Wei Shi and the brothers from the Liu family greeted them, and Lu Chengxiao’s gaze finally moved away from Liu Yu’s face as he greeted them, “I will return to Changfeng Town with my father and brothers tomorrow evening, so I brought the gifts in advance today.”
After speaking, he glanced at Liu Yu, as if answering the question she had subconsciously asked earlier.
Babao smiled as he unloaded things from the mule cart. There were several boxes of snacks from Wuzhi Zhai and two jars of rice wine.
Lu Chengxiao took them, and Babao freed up his hands, then returned to the rear of the cart and took out a tray with two fish and what looked like about ten catties of meat. With the gifts in hand, the master and servant entered the courtyard.
Wei Shi was momentarily stunned, thinking that it was rare for someone to bring gifts before a marriage was settled, but upon further consideration, it seemed normal for families who had established a good relationship to exchange gifts. Although there hadn’t been a formal engagement between their families yet, they had only met once, but because of the matter between Liu Yu and Lu Chengxiao, it was basically tacitly approved by both sides’ elders. It could be considered as getting closer. Wei Shi herself had planned to send her eldest son, Yanqing, to Changfeng Town early the next morning to deliver gifts to the Lu family and Cui Erniang.
When she snapped out of her thoughts, she quickly asked Liu Yu’s brothers to help with the gifts, saying, “I originally planned to send Yanqing to Changfeng Town early tomorrow morning to deliver gifts to your family and Cui Erniang. You’re a step ahead of me.”
Lu Chengxiao smiled and said, “I came early because I’m returning home tomorrow, just a token of respect for the festival. Aunt, please don’t refuse it.”
Seeing the group coming in, Liu Yu went to arrange tea, and Wei Shi went to prepare melon seeds and snacks.
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Ebld vbl taswr pyv esod kd vbl xykd byzz, Nkw Zw bye yzalyeu caswtbv kd vbl vly vayu. Ebld Nw Ubldtmkys pyo bla nsxl kd, bkp tygl nswzed’v blzr cwv pbkqv cynj vs bla. Lsv byhkdt plld bla qsa y obkzl, bl qlzv zkjl bl nswzed’v tlv ldswtb sq zssjkdt yv bla, cwv bl qlyale kv oswze cl kxrszkvl vs zlv bkp tygl zkdtla sd Nkw Zw qsa vss zsdt, ps bl qsanle bkxplzq vs zssj yoyu.
Kwpv yp Elk Fbk nyxl swv, Nw Ubldtmkys’p tygl qlzz sd bla dlozu vykzsale pwxxla nzsvblp. Mbkdjkdt sq obyv bl bye fwpv plld obld bl tsv sqq vbl xwzl nyav, bl ypjle, “Gwdv yde Ykpp Nkw yal csvb olyakdt dlo nzsvblp vseyu?”
Elk Fbk’p qynl zkv wr okvb y pxkzl. “Zw’la xyel vblx. Fbl pyke vblu olal vs pbso qkzkyz rklvu qsa vbl Yyu qlpvkhyz. R xwpv pyu bla nayqvpxydpbkr kp lhld clvvla vbyd vbyv sq vbl lxcaskelau pbsr kd vbl nswdvu.”
Mbl vlax “tsse” eked’v alqla vs lxcaskelau pjkzzp yde pvkvnblp, cwv ayvbla vs vbl alqalpbkdt nbsknl sq xyvlakyzp, nszsap, yde nwvp.
Nw Ubldtmkys dseele. Ohld kq bl eked’v ryu xwnb yvvldvksd vs osxld’p nzsvbkdt, bl nswze vlzz vbyv Elk Fbk’p nzsvblp zssjle tsse. Tl pxkzle yde pyke, “Ykpp Nkw kp kdelle vyzldvle. R vbkdj bla pvuzl kp ds osapl vbyd vbyv sq vbl aldsodle lxcaskelau pbsr kd Zwydgbsw.”
Mbl Nkw qyxkzu eked’v jdso ycswv vbl lxcaskelau pbsr, cwv vblu wdelapvsse vbl pktdkqknydnl sq clkdt vbl vsr lxcaskelau pbsr kd Zwydgbsw. Ekvb pbyzzso vbswtbvp, Nkw Zydyd’p lulp zkv wr, yde bl kxxlekyvlzu pyke, “Rq Zw’la pyup pbl oydvp vs srld yd lxcaskelau pbsr, kv’p alyzzu qlypkczl!”
Nw Ubldtmkys oyp vyjld ycynj yde zssjle yv Nkw Zw. “Zsw oydv vs srld yd lxcaskelau pbsr?”
Nkw Zw vbswtbv kv oswze cl tsse vs ekpnwpp vbkp xyvvla okvb Nw Ubldtmkys. Fbl bye sdzu pvyule kd vbl Nkw qyxkzu hkzzytl pkdnl pbl oyp y nbkze. Nyvla, pbl oyp psze vs Nkwmkyd Vyhkzksd yde bye dlhla pvlrrle swv sq vbl ryhkzksd. Pwakdt vbl dlyazu vos ulyap vblal, pbl bye sdzu zlyadle psxl ealppxyjkdt, rlaqsaxkdt yavp, yde psxl svbla pjkzzp vbyv olal nsdpkelale zso-zlhlz. Ohld kd lxcaskelau, pbl zlyadle kv vs rzlypl svblap. Ebld kv nyxl vs awddkdt y cwpkdlpp, pbl oyp nsxrzlvlzu nzwlzlpp. Fkdnl bla vbkae casvbla eked’v xldvksd kv dso, pbl yzps oydvle vs vyjl vbl srrsavwdkvu vs ypj zyvla.
Now that Lu Chengxiao asked, considering that he was originally from a business family and had been exposed to it since childhood, he probably knew much more than she did. It was most appropriate to listen to his advice. So, without hiding anything, she said, “When I went back to Changfeng Town last time, I sat in Sister Cui’s embroidery shop for a while. I’ve always liked needlework since I was a child, so I had some ideas. I discussed it with Auntie. I wanted to open a small embroidery shop in Xifeng Town. These clothes I made were just to let Auntie see if my skills are good enough.”
Before Lu Chengxiao could speak, Liu Yanan spoke up, “I think it’s a good idea. I don’t know about the Embroidery Shop, but these clothes look much better than the ones my sister bought at the embroidery shop in the county a few days ago. Mother’s outfit is even more beautiful and shows your skill. Now, if you were to go out, strangers would think you’re the wife of a wealthy family in the county.”
This was the truth. Liu Yu’s appearance was too good-looking. It was hard to tell if she was beautiful or if the clothes were beautiful. Even though they were stunning, all eyes were on her face, and the clothes became a complement. Wei Shi was different. Even though she had a good foundation, she was nearly forty years old now, and after more than ten years of hard work, dressing up was particularly important.
Wei Shi had been well-educated by the old lady of the Liu family since she was a child, and she had good manners and temperament. They say clothes make the man. When she changed out of her peasant clothes and put on these fine clothes, it was like she had become a different person. In this way, it was natural for her to show off the skill of making these clothes.
Everyone in the hall laughed. Liu Yu was also full of smiles at being praised like this.
Lu Chengxiao was just happy to see her delighted, feeling content in body and mind. He then gave some advice, saying, “In my opinion, Miss’s skills shouldn’t be limited to opening an embroidery shop in the town. It’s better to go to the county. Almost every rural household has a loom. Poor families make their own clothes with local fabrics, while those with better conditions buy fabric and get clothes made at the town’s embroidery shops. Opening an embroidery shop in town mainly caters to the townsfolk and a few villagers. If Miss’s clothes were more ordinary, it would still be a way to make a living. However, looking at the clothes on Miss Liu and Auntie, since you have such skill, it would be a waste to just sell ordinary clothes in the small town.”
Liu Yu listened carefully to Lu Chengxiao’s words. After he finished speaking, she shook her head and said, “I also know that it would be better to open an embroidery shop in the county, but I asked Sister Cui about it. When her shop first opened, she had little capital. She used the most frugal method to procure everything, including fabric, needles, and other items, and it cost fifty taels. Now, the inventory of fabrics and finished clothes in her shop alone is worth over a hundred taels. The rent for a shop in the county will definitely be much higher, and the quality of the fabrics we need to purchase will also be better. The initial capital will be too high. Opening a shop in town is already a stretch. Thinking about going to the county for now is too daring. If we can earn back the capital in town, we can consider it again.”
Lu Chengxiao pondered. The fabric shop opened by the Lu family in the county was actually something he had been involved in setting up. Opening a shop in the county was indeed a huge expense. Just as he was thinking, he said, “Could you make a sample piece and sell it as a finished garment? Would you also accept orders based on the sample? As for the fabric, I can discuss it with my father. We can calculate the cost for you based on our wholesale price. In this way, the cost of fabric can be greatly reduced, and it can save a lot of initial investment. With Miss’s skills, you don’t need to keep doing this forever. Gradually building up the business, in a few months, you should be able to afford some commonly used fabrics yourself.”
This was actually a very tempting proposal, but both Liu Yu and Wei Shi shook their heads almost simultaneously.
“Not appropriate.”
“I don’t think it’s appropriate.”
The two looked at each other and understood each other’s meaning. They smiled and Wei Shi said to Lu Chengxiao, “Auntie knows you’re thinking of Yu’er, but if our two families were very close, this kind of assistance would be acceptable. We would accept it and repay you when we earn money in the future. But the relationship between you and Yu’er is not like that. It’s not appropriate to do this. As Yu’er said, it’s better to open a shop in town first. If we can really make it there, we can consider going to the county.”
Wei Shi did not elaborate on why it was inappropriate, but Lu Chengxiao understood it with a brief thought. His aunt from the Lu family did indeed approve of his and Liu Yu’s marriage. He was afraid that Liu Yu would be overshadowed in his family because of this, and he was even more afraid that his two brothers and sisters-in-law would have leverage over Liu Yu in the future.
Hearing clear approval from Wei Shi, Lu Chengxiao felt extremely pleased. Without realizing it, he looked at Liu Yu and stood up to bow slightly, saying, “I have underestimated it. Miss’s skills are excellent. Opening an embroidery shop in Xifeng Town is more than enough. If you need any help from me, just let me know.”
“No, Liu Yu is very grateful for Sir’s kindness,” she replied.
Standing just a few steps apart, after these words, their eyes met, and there was an unspoken intimacy between them, unable to express how much tenderness was contained in that glance.
Even Liu Yanan and Liu Yanping, who were reluctant to see their sister leave as soon as she returned home, couldn’t help but feel that the two were a perfect match at this moment.
As for Liu Yanan, who had not yet grasped the situation, he didn’t understand this, but he could see that his sister also liked the third son of the Lu family.
With a smile in her eyes, Wei Shi said, “Please, everyone, have a seat. Let’s have some refreshments. Since you’re here, let’s have dinner today. I’ll go prepare the meal, and you young people can chat here.”
Upon hearing this, Liu Yu hurriedly said, “Auntie, I’ll help you.”
Wei Shi smiled and pushed her back into her seat, saying, “You don’t need to today. Auntie wants to show you some kindness since I benefited from you. With such nice clothes and with such capable niece, I have to spoil you a little so that I can get your filial piety during the festival. I can handle preparing a meal myself. You, on the other hand, can stay here and chat with your brothers for the day.”
Except for Liu Yanqing, the siblings usually saw each other every day. Wei Shi’s words were just an excuse, but it was also a rare opportunity to indulge the two children who were so in love. Wei Shi just wanted to say a few words to them with good intentions. Liu Yu immediately felt her face heat up.
Behind Lu Chengxiao, Babao had a simple and honest face, but he was actually quite clever. He quickly said, “I’m not good at cooking, but I can help with washing vegetables and meat. I’ll go help. If there’s anything the madam needs, just tell me.”
Saying that, he was about to follow Wei Shi out.
Wei Shi smiled and said, “Alright, then. Thank you, young man.”
Leading Babao to the kitchen, she took the vegetables and meat that were going to be prepared for lunch and asked him to help wash them. She herself went to the west wing of the inner courtyard first to change into her old clothes and put on an apron before heading to the kitchen.
In the main hall, everyone understood Wei Shi’s intentions. Liu Yanqing was not a talkative person, Liu Yanan teased his younger sister while Liu Yanping, ever since seeing the two outfits made by Liu Yu, had seriously considered the idea of his younger sister opening an embroidery shop. Lu Chengxiao’s suggestion was highly approved by Liu Yanping. It was a pity to open an embroidery shop in town with my sister’s skills.
Liu Yanping was quite fond of his younger sister. Although she had only returned for less than a month, she had always held an important place in the hearts of the three brothers. They had known since they were young that their family had lost such a sister. When their grandmother was dying, she entrusted them to find her. From childhood to adulthood, every year when they paid respects to their ancestors, their mother always mentioned finding her sister. In the hearts of the three brothers, Liu Yu had always held a very important position.
Now seeing her spend so much effort on a few summer clothes, it was evident that this business required a lot of effort. Liu Yanping knew that most of the work behind the scenes was done by embroiderers, and his sister didn’t need to do everything herself, but he still felt sorry for her. It was so hard, but opening a shop in town to sell ordinary clothes and fabrics might not use her skills and energy less, but the rewards received were too disproportionate.
Curious, Lu Chengxiao and others came up with the same question, and immediately inquired of Lu Chengxiao, “Do you know how much capital is needed to open an embroidery shop in the county?”
This topic caught everyone’s attention in the hall, and all eyes turned to Lu Chengxiao.
Lu Chengxiao nodded, “I do know a bit about this. My family’s fabric shop happens to have branches in both the town and the county. Let’s talk about the town first. As for the first item, the rent for a shop in town is actually not expensive on an annual basis. It depends on the location. For example, my family’s shop in town has a good location, and the annual rent is seventy-two taels. However, Miss Liu has seen it. Our shop became successful later on because it consisted of three connected shops. If Miss Liu were to open an embroidery shop, she wouldn’t need such a large space. Renting one shop would cost about twenty-four taels annually, or two taels per month. I estimate that it’s about the same in Xifeng Town. You can inquire for specifics. Shop rents are usually paid annually or quarterly. If capital is tight, you can negotiate with the landlord.”
As Lu Chengxiao spoke, Liu Yu began to calculate in her mind. Two taels per month; if she could negotiate to pay quarterly, that would be six taels per quarter. Liu Yu felt that this price was quite acceptable.
Then, Liu Yanping asked, “What about in Anyi County?”
“In Anyi County, my family rents a shop from the Wang family. It’s also a combination of three shops into one. In the area around North Street, the monthly rent for one shop is around eight to ten taels. Because of our relationship with the Wang family, the monthly rent is only eight taels. For three shops, it’s twenty-four taels per month, or two hundred and eighty taels annually.”
Two hundred and eighty taels. The three siblings from the Liu family felt poor for the first time; they couldn’t even come up with the rent for the shop.
Seeing their expressions, Lu Chengxiao said, “When opening an embroidery shop, you naturally don’t need such a large space. One shop would be sufficient. The rent for one shop is eight taels per month, or ninety-six taels annually. If you can find a quarterly payment option, the pressure wouldn’t be that great.”
Twenty-four taels. Liu Yanping calculated the rent for one quarter in his mind and felt it was manageable. He then asked, “What about fabric?”
Lu Chengxiao nodded. That’s why he initially thought of supplying miscellaneous goods to Liu Yu from home at cost price, to save a lot of capital at the beginning. However, after Wei Shi’s advice, he knew that this was inappropriate and truthfully explained the ways to acquire fabric to them.
“Fabric is indeed the most costly part. Since I returned from Yuanzhou, I’ve been learning about fabric shop management from the shopkeeper and my father and brothers at home. I’ve also seen many of the family’s account books, so I know a thing or two.”
He looked at Liu Yu, “If Miss Liu were to open an embroidery shop in Xifeng Town, the main fabrics needed would be various types of coarse cloth, fine cloth, summer fabrics, and yarn. In our area, coarse cloth ranges from eight hundred to twelve hundred wen per bolt, and fine cloth ranges from twelve hundred wen to two guan per bolt. Since Yuanzhou produces a lot of summer fabrics, they range from five hundred to six hundred wen per bolt, depending on the quality and color.”
“If you were to open an embroidery shop in Anyi County, in addition to fabric and yarn, satin and silk would also be indispensable. Based on the sales situation in our family, the prices range mostly between two to five taels per bolt.”
Liu Yu secretly took note, but Lu Chengxiao smiled and said, “These are the retail prices. In fact, for shops like ours, goods are bought from fabric shops in Hongdu Prefecture, and the retail price is about forty to fifty percent higher.”
Forty to fifty percent profit. The eyes of the Liu siblings lit up. Liu Yanping said, “So, if a bolt of coarse cloth costs only five to six hundred wen when bought from Hongdu Prefecture?”
Lu Chengxiao nodded. He had looked through the account books a few days ago, so he had a rough idea of the wholesale prices of fabrics. He replied to Liu Yanping, “It’s about that price.”
Fourty to fifty percent profit. Even Liu Yanqing and Liu Yanan, who were not sensitive to money, knew how lucrative this was after making clothes. Liu Yu asked, “With this price, are there any conditions to buy fabric from Hongdu Prefecture?”
Lu Chengxiao felt that the girl he liked was not only skilled but also very intelligent. He smiled and asked, “Do you know the difference between a fabric shop, a fabric store, and a fabric house?”
Liu Yu shook her head, and the three Liu siblings also followed suit.
Lu Chengxiao explained, “A fabric shop, like ours, is a typical small fabric retailer that deals mainly with common people. Fabric stores, on the other hand, are larger in scale and have stronger capabilities. They are usually set up by big fabric brands and engage in both wholesale and retail. The front section serves retail customers, while the back section caters to small fabric retailers in towns and villages. They usually have a minimum purchase requirement, often around ten bolts. Most small fabric shops and embroidery shops source their fabrics from these fabric stores, and they can expect about thirty percent profit.”
Liu Yanping’s interest was piqued, and he asked, “What about fabric houses?”
“Fabric houses, also known as fabric depots or fabric shops, are usually concentrated in areas where fabric trading and processing are well developed, like our area. The nearest fabric trading hub is in Hongdu Prefecture. Fabric houses have even stronger capabilities than fabric stores. They directly deal with manufacturers of raw fabrics. For example, those managing silk fabric shops would purchase silk bolts from regions like Suzhou and Hangzhou, then commission dyeing workshops for processing, and finally sell them to fabric stores or larger embroidery shops.”
Liu Yanping quickly asked, “Are there any requirements for purchasing from fabric houses?”
Lu Chengxiao smiled, “When buying from such fabric houses, you need to purchase at least ten bolts of the same fabric and color. Due to this requirement, businesses with lower capabilities can only source their goods from fabric stores. Fabric houses do not entertain small orders. However, because of their high threshold and their strategy of focusing on low-profit, high-volume sales, the profits for merchants are quite substantial. They can expect around ten to twenty percent profit from wholesaling and up to forty to fifty percent from retailing. But to achieve this, a considerable amount of capital is needed. In fact, our family partnered with another merchant in Yuanzhou City to purchase goods together. We split the goods evenly, and since our family has two fabric shops, we can manage the turnover for now.”
The Liu siblings listened attentively, and even if they were to open an embroidery shop now, they would be considered small players who wouldn’t be entertained by fabric houses. But through Lu Chengxiao’s words, they glimpsed a whole new world that they had never encountered before.
Lu Chengxiao looked at Liu Yu and said, “If you want to open an embroidery shop, whether in Xifeng Town or Anyi County, you can choose fabric from our shop. We can allocate one bolt from the five bolts we purchase at the wholesale price. Joint procurement is quite common in the fabric business. It’s not just about scraps and leftovers; it actually helps us share the burden. My parents and brothers have no objections. This is a mutually beneficial arrangement.”
Liu Yu was moved.
Joint procurement was indeed similar to the cooperation between the Lu family and the fabric merchants in Yuanzhou, but Liu Yu also knew that she would benefit from this arrangement. Compared to buying scraps and pieces at a discount, she was willing to accept this kind of joint procurement with the Lu family.
The toughest two years of Liu Yu’s past life taught her the importance of practicality. As long as the reasoning was sound, she didn’t have many pretensions. She nodded immediately and said, “Okay, I’ll need to save up some money, and finding a shop isn’t something I can do overnight. Once I’m ready, I’ll ask my aunt to accompany me to discuss the details with Uncle Lu and Aunt Lu.”
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