Chapter 95: Comfortably Accepted

His dream of the pleasure quarters shattered, Chen Xin, in his fury, had intended to go himself, but on second thought, realizing the arrangements were not yet in place, he had no choice but to suppress his anger. He went to the clothing shop again, and just as he reached the doorway, he heard voices speaking inside.

First came the voice of Shen Lishi: "Brother Cai, why is the silk we bought yesterday not the original size?"

Then came Old Cai's voice: "It's only a few chi short, and it wasn't me who shorted it. The new stock at that silk shop is all this size."

Shen Lishi's voice was small, but very firm: "Then they should still reduce the price accordingly. We calculate the price by the chi, so this..."

Old Cai interrupted her impatiently: "A trifling bit of length — how could I possibly notice it at the time? Tomorrow I'll have them adjust the price. Why make such a fuss, as if I had pocketed those few chi of silk myself?"

There was a moment of silence inside. After a while, Shen Lishi finally said: "Also, the overpayment from yesterday should be refunded by them."

"You... this is outrageous! If you want to go, then you go..."

Zhou Laifu's voice rang out: "Alright, alright, we're all just trying to earn a living. Don't be so exacting. Tomorrow I'll go speak with the shopkeeper over there. No need to refund the silver — just take a few extra chi of cloth. Old Cai, remember to have them lower the price going forward."

Old Cai was still defending himself: "Isn't that so? We've always dealt with that silk shop. A few chi — it's not like anyone deliberately shorted us. Lu You went along to pick up the goods. A slight discrepancy — is it really so hard to miss?"

Lu You chimed in support: "That is indeed the case."

Nie Hong and Zhang Dahui had also been listening from the back. Seeing Chen Xin standing there motionless, the two dared not make a sound. Chen Xin naturally knew what was going on. He did not enter the shop, but beckoned and quietly led the two men a distance away along Zhenhaimen Avenue. After strolling for a while, they returned to the shop entrance. Hearing that no one was speaking inside anymore, Chen Xin then walked in. Before he had even entered, he called out loudly.

"Shopkeeper Zhou, has business been good today?"

Zhou Laifu had originally been his neighbor, helping them make arrangements from the very first days they arrived on Erdaojie. On ordinary days, they would share dishes and borrow grain from each other often. Zhou Laifu had learned of Chen Xin's return the very same day and had even invited Chen Xin to his home for a meal.

Seeing that Chen Xin had finally deigned to visit the clothing shop, he hurried over and invited Chen Xin to sit, giving him a general report. At present, the women's undergarments they produced were selling very well. Other clothing shops in Tianjin were all eyeing this Orchid Clothing Shop — as soon as a new style appeared, they would swarm to copy it. But the Orchid Clothing Shop's reputation had been established; many women from wealthy families came here specifically to buy clothes. The shop had earned over one hundred and ten taels of silver last month. Zhou Laifu estimated that after spring began, sales of dresses would increase again, and profits would be even higher.

As he spoke, Zhou Laifu called for Shen Lishi to bring over the ledger. Shen Lishi was still the same as before — her coarse cloth clothes could not hide her prettiness, though there was another bump on her forehead. It seemed the economic base had yet to determine the superstructure. Still, her complexion was a bit better than before. She came over and quietly paid her respects to Chen Xin. Chen Xin stood and took the ledger, his face full of smiles as he said: "Lady Shen, you've worked hard. Young Master Liu asked me especially to send you his regards."

At these words, Shen Lishi blushed down to her neck. Not daring to respond, she fled directly back to her corner. Old Cai and Lu You exchanged glances. Liu Minyou had sent no messages for anyone else — he had only asked after Shen Lishi. Although they had always sensed some ambiguity between the two, it had never been so blatantly exposed. With this said, Shen Lishi might well become the boss's wife in the future. Lu You inwardly resolved to stand on Shen Lishi's side from now on, or at least not to stand in opposition. How could they know that Chen Xin had simply made it up?

Chen Xin had added some background points for Shen Lishi. Only then did he turn to the others and say: "Everyone has worked hard. Now that I'm back, I'll distribute last year's bonuses to you all."

Everyone brightened. Although the silver was kept in the shop, every two days Miss Zhao's servant would come to collect it. With the boss away, Zhou Laifu had not dared to hand out bonuses. They had finally waited for Chen Xin's return, yet he had gone many days without even visiting the clothing shop.

Zhou Laifu hurriedly had Shen Lishi bring over the calculated bonuses and showed them to Chen Xin. Chen Xin briefly asked about their calculation method. It turned out Liu Minyou had set it — roughly two to three times the monthly wage. Chen Xin saw that Shen Lishi's bonus was six taels; the others were about the same, with the lowest being Lu You at four taels. With a broad stroke of his pen, Chen Xin added an extra month's wage for each person. Everyone was even more delighted. Zhou Laifu then arranged for Old Cai to distribute the money that very day.

After handling this matter, Chen Xin said to Zhou Laifu: "Old Cai has other business lately. The shop will have to rely more on you, Laifu."

Zhou Laifu did not know what the business was. Old Cai, however, guessed that purchasing was about to begin, followed by accompanying the goods out to sea — at last, another chance to earn a little extra.

Zhou Laifu said: "No trouble. Lady Shen can also handle some of the bookkeeping. Old Cai, just focus on his lordship's affairs."

Chen Xin turned to face Shen Lishi. The woman was still hiding behind the table in the corner. "Lady Shen, in a few days, you will also have some tasks to arrange. During the day, you can be at the clothing shop. In the evenings, there will be some additional work. It will be tiring, but there will be a separate wage for it."

"Ah!" Shen Lishi had not expected to be assigned anything. She said quietly: "No, no trouble at all. My lord, just give your orders. There's no need for extra wages."

Chen Xin did not explain further. He directly called Old Cai out and told him which shops to go to for price inquiries. Old Cai listened and said: "That Zhongfu Silk Shop — we buy from them regularly. Their goods have always been good, and they have plenty of stock. When the former proprietor was here, most purchases were from there. We could buy more from that shop."

The Zhongfu Silk Shop was run by the Prince of Fu. The clothing shop often made purchases there. Chen Xin said to Old Cai: "Inquire at all four. I want to buy from at least three. When you go to ask prices, don't go directly to these shops. Ask around the neighboring ones, and let every large silk shop know you have a bulk purchase to make. For now, tell them it's at least fifty thousand taels or more."

Old Cai agreed: "This humble one understands. In past years, I also went there for bulk purchases and am acquainted with many silk shops. This way, we can make them compete on price. It's just that those shopkeepers will wear down my doorstep."

Chen Xin nodded: "And in past years? Did they wear it down then too?"

Old Cai, afraid Chen Xin suspected him, quickly declared: "In past years, the former proprietor negotiated the prices himself. This humble one merely followed along and listened to the final price — I have never gone alone to inquire about prices. This humble one will certainly do the job well, drive the prices down, and absolutely will not accept any favors from those shopkeepers."

Old Cai had a tendency to seek petty advantages; it was only natural he was not trusted. Chen Xin smiled and said: "No need to haggle. Just let them give their own quotes, and you record them."

That very day, Old Cai began visiting various shops to inquire about prices. Chen Xin went to the Zhao residence every day to pay his respects, returning to his own courtyard after lunch. In between, he sought out Deng Keshan to learn in detail about the circumstances of several silk shops, while also reading some purchased books. Two days later, Old Cai compiled the price quotes he had gathered. They were considerably lower than Deng Keshan's figures. For the main items, raw silk was already at fifty-six taels per picul, and Huzhou silk at ninety-five taels per picul — slightly lower than the previous year, perhaps because Jiangnan's output was greater this year.

Of the four shops Chen Xin had selected, three had already, through Old Cai, invited the proprietor to come for detailed discussions.

Chen Xin summoned Song Wenxian and showed him the price quotes in advance. With one calculation, Song Wenxian knew they were slightly better than the previous year; they only needed to negotiate the prices down a bit further. Chen Xin said to Song Wenxian: "Today we negotiate with Tian Hongyu's silk shop. The shopkeeper is surnamed Yan. They had Old Cai invite me, and we've arranged to meet this evening at the Zhengchun Restaurant."

Chen Xin picked up another sheet of paper that Deng Keshan had submitted. It noted that Shopkeeper Yan was Tian Hongyu's nephew, in his thirties. He also managed Tian Hongyu's Dehong Money Shop. He loved fine food most of all, and also enjoyed visiting pleasure quarters and smoking. For gambling games, he liked Ma Diao and the Promotion Chart game. When drinking, he enjoyed the pitch-pot game. His principal wife was still in Luoyang; in Tianjin, he only had two newly taken concubines.

The information was not extensive, but he showed it to Song Wenxian as well.

Song Wenxian said: "Since he loves visiting the pleasure quarters, why don't we change the venue to the Qunfang Pavilion? And we can give him some benefits along the way."

Chen Xin shook his head: "No need. Shopkeeper Yan set the location. Let's take this one step at a time. The goal of this negotiation is to lower the silk prices as much as possible, and also to reach a cooperative intent on the copper coin business. Although we are the buyers now, these shops are all run by imperial relatives. In their hearts, they may not think highly of us. To cooperate with them, we can make slight concessions on the goods price. The main part is the copper coins. Benefits must be given, but they must be given in a way that he can accept comfortably."

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The Zhengchun Restaurant was located on a small street off Daihemen Avenue. It was quite famous in Tianjin, with an elegant surrounding environment and many pleasure quarters nearby — suitable for indulging desires after a full meal and wine. Many merchants liked to entertain clients here.

At the fourth ke of the Wei hour in the afternoon, Chen Xin, Song Wenxian, and Old Cai leisurely arrived at the Zhengchun Restaurant. Shopkeeper Yan, accompanied by two servant boys, was already waiting there. Shopkeeper Yan had a youthful face, with a beard of about three cun, and was dressed entirely in silks and satins — wealthy and well-attired. After they met, Old Cai made the introductions. The men exchanged courtesies and pleasantries. Shopkeeper Yan politely invited the two up to a private room on the third floor. Old Cai, claiming business at the shop, returned to the clothing store first.

Shopkeeper Yan had also only come to Tianjin the previous year. He had originally opened a money shop, but the location was poor, so he only dealt in private coinage, shipping it to the capital. At the end of the year, when Wei Zhongxian fell, the eunuch faction began to be purged and their properties confiscated one after another. Imperial confiscations were the best of affairs. Cui Chengxiu's total confiscated household assets amounted to only seventy thousand taels handed over to the court; the rest fell into the pockets of the newly powerful. Tian Hongyu also rode this favorable wind, forcibly seizing Wei Liangqing's shops — not only in Tianjin, but also in Jingshi, Zhangjiawan, and Linqing. Because Shopkeeper Yan had previously managed businesses under Tian Hongyu, he was sent to Tianjin to oversee things.

A deal worth tens of thousands of taels — any merchant house would compete for it. Shopkeeper Yan only knew that Chen Xin was the proprietor, from Dengzhou. He had not investigated this man further; as long as the silver was paid, that was enough. Judging by appearance alone, this boss was indeed young, yet capable of purchasing such a large quantity of goods — most likely from an official-gentry family.

However, Shopkeeper Yan's own background was even stronger. Though he was the seller, and outwardly very polite, psychologically he indeed did not hold the two in very high regard. His invitation to Chen Xin and the others for a meal was also meant to subtly reveal his background, so that these two might harbor thoughts of currying favor.

After sitting down, Shopkeeper Yan leaned back slightly against his chair. Without rushing anyone to serve the dishes, he said to the two: "Young Master Chen, Mr. Song, this Zhengchun Restaurant is quite famous in Tianjin because the Wu-region cuisine prepared here is the most authentic."

Chen Xin leaned forward, a friendly smile on his face, just like the business training instructor who had taught him back then, keeping firmly in mind the teaching to listen more and speak less. He waited two or three seconds after Shopkeeper Yan finished speaking before responding, appearing as though he was seriously contemplating the other's words. He answered as briefly as possible: "Oh? I would be glad to hear the details."

Shopkeeper Yan clearly had some research on this subject and was willing to speak more. He sat up slightly, a hint of self-satisfaction on his face, and said: "Of all the blessings under heaven, only the palates of Wu and Yue are worthy. Tianjin is close to the capital. The dishes of ordinary eateries mostly use seasonings like foreign onion, garlic, and chives — flavors that are pungent and strong, already losing the original taste of the ingredients. Wu-Yue cuisine has light and delicate flavors, leading the culinary trends of the realm. As the saying goes, 'Not reaching western Zhejiang is to betray your mouth.'"

Song Wenxian said with a tone of wonder: "So that's how it is. Shopkeeper Yan must certainly be fond of this Wu-Yue cuisine and has devoted considerable effort to it. Others also eat Wu-Yue dishes, but how could they know so many principles behind it?"

Shopkeeper Yan, now in full conversational flow, continued: "It was also from my years doing business in Yangzhou, where the flavors are close to those of Wu and Yue. I only arrived at Tianjin Garrison last year, and only the dishes here at the Zhengchun Restaurant suit my taste best."

Chen Xin listened attentively. This man had come from Yangzhou — no wonder it was so convenient for him to buy counterfeit coins from Jiangnan. Deng Keshan had said that from last year to this year, two boatloads had already arrived.

Chen Xin hoped to hear him say more and quickly passed the conversation back: "My learning is shallow. In what ways is the Zhengchun Restaurant better than other wine houses?"

Shopkeeper Yan stroked his beard and said: "As I just mentioned, the capital's cuisine loses the original flavor of the ingredients. From this, one understands the importance of ingredients. With the same chef and the same method, using northern ingredients cannot produce authentic Wu-Yue cuisine. The proprietor of the Zhengchun Restaurant deeply understands this principle. The main ingredients used are all transported from the Wu region. For braised pork, they must use Lanxi pork; for bamboo shoots, they must use Taicang; for rice, they must use Songjiang. How can other eateries compare?"

Chen Xin was genuinely somewhat surprised. He laughed heartily and said: "No wonder it's so famous. So much effort goes into it. I am indebted to Shopkeeper Yan for resolving my confusion today."

Shopkeeper Yan laughed loudly. "Young Master Chen, you may not know, but within the capital's cuisine, there are still a few unique items. If Young Master Chen comes to the capital in the future, I shall treat you to try live-carved lamb or fire-roasted goose. Both are methods of eating while alive — the meat is cooked yet the animal is not dead, adding an extra freshness and tenderness."

After Shopkeeper Yan finished, seeing the two men once again wearing expressions of sudden enlightenment, he felt quite pleased with himself. Casually, he took out a porcelain pipe and handed it to the servant boy behind him. The boy took it and was about to fill it with shredded tobacco. Chen Xin shot a glance at Song Wenxian, who hurriedly produced an embroidered tobacco pouch and said: "Would Shopkeeper Yan like to try my Fujian pipe tobacco?"

Only then did Shopkeeper Yan realize that the two men opposite him also smoked. Slightly embarrassed, he took Song Wenxian's tobacco pouch, handed it to his servant boy, and thanked them repeatedly.

In the Ming Dynasty, smoking was called "eating smoke." The earliest smokers sat in a circle, piled tobacco leaves in the middle, lit them, and then each inhaled through a bamboo tube. Later, pipes gradually appeared, and tobacco leaves were crushed and placed in the pipe bowl for smoking. By the Wanli reign, Fujian already had a process for making shredded tobacco, which slowly spread to Jiangnan. When smoking, one pinched out a tuft and placed it in the pipe — not as troublesome as the old crushed leaves. Shredded tobacco was usually kept in a tobacco pouch, and sharing tobacco among smoking friends was also a form of etiquette.

Chen Xin also took out his newly purchased pipe. Both he and Song Wenxian lit up. When some shreds fell, Chen Xin picked them up one by one and placed them in his pipe. The three men puffed away together. Shopkeeper Yan, having been carried away by his own eloquence, had momentarily forgotten to ask whether the two men smoked. Mentally, he felt he had been slightly remiss in etiquette. His body was no longer leaning against the chair back. Chen Xin observed his body language; the other party's psychological advantage had temporarily diminished. After smoking together, they were also psychologically closer. It was time to discuss business.

After taking a deep drag of smoke, Chen Xin cupped his hands toward Shopkeeper Yan and began the main topic: "Shopkeeper Yan, I thank you first for your generous hospitality today. Regarding the goods, I wish to settle this early. Can the price of raw silk be reduced further? If the price is suitable, perhaps I could purchase a bit more."

Shopkeeper Yan hesitated briefly, then slowly shook his head. "Young Master Chen, it truly cannot be lowered. The price given to Accountant Cai is already the lowest in Tianjin. Moreover, in the vicinity of Tianjin Garrison, those who can produce such a large quantity of ready stock are truly few. However, it also depends on to what extent Young Master Chen can increase his purchase."

Shopkeeper Yan's price was indeed considered low, but Chen Xin did not believe he couldn't lower it. With Tian Hongyu's background, the fees for managing customs passes were far less than those of ordinary merchants. There followed another round of bargaining. Bit by bit, he haggled with Shopkeeper Yan. The men did not rush to order the dishes. Shopkeeper Yan was very tight-lipped. After a quarter of an hour of negotiation, Chen Xin had only managed to knock five qian off the price of raw silk; the reduction on silk tabby was also minimal. However, after this bout of contention, Shopkeeper Yan's spirit was somewhat weary. After Chen Xin observed him place his hands on the table twice, he excused himself and went out to the latrine.

Once Chen Xin had left, Shopkeeper Yan relaxed somewhat. The man was glib and eloquent, and dealing with him had been rather taxing. Song Wenxian also rubbed his forehead and said to Shopkeeper Yan, "I wonder if all proprietors under heaven are this stingy."

Shopkeeper Yan felt the same deeply. "I imagine Brother Song is like me, working for the proprietor, toiling hard all year yet barely earning enough to support a family. In the past it was always Lao Cai who came to the shop; I had not met Mr. Song before. Are you running a shop elsewhere?"

Song Wenxian nodded. "I run some money shop business in Dengzhou. The silk purchasing matters will also be under my charge from now on."...

Shopkeeper Yan's interest was piqued upon hearing this. "Oh? What sort of money shop business? As it happens, I also manage a money shop. Brother Song, do tell."

Song Wenxian glanced at the two servant boys behind Shopkeeper Yan. Shopkeeper Yan waved a hand, and the two boys withdrew. Song Wenxian lowered his voice. "Brother Yan is in the money shop business, so I won't hide it from you — it's some private coin."

Shopkeeper Yan's brow twitched slightly. "Then where does Brother Song sell this private coin? If there is surplus, you could bring some for me to see. If suitable, I could also purchase some from your esteemed shop."

"In that case, once the copper material is in hand this year, new coin will be produced, and I will present it to Brother Yan for inspection then."

Having said this, Song Wenxian let out a long sigh. "We retainers, no matter how much heart and effort we exhaust, are merely making wedding clothes for the proprietor. Brother Yan, I have a method, but it must not reach a third person's ears." With that, he leaned his body onto the table, his face full of mystery. Shopkeeper Yan naturally leaned forward as well, to draw closer. "Brother Song, please speak."

"In the days to come, it will be you and I dealing with each other most often, with buying and selling on both sides. Some matters we can still decide. In between, I know Brother Yan can still reduce the silk price somewhat. Whatever is yielded from the current price, you and I split half each. For the private coin price, once the proprietor has negotiated it, whatever I can further yield, we also split half each. Over a year, with such large sums of silver changing hands, would that not be more worthwhile than striving for profit for the proprietor?"

Shopkeeper Yan studied Song Wenxian for a long moment. Although the copper coin business was still uncertain, the silk business at hand could be realized very quickly. Stroking his beard, he smiled and said to Song Wenxian, "Put that way, some can indeed be reduced. Only, when the time comes for the copper coin business, Brother Song must also remember."