Chapter 141: Do You Know What

Ma Qianshan bustled about, fetching cardboard, wooden sticks, and buying brushes.

With nimble hands, he constructed a frame from the sticks and secured the cardboard to it.

Li Ye casually dipped his brush and wrote the four characters: "Can Issue Invoices."

"Little Brother Ye, your calligraphy is amazing."

"Huh~"

Li Ye felt embarrassed, because his brush script was indeed slightly better than "dog scratches,"

but as the saying goes, handwriting reflects character—great skill can backfire.

Like it.

Yet after the sign had been displayed for an hour, not a single sale came in.

Ma Qianshan still beamed, trying to liven the mood, but Jin Peng muttered, "Little Ye, this trick of yours isn't working?"

Li Ye replied calmly, "Invoices lure big fish—we're not counting on retail. Why the rush?"

Li Ye opened this shop on Xiushuijie to replicate the success model he'd used on Dongshan: first wholesale, then gradually build his own secondary wholesale network.

In 1982, not every clothing peddler had the guts to go to Yangcheng for stock; many preferred nearby "big cities" for supplies.

Like Jin Peng and Hao Jian back then—they were obsessed with "braving the provincial capital." If Li Ye hadn't sent them to Yangcheng, they'd still be loitering there!

Life was comfortable enough—why risk going far when you can earn right at your doorstep?

Besides, petty traders with only a few hundred yuan in capital all thought going to Yangcheng wasn't worth it; if there was any chance nearby, they'd never risk such a long trip.

Jingcheng was a major northern hub for goods, exerting strong influence over surrounding provinces; whether individual vendors or sales reps, all kept coming to Jingcheng now and then.

"Little Ye, do you think those sales reps who need invoices even work on Sundays?"

"."

Li Ye looked at Jin Peng's grinning face and felt his image as the great helmsman had been violated.

"Forget it. First, bait the fish—I'll set the trap!"

Li Ye picked up the brush again and wrote another sign: "Grand Opening Promotion! Five items at 10% off, ten items at 20% off."

Ma Qianshan pondered, then asked doubtfully, "Will this work?"

Li Ye said, "Let me explain the logic—you trust me, it'll work."

Why wouldn't it? Do you even know what "Pinxixi" is?

You think Pinxixi succeeded just because its goods were cheap?

It also gave shoppers a sense of "I got a bargain"—and that feeling matters.

Ten minutes later, a woman around forty entered the shop.

Her eyes first landed on the business license hanging in the center of the store.

"Are you a state-run business?"

"Yes, we're the sales outlet of Pengcheng Seventh Garment Factory in Jingcheng."

"Can you haggle here?"

In this era, everyone knew state-run businesses didn't haggle—if you tried to bargain at a state department store, they'd look down on you.

Most people who came to Xiushuijie were there specifically to haggle with private vendors; whether they bought or not, they just wanted the thrill of the negotiation.

Ma Qianshan explained, "We don't haggle either—eight and nine percent off are wholesale prices; you save only when you buy more."

The middle-aged woman looked around, touched this, touched that, then nervously said, "I'll take two pieces—can you give me a ten percent discount?"

Ma Qianshan shook his head. "Sister, find relatives or friends to come with you—once you hit five pieces, you get the discount."

The woman's eyes lit up. "So multiple people count? Ten pieces get twenty percent off?"

Ma Qianshan nodded. "Yes—only the number of items matters, not the number of people."

"Then wait."

The woman turned and hurried out of the shop.

Ma Qianshan immediately asked Li Ye, "Did I get it right?"

Li Ye said, "Your wording was perfect, but you didn't smile—you need to smile, understand?"

Ma Qianshan grumbled, "Back when I bought things at state offices, I had to smile at the clerks."

Whether it was the business license on the wall or the thousands in daily turnover, Ma Qianshan now felt he was no longer like those petty peddlers;

he deserved at least the same social status as the "employees" in department stores.

Look at them—frowning, scowling, "Buy it or don't."

And now look at us—our business is growing, yet we have to smile at customers?

Jin Peng kicked Ma Qianshan's leg. "How many meals have you eaten since you started? Think you're a cadre now?"

Li Ye added, "Remember—we have state-quality goods but individual-service attitudes. If you insist on looking glum, tomorrow I'll use connections to get you reassigned to the Qingshui County storefront."

"I won't go—I'd rather stick with Little Brother Ye and Brother Jin."

Ma Qianshan dared not resist. He walked to the fitting mirror, studied his own smile, and checked if it met Li Ye's standard.

Li Ye added, "Do well, and there's a bonus."

Ma Qianshan's smile instantly brightened several times over.

Money is my grandpa—come on, Grandpa, let me smile for you.

The woman returned quickly, bringing a gaggle of young and middle-aged women, chattering loudly as if they'd drown the twenty-square-meter shop in noise.

"Does ten pieces mean ten of the same style, or can it be mixed—clothes, pants, shoes?"

"Shh, don't talk—let's mix them up, pay the twenty percent discount, he never said it wasn't allowed."

"Oh oh—let's all chip in, count together."

Undeniably, the state's compulsory education had given women a sharp knack for budgeting; when chasing small bargains, they could calculate the optimal combination better than a computer.

Soon, these women learned to stop strangers outside the shop and ask if they'd join their group to "make up the number."

In just one or two hours, the once-empty shop was packed to bursting—even the entrance was more crowded than a Sunday market.

Decades later, in the e-commerce era, promotions ran daily, making shoppers immune.

But in 1982, "fire-sale prices" and "clearance deals" didn't even exist! The moment they heard "discount," neighbors immediately formed groups and came over.

Of course, the goods had to be good—if they were shoddy, even fire-sale prices wouldn't move them.

Li Ye's goods were excellent—base prices were already cheaper than department stores, and with twenty percent off, the effect spoke for itself.

Ma Qianshan kept calculating and collecting cash, his calculator nearly smoking.

Jin Peng and Li Ye helped restock while keeping watch over the store.

With so many people, chaos erupted—someone stepped on your foot, someone brushed your butt, the noise made Li Ye's eyelids twitch.

So Li Ye climbed onto the counter and shouted, "Everyone, quiet down! Anyone here with a work ID?"

Quiet was impossible—expecting a flock of hens to be silent while fighting over food?

But one woman called out, "I have my work ID—what's up?"

Li Ye immediately said, "Sister, we're short-staffed today. Can you help keep order? We'll give you a free item—pick any clothing or shoes."

The woman laughed. "You're hiring temporary help?"

"No no," Li Ye quickly smiled, "You help us, we give gifts—this isn't employment, it's friendship, pure friendship."

"Hehe, fine, I'll help you."

"Great, great—we still need two more kind souls."

"I have my work ID."

"Me too."

Several pulled out their work IDs—back then, these still carried weight.

The last ones to arrive chuckled to themselves: "Ah, did I just show up too late?"

Li Ye hurriedly said, "Four people isn't too many—thank you so much for helping."

With these kind helpers, Li Ye finally had time to slip out and drive to the warehouse to restock.

The Xiushuijie shop had only a few thousand items in stock—it wouldn't last long.

At the warehouse, he loaded the truck with Wang Jianqiang's help and brought him along to assist at the shop.

By the time he returned, hundreds of people had gathered outside—the truck nearly couldn't squeeze in.

And the arrival of this full truck confirmed for everyone that this was indeed a "state-run business."

Didn't they even have a car? And it had Jingcheng license plates.

The crowd grew thicker, the sales multiplied—Li Ye made three restocking trips that afternoon and didn't finish until eight p. ., barely clearing out all the customers.

Ma Qianshan collapsed on the floor, panting with his tongue out.

Jin Peng was drenched in sweat, his throat hoarse, voice raspy as a broken gong.

As for Li Ye, he was only slightly better—dry mouth, parched throat, back pressed against chest.

Too busy to eat.

Even the helpers were utterly exhausted.

"Sisters, brothers—thank you today. Two items each, pick freely."

"Hey, weren't you saying one item? Little brother, are you confused from working so hard?"

"We've worked till this hour—no pretending ignorance. Two items already feels like too much—take whatever you like."

"This little brother's sharp! Full of cleverness!"

The helpers didn't refuse—they each picked two items, but none chose the most expensive ones; the first woman to speak even picked the two cheapest.

Yet as she stepped out, she turned back and asked, "You're an official unit—do you hire people? I bet you'll be swamped from now on."

"Recruit? Of course we recruit. Do you have someone suitable, sister?"

The woman glanced at Li Ye and smiled. "I'm not doubting you, but when it comes to hiring, can you really decide?"

Li Ye smiled and pointed at Jin Peng. "I'm a relative of the boss. If you don't trust me, you can talk to him."

Jin Peng hurried over, smiling. "We're indeed hiring. Anyone with a junior high diploma and a certificate from the Xuchu Office qualifies."

Requiring a certificate from the Xuchu Office was to verify criminal records—necessary when you don't know someone's background.

The woman immediately said, "Don't worry, she's my niece. She's been unemployed since returning to Huicheng. I'll bring her over tomorrow for you to see."

The woman left beaming. Li Ye exhaled in relief. "Shut the power, lock the door. Let's find somewhere to eat."

But no sooner had he spoken than seven or eight people walked in from outside.

A young man with a center-parted haircut bared a few steel-like teeth and grinned. "Guys, we've hit the jackpot today!"

Li Ye said nothing. Jin Peng stepped forward two paces and blocked him.

Ma Qianshan whispered, "Those are the guys who want to take over the goods."

Jin Peng understood. He smiled. "Business today brings profit, tomorrow brings loss. Who can predict the turn of fate?"

"Good point—fate is unpredictable," said the center-parted man. "You're right. Today, you've taken all the business on Xiushuijie. But tomorrow, won't you let us have a sip of broth?"

"How can you call that taking?"

Jin Peng pulled out a pack of cigarettes, offering one to each. "We've researched the market. Our retail price is actually a few jiao higher than others'. We mainly wholesale. We don't cut retail prices."

The center-parted man glanced disdainfully at Jin Peng's Peony cigarettes, then pulled out a box of Da Zhonghua himself and lit one.

Li Ye's gaze sharpened—he noticed the cigarette box's opening was frayed, likely used for several days.

"I knew you were wholesalers! Just sell me everything wholesale. Then you won't have to exhaust yourselves like today, right?"

"Of course we can! What's your name? How much can you consume in a month?"

Jin Peng laughed heartily, pulling out a full-metal lighter from the south. *Click. He lit his cigarette.

The center-parted man studied Jin Peng's lighter closely.

Then he bowed slightly, speaking in a high-pitched tone. "I'm Mr. Duo. The folks around here have honored me with the title 'Mr. Duo.' On this stretch of Xiushuijie, I'm the one who calls the shots."

"As for how much I can take? I'll take it all. You wholesale everything to me—you won't have to work so hard and tired like today. And with so many people crowding around, what if someone gets hurt?"

Mr. Duo's face wore a sneer, as if he had already pinned down this outsider, Jin Peng.

But Li Ye suddenly blurted out a sentence that left him stunned, shocked, and utterly humiliated.

"Isn't all of Great Beijing under D's control? Are you trying to overthrow the heavens?"

(End of Chapter)