was managing the braised stall, while he handled the pork stall alone, making it harder work than usual.
The braised meat and pork stalls drew customers to each other. Those who came for fresh pork tried the braised meat and bought some if they liked it. Those who came for braised meat saw the fresh pork looked good and bought some on a whim.
Overall, the pork sales increased by at least twenty or thirty jin compared to usual.
At noon, Kang He called everyone to eat together.
Business was good, so everyone was happy, and the meal was all the more enjoyable.
He Xiao Qiu said to Kang He and Fan Jing, “If we prepare ten fat geese every day, the supply at home won’t last long.”
Kang He smiled, “This is just the first day of the braised meat stall. People are curious and eager to try it, so business is lively. Once they get used to it, business will stabilize and calm down. It definitely won’t keep selling this much.”
Kang He spoke from experience running the pork business.
“Tomorrow we’ll braise seven or eight geese, then gradually reduce to about four or five once business steadies.”
He added, “If the home supply runs out, we can buy from others. We’ll spread the word, and if our home-raised geese are available, we’ll bring those. If not, tell me—I’ll buy from the market and supply you.”
He Xiao Qiu nodded.
After lunch, the mother and son went home.
At home, Old Man He was surprised to hear that all ten geese were sold out. He had expected the supply to last two days and worried about spoilage in the heat. He hadn’t imagined business would be so good.
He Xiao Qiu recounted how Kang He had skillfully promoted the stall, making Old Man He laugh and feel his own business savvy was inferior.
Later, Kang He and Fan Jing closed up the stall and went home.
The whole family couldn’t help but ask if the braised meat business had gone well.
Chen Sanfang had originally said she would help, but since the He family mother and son wanted to watch the stall, she didn’t push and left.
More hands were helpful, but the shop was small, and four or five people watching the stall made it crowded.
More people selling than buying was amusing, but it also might have intimidated some younger women and gentlemen from entering.
Kang He told his family, “Business is good. Everyone says our braised goose tastes great. We sold out all the braised meat prepared.”
Chen Sanfang was delighted and said, “You had the right idea inviting the He family to work with us. Their skills are excellent.”
Kang He nodded, “It’s thanks to Da Jing’s connections with the He family. Otherwise, with the skills they have, why would they team up with us?”
The family chatted happily for a while.
Feeling thirsty after talking, Kang He turned to get a drink, only to find Fan Jing had disappeared.
He looked for him and found that at some point, Fan Jing had gone back inside. He had taken off the white shirt worn during pork selling and was now just in his underclothes, lying on the bamboo mat.
Kang He saw Fan Jing’s eyes closed and stepped over to pinch him lightly. He thought, “This guy sneaked inside to rest instead of staying with me in the front room.”
But drawing closer, Kang He noticed his breathing was steady—he was truly asleep.
Fan Jing was usually energetic and rarely so tired, which surprised Kang He.
He sat down by the bed and gently touched Fan Jing’s forehead—not hot to the touch. Seeing this, Kang He relaxed.
Watching Fan Jing sleep peacefully, Kang He leaned in to kiss his cheek.
Business was busy during the day; running a shop wasn’t just sitting in one place waiting for customers. Eyes, ears, mouth, and heart all had to work in sync. As the saying goes, you must “watch in six directions, listen in eight”—not much easier than hunting in the mountains.
Now that they were both young, Kang He hoped to build the business while they could, save some capital, and live better in the future.
Seeing Fan Jing so tired, he thought that once business stabilized and they had more funds, they could hire help to share the workload.
Fan Jing was sleeping soundly, so Kang He kicked off his shoes and lay down beside him for a short rest.
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