This fabric shop is run by a Song merchant, but its owner is a Liao person.
The Song Dynasty and the Liao State often had trade exchanges. Although Luohe Town belongs to the Song Dynasty, there are very few Liao shops in town; most of the shops are run by Song people. This shop is an exception.
Upon hearing Yao San’s words, the shopkeeper immediately closed the shop door and led them into the back room. He first knocked on the door and asked for permission from the person inside, then came out and said, “You can come in now.”
You c an fi nd t he la te st cha pte rs at ( th e bl mu se . c o m )
Tang Shen and the others followed him into the room.
As soon as they entered, they saw a screen with paintings of mountains by contemporary artists, not worth much but somewhat reminiscent of the previous dynasty’s painter Liu Zi’ang. On the sides, there were ink paintings of landscapes. Most were works from the current dynasty, some were quite good, but the artists were not well-known and thus, the paintings were not worth much.
The room was scented with spices and had the air of a cultured scholar’s dwelling, but it seemed more like a paper tiger (TN: pretense).
Tang Shen had been in Wang Zhen’s study before, and compared to that, this room was not just a world apart but seemed like a shoddy imitation.
“You are the master of that Yao kid?” A rough voice came from behind the screen. Soon, a middle-aged man dressed in Liao fur and sporting a bald patch haircut walked out from behind it. He looked Shopkeeper Lu up and down and said, “You certainly look like a Song person.” His tone carried a hint of barely perceptible disdain and self-satisfaction.
Shopkeeper Lu’s expression changed slightly. He smiled and said, “My surname is Lu.”
The Liao man replied, “Yelu Jiu.”
Shopkeeper Lu smiled, “Ah, Yelu daren.”
No one paid much attention to Yelu Jiu’s surname. Unlike the Song Dynasty, where there were many surnames, the Liao State only had two: Yelu and Xiao. Ordinary people didn’t have surnames; only nobles and those of middle class did. However, Shopkeeper Lu knew from Yao San that Yelu Jiu was considered a semi-noble; he was from the Liao people of Liucheng County, and his mother was a noblewoman. But by Yelu Jiu’s generation, the noble titles were mostly nominal.
Yelu Jiu was a businessman who mainly dealt in horses and was a wealthy merchant in Liucheng County.
However, they were not looking to buy horses this time, but cattle and sheep.
Shopkeeper Lu said, “Yelu daren, as Yao San should have mentioned earlier, I’m looking to buy cattle and sheep, not horses.” While ordinary Song people could buy horses, they could not buy them in bulk. “Cattle are scarce in the Song Dynasty, but I know there are plenty in your place.”
Yelu Jiu said, “Plenty? Don’t talk nonsense. Those things are very expensive even in our place.”
Shopkeeper Lu squinted and smiled, “Don’t misunderstand. This time, I’m mainly looking to buy sheep.”
Yelu Jiu smiled and waved his hand to the shopkeeper of the fabric shop. The shopkeeper immediately stepped forward and quoted a price.
Shopkeeper Lu’s expression changed. Yao San immediately said, “The price you quoted is not what you told me seven days ago!”
Yelu Jiu laughed heartily, “Seven days ago was the price from seven days ago, and seven days later is the price for seven days later. Do you Song people think business prices never go up?”
Yao San was about to lose his temper but was stopped by Shopkeeper Lu.
Tang Shen, standing as an attendant behind them, looked up at Yelu Jiu. Yelu Jiu glanced at him briefly and then looked away, clearly ignoring him.
Shopkeeper Lu glanced at Tang Shen and said, “We need to discuss this further and get back to you.”
The three left the fabric shop quickly.
Back at the inn, Yao San couldn’t contain his anger, “Those Liao people are really fickle! They always behave like this in Luohe Town, treating Song people with disdain. If there weren’t so many things that the Song lacks and we had to buy from the Liao State, I wouldn’t be keen to deal with them at all.”
The Liao State, unlike the Song, had a rough and unrestrained culture with low standards of living. The Song people, accustomed to refinement, tend to engage in business discreetly, avoiding open conflicts. The Liao people, on the other hand, often deal in luxury goods bought by nobles or those intending to sell to nobles. The Liao people are very wealthy. For instance, high-quality horses are only found in the Liao’s grasslands, and the Song people have no choice but to buy from them.
Shopkeeper Lu said to Tang Shen, “Little Boss, we don’t necessarily have to do business with Yelu Jiu. The Xixia Tower only requires fresh beef and mutton, which other Liao merchants in Luohe Town can also supply.”
Tang Shen pondered and tapped the table with his fingers, “But the Liao merchant who has his own channel to deliver goods to Shengjing on the same day is only Yelu Jiu.”
Shopkeeper Lu and Yao San exchanged glances, unable to refute this.
Other Liao merchants can sell beef and mutton but cannot guarantee same-day delivery to Shengjing. Yelu Jiu’s advantage lies in his own shipping channel. Shengjing is not like Gusu with Tang’s Logistics. If they buy from others, Tang Shen would have to spend additional effort to transport the goods, which may not be done in one day.
Yao San said, “But Yelu Jiu is too unreasonable. His price has increased by nearly 10% compared to seven days ago!”
Tang Shen thought for a moment and said, “Business with them is conducted on their terms, and the price is as they say. However, Shopkeeper Lu, tomorrow tell Yelu Jiu that we agree to his price and are even willing to offer a higher price.”
Yao San was surprised, “Little Boss, what are you planning?”
Tang Shen smiled slightly and said, “Peak and valley pricing. The Xixia Tower in Gusu has been open for two years. You should have noticed that in summer, the number of diners at Xixia Tower decreases significantly.”
Shopkeeper Lu said, “It’s hot in the summer, and Xixia Tower’s dishes are spicy, so fewer people come.”
“Exactly. Shengjing is similar. Summer in Shengjing is not much cooler than Gusu. So, we need more beef and mutton in winter and less in summer. But Yelu Jiu doesn’t know this. So, tomorrow when we go, Shopkeeper Lu, you should say that we are willing to pay this price, but it’s an average price. In winter, the cold weather means beef and mutton don’t spoil easily, so we don’t need to pay high prices and only wish to pay a little less than his set price.”
Yao San was still confused, but Shopkeeper Lu’s eyes lit up. He said, “I understand. Then I’ll also tell him that in summer, the hot weather increases the cost of transporting beef and mutton, so we are willing to pay a higher price for that. This way, the price on the surface remains the same, but in reality, we save a lot!”
After feeling happy for a moment, Shopkeeper Lu frowned again, “But Little Boss, this can only be kept up for a year. By next year, Yelu Jiu will definitely see through it.”
Tang Shen asked, “It’ll be a year, do you think the Xixia Tower still won’t be able to establish a foothold in Shengjing by then?”
Shopkeeper Lu responded, “Ah, you mean…”
Tang Shen said, “It’ll be a year. Why should we still rely on others’ shipping channels and be constrained by them? Shouldn’t we have our own shipping channel?”
“You’re right!”
The next day, Shopkeeper Lu met with Yelu Jiu and conveyed Tang Shen’s words.
Yelu Jiu thought for a moment and found it acceptable but extended a finger and said, “Today’s price is this.”
Tang Shen frowned. Shopkeeper Lu mentally calculated the demand for mutton in Xixia Tower in summer and winter. It was still profitable! He pretended to be angry but reluctantly said, “Alright, deal.”
On the way back to Shengjing, Shopkeeper Lu calculated the accounts, and Yao San was still upset about Yelu Jiu’s arrogant attitude.
Shopkeeper Lu said, “He was tricked by us, and we got a bargain. Why get so angry? Just consider it the cost of his arrogance.” Then he said to Tang Shen, “Little Boss, I calculated that according to the seasonal demand at Xixia Tower in Gusu, we saved at least 3,000 taels of silver this time!”
Tang Shen said, “Not just that.”
“What?”
“I believe the people of Shengjing will appreciate Xixia Tower’s dishes, especially the mutton, far more than the people of Gusu.”
Shopkeeper Lu’s eyes brightened, but he said, “Little Boss, you don’t seem very pleased.” Were they not making a profit?
Tang Shen looked at him, then lifted the curtain and gazed at the distant horizon, where a stretch of verdant grassland could be faintly seen.
“The Liao people are, after all, a hidden danger.”
In business, fairness and equality are crucial. When they did business with Yelu Jiu, although Yelu Jiu was making money, he made things extremely difficult for them. He was not afraid of Tang Shen reneging because he was the only one in Luohe Town who could complete this deal. But his arrogant attitude was also because of the peace treaty between the Song and Liao empires seventeen years ago, which was established on the basis of a pyrrhic victory for the Song!
Seventeen years ago, the two countries ceased hostilities and signed what seemed like an equal contract. However, the Song Dynasty’s victory was not easy, with heavy casualties among the soldiers.
If a wealthy merchant from the Liao State who is not considered a noble holds such an attitude towards the Song people, one can imagine the attitude of the Liao court towards the Song Dynasty.
The Song Dynasty in this world is somewhat better off than the one Tang Shen knew in his old world, but only slightly.
A gentleman does not stand under a dangerous wall. (TN: a wise person avoids situations that are risky or perilous)
Compared to Liao, the Song Dynasty more desperately wanted to avoid war.
Tang Shen sighed; these matters were still far from his current situation.
After returning to Shengjing, the next day, it was Tang Shen and Yao Shan’s turn to be on duty.
After the morning court session at the Zichen Hall, the Emperor went to the Chuigong Hall to handle state affairs, with Yao Shan and Tang Shen seated on either side. By noon, Tang Shen switched shifts with another junior chamberlain and returned in the evening, quietly entering the Chuigong Hall. Looking up, he saw a familiar figure standing in the center of the hall.
Tang Shen paused, then lowered his head and went to his seat, picking up his pen to write.
Zhao Fu looked at the memorial in his hand with a neutral expression, his thin lips curling into a slight cold smile. He took a long breath, and the chief eunuch, Ji Fu, quickly understood, walking forward to take the memorial and hand over a cup of ginseng tea.
Just as Zhao Fu’s fingers touched the tea cup, his expression suddenly changed, and he slapped the tea cup to the ground.
The crisp sound of breaking porcelain echoed.
Ji Fu, frightened, knelt on the ground. Tang Shen and Yao Shan also stood up and bowed to the Emperor. Even Wang Zhen, standing in the center of the hall, slightly bowed his head and performed a salute. Zhao Fu, sitting in his chair, shook his hand slightly, and said angrily, “Why is this tea so hot!”
Ji Fu was taken aback, his eyes darting around, “This slave is at fault, this slave is at fault.”
Zhao Fu said, “If you can’t even handle such a small matter well, you should reflect on it when you go back today. Zi Feng, how do you think this slave should be dealt with?”
Zi Feng?
Tang Shen was surprised by Zhao Fu’s familiarity with Wang Zhen.
At this moment, Wang Zhen’s elegant voice rang out: “If the tea is too hot, one should know how hot it is before it burns the hand and let it cool. Your Majesty’s health is not well recently; Ji gonggong must have been worried about Your Majesty’s health, which is why he was careless and made this oversight.”
“If the tea is too hot, it should be cooled,” Zhao Fu smiled, “But if it’s too hot, I don’t have the patience. It would be better to just pour it all out.”
Wang Zhen lightly smiled: “What Your Majesty says is very true.”
Soon after, Wang Zhen left the Chuigong Hall, and Tang Shen and Shan recorded the conversation between Zhao Fu and Wang Zhen.
In the evening, after the Emperor retired to the inner palace, the two left the palace together.
Yao Shan sighed, “Was that tea really hot?”
Tang Shen glanced at him and said, “The Emperor said it was hot.”
Yao Shan understood, “Yes, it was hot.”
After leaving the palace, they parted ways.
Back at home, Tang Shen looked at the cup of tea brewed for him by the servant and fell into deep thought.
What kind of person is Ji Fu? He had served Zhao Fu since he was young, following him for over fifty years. He is deeply trusted by the Emperor; could he really have mistakenly handed a scalding tea to Zhao Fu?
Every word Zhao Fu and Wang Zhen said today had deeper meanings!
“Never reading the ‘Daily Records,’ nor changing it. It’s because you don’t really need to read it; if you truly want to do something, you won’t let anyone who shouldn’t know find out. That’s how emperors are… But, traces are always left behind, and any matter will inevitably leave clues.”
Tang Shen immediately took out a booklets from the hidden compartment and began to read through them.
This time, he only looked at the records of Zhao Fu summoning Su Wenyun and carefully reviewed some details he had previously overlooked.
Others might not be able to guess the Emperor’s mind or understand Zhao Fu’s intentions. But Wang Zhen could, and similarly, the favored Su Wenyun would certainly be able to as well.
The next day, Tang Shen had a day off. He read all night, with the candle burning until dawn.
The next day, Tang Shen entrusted the affairs of the Xixia Tower Shengjing branch to Shopkeeper Lu and went to the Minister Residence.
In the evening, Wang Zhen returned from the office and saw Tang Shen. He first looked around and said with a smile, “Little Junior Brother didn’t come to deliver something to me?”
Every time Tang Shen came to the Minister Residence, he always brought something.
Hearing this, Tang Shen was momentarily stunned. He truly hadn’t thought to bring anything today.
Wang Zhen nodded slightly, “If you didn’t come to deliver something, then you must really be missing me.”
Tang Shen: “…”
Wang Zhen: “Do you have something to ask?”
Tang Shen was about to speak when he suddenly remembered Wang Zhen’s words, “I am your senior brother.” Somehow, his caution diminished slightly, and his tone, even to himself, sounded more casual and close: “Why is it that whenever I come, it’s either to deliver gifts to you or to ask for something?”
Seeing his expression, Wang Zhen was momentarily surprised, then smiled and said, “Then what else could it be?”
Tang Shen cleared his throat and said, “This Junior brother has a side business in Gusu… cough cough, Senior Brother Zi Feng knows about it, right?”
The Song Dynasty does not prohibit officials from engaging in commerce, so Wang Zhen naturally knew about Tang Shen’s soap and Golden Wisp business. The phrase “misty water and moonlit sand” in Jinling was even written by Wang Zhen himself.
“En, so?”
Tang Shen: “In a few days, I will open a restaurant specializing in serving boxiagong in Shengjing, called Xixia Tower.”
You c an fi nd t he la te st cha pte rs at ( th e bl mu se . c o m )
Wang Zhen raised an eyebrow, “Only serving boxiagong?”
“Yes, only serving boxiagong.”
“What are the two characters for ‘Xixia’?”
“‘Xixia’ is from the poem, ‘The slender hands white as jade, holds the wine cup filled with golden wine!’ Since you haven’t been to Gusu and Jinling doesn’t have Xixia Tower, I would like to invite you and Sir to Xixia Tower in a few days, so we can all have a taste. Eating boxiagong in winter is the happiest thing!”
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