Chapter 31 Dealers Make Money! Make Money!

When Madam Liang looked up, she saw two unfamiliar faces, which startled her so much that she almost dropped the bowl in her hand. She quickly stood up, firmly shielding Lin Yao behind her, her expression wary. "The stall has already closed. What brings you two gentlemen here?"

Lin Yao knew that Madam Liang had misunderstood, so she quickly stood up and explained, "Sister-in-law, we know each other. The two gentlemen saved my brother and my life before."

"Oh! So you are the benefactors who saved you last time. I knew it! You two gentlemen look so upright and chivalrous! I apologize for my rudeness earlier!" Madam Liang was straightforward and spoke a long string of words like beans pouring from a bamboo tube. Then she quickly brought out two stools and warmly invited them to sit down.

Lin Yao gestured for them to sit down. "Young Master Xu, is there something you need from me?"

“I’m fairly familiar with you, young lady, so I’ll cut to the chase. I’d like to discuss the crystal powder business with you, but there are too many people around here, so it’s not convenient to talk in detail. Let’s find a quiet place to properly discuss this deal,” Xu Zhiheng said frankly.

Lin Yao was overjoyed to receive business so quickly. If she had to describe her feelings, it would be like an effervescent tablet being thrown into boiling water, instantly bursting open. However, she remained calm and said, "I cannot make this decision alone. Why don't you wait at the teahouse across the street, Mr. Xu? I will go to the dock to find my brother, and then we can discuss it together. What do you say?"

Xu Zhiheng nodded slightly, "That's very good. Then I'll trouble Miss Lin. I'll wait for you and your brother at the teahouse."

As soon as Xu Zhiheng's figure disappeared from the teahouse entrance, Lin Yao and Madam Liang immediately set off together in the donkey cart towards the dock. Before Madam Liang got married, her family also had a donkey cart. Although she hadn't driven one in a long time, she was still quite capable in this crucial moment. With a flick of the reins, the donkey cart moved steadily forward.

When Lin Yao arrived at the dock, Lin Cheng was with Wang Xiaoyu and Lin Song, carrying items from their stall, preparing to head to town. "Sister-in-law! Yao! What brings you here?" Lin Cheng asked in surprise when he saw them.

Lin Yao jumped off the donkey cart, not even bothering to wipe the thin layer of sweat from her forehead, "Brother, Young Master Xu wants to discuss the crystal powder business with us!"

Upon hearing this, Lin Cheng couldn't hide his delight. But he quickly placed the carrying pole steadily on the ground and neatly arranged it to the side, saying, "Sister-in-law, Ayu, I'm entrusting Song'er and these items to you for a while. Ayao and I will be right back."

Lin Cheng patted the donkey cart and got on with Lin Yao. Along the way, Lin Yao couldn't contain her excitement and told Lin Cheng everything about Xu Zhiheng's purpose, her eyes full of anticipation.

When the two arrived at the teahouse, Xu Zhiheng was already waiting. After exchanging pleasantries, they took their seats. Xu Zhiheng spoke first: "To be honest, I tried your crystal noodles today. The texture is smooth and chewy, truly unique. I've been involved in..." Xu Zhiheng paused abruptly, trying to catch up, "...since childhood, I've been acquainted with various cuisines, but I've never tasted noodles like this before. If this crystal noodle business could be expanded, its prospects would be immeasurable. However, it's a real pity that you're only selling it in this small place. In my opinion, why don't you two sell the recipe to me? I'm willing to pay a hefty price. That way, you can be spared the labor of making it and enjoy wealth without lifting a finger. What do you two think?"

As soon as Xu Zhiheng finished speaking, Lin Yao refused without hesitation, "Not for sale."

"Young Madam Lin, don't be so quick to refuse. My offer is certainly sincere." He then held up two fingers. "I'll offer one hundred taels!"

Lin Yao remained resolute, saying, "I won't sell the prescription for any price."

Lin Cheng stood to the side, glancing at Xu Zhiheng and then at Lin Yao, choosing to remain silent. After all, this prescription was painstakingly researched by his younger sister, and she should be allowed to decide its fate.

Seeing that Xu Zhiheng had been rejected twice but was not angry, Lin Yao got straight to the point and said, "I can cooperate with you, but not by selling the recipe. Instead, we will cooperate on a profit-sharing basis. I will provide the recipe and the craftsmanship and be responsible for supervising the production. You will be responsible for everything else, and we will split the profits 50/50."

Upon hearing this, Xu Zhiheng paused in his hand, which was twirling the fan. After a moment's thought, he said, "Miss Lin is indeed clever; this suggestion is not bad. However, if it's split 50/50, I'll have invested a lot of manpower, resources, and money, and bear a lot of risk, which isn't fair to me. In my opinion, a 30/70 split would be more appropriate, with me receiving 70% and you receiving 30%."

Xu Zhiheng hadn't expected this young girl to have such a long-term vision at such a young age. However, her request was rather greedy. Although the recipe was precious, according to her, aside from providing instructions, she would bear all the labor, tools, space, and even capital herself. Xu Zhiheng couldn't help but wonder if he had always acted too much like a good-for-nothing, making himself seem easily fooled?

Lin Yao knew, of course, that her demands were a bit excessive, but business negotiations always leave room for negotiation. She didn't want to appear too eager, so she was testing Xu Zhiheng's bottom line step by step. When she heard Xu Zhiheng propose a 30/70 split, she was so happy she wanted to jump for joy, but on the surface, she still didn't intend to finalize the deal so quickly.

“Seventy-three might not be appropriate.” Lin Yao’s gaze was intense as she looked directly at Xu Zhiheng. “You yourself said today that you had never seen crystal powder before. Given Young Master Xu’s family background and knowledge, the fact that you favor crystal powder so much shows its extraordinary nature. Think about it, with Young Master Xu’s vision and connections, if you promote crystal powder to the prefectural city, the capital, and even further afield, you will surely open up a vast market. At that time, diners will be attracted by this novel and delicious crystal powder, and business will be booming, with substantial profits being a given. In this way, my recipe will be like a hen that lays golden eggs. I will also grant you exclusive distribution rights in the capital, with a 60/40 split, you get 60% and I get 40%, how about that?”

"Exclusive distribution rights?" Xu Zhiheng was quite unfamiliar with the term Lin Yao used.

“Excellent! If Young Master Xu obtains the exclusive distribution rights for crystal powder in the capital, it means that in the capital, only you can sell my Lin family's crystal powder, and other merchants will not be allowed to sell it. In this way, Young Master can avoid competition, monopolize the market share, and obtain more profits,” Lin Yao explained in detail.

This was a novel idea, and Xu Zhiheng admired Lin Yao's foresight and adaptability, but he had to pour cold water on her enthusiasm: "Lady Lin, how can you possibly restrict where I sell crystal powder?"

Lin Yao was taken aback. She understood Xu Zhiheng's unspoken meaning: she had been too naive. In this era of privilege, power and wealth often dictated many things, and a mere contract was indeed insufficient to completely restrain Xu Zhiheng.

Seeing Lin Yao fall silent, Xu Zhiheng sighed slightly, a hint of pity flashing in his eyes, but he quickly regained his shrewdness as a businessman: "Miss Lin, I don't mean to make things difficult for you, but in business, everything needs to be considered carefully."

“I understand what Young Master Xu means. I didn’t think things through.” Lin Yao composed herself and continued, “I agree to a 70/30 split, but I have one more request.”

Xu Zhiheng was surprised that Lin Yao agreed so quickly and replied, "Please speak freely, Miss Lin."

"The price of the crystal powder needs to be negotiated and finalized with me. I hope that ordinary people can enjoy crystal powder without any financial burden. As for what kind of dishes you make with this powder and what price you sell it for, that's your business, and I will not interfere." After saying that, Lin Yao picked up her teacup and took a sip of tea.

Xu Zhiheng tapped his fingers lightly on the table, pondered for a moment, and then said, "Miss Lin's thoughtfulness is truly commendable. So, let's do as you say."

As Lin Yao walked out of the teahouse, the early autumn wind blew her hair across her forehead, but she felt no chill at all. Her heart and eyes were filled with the excitement and joy of finalizing the cooperation with Xu Zhiheng, and the contract in her arms seemed to still be radiating warmth.

Now she's one step closer to living a life of luxury! Lin Yao decided to celebrate properly and dragged Lin Cheng to the market to buy a fat chicken, a fresh fish, and a large piece of pork belly.

Before the donkey cart even reached the dock, Lin Yao heard a familiar shout.

"Ah Yao!"

"Master!"

"Brother! Second Sister!"

As soon as Lin Yao stepped down from the donkey cart, Madam Liang hurriedly went up to her and asked, "How did the talk go?"

Lin Yao gently patted Liang's hand to reassure her, and said, "Let's talk about it when we get home."

No one said anything more. They loaded the items piled up by the roadside onto the donkey cart and drove it toward the Lin family's second branch.

~

Upon entering the house, Lin Yao couldn't contain her joy. She picked up Lin Song and spun him around happily twice, while Lin Cheng grinned from ear to ear. Lin Yao put the giggling Lin Song back on the ground and breathed a sigh of relief. "It's done! We've signed a contract with the town's Zhenxiu Restaurant for crystal powder!"

Upon hearing this good news, Madam Liang was also happy for the three Lin siblings. Just a few months ago, she had lamented that good deeds didn't always go unrewarded. The second branch of the Lin family were such good people; if it hadn't been for Uncle Lin's second son rescuing Liu Dazhuang from a bear, she would probably have been a widow shortly after marrying into the family. Later, when the Lin family suffered a series of misfortunes, she couldn't help but curse the injustice of fate. Now, these three children were finally going to live a good life.

After a brief period of excitement, Lin Yao began planning the division of labor. From then on, she would need to dedicate half a day each day to providing technical guidance at the crystal powder workshop until it could operate independently. But she didn't intend to neglect the stall either. "Sister-in-law," she said, "would you and Brother Dazhuang be willing to work for me in the future? We're short-handed at home, and I only trust you and Brother Dazhuang in the village."

Upon hearing Lin Yao's suggestion, Madam Liang agreed without hesitation, saying, "Yes! Yes! I'm always worried sick whenever your brother Dazhuang goes hunting in the mountains. Now that he doesn't have to risk his life in the mountains anymore, we couldn't be happier! I'll go talk to him right away!"

After seeing Liang off, Lin Yao finally had a chance to talk to Wang Xiaoyu, saying, "Xiaoyu, these days, you and your brother will have to take care of things at the stall. From now on, you and Sister-in-law Liang will settle your wages together every day."

Wang Xiaoyu quickly shook his head, "It is only natural for an apprentice to do things for his master, how can I take wages?"

Lin Yao didn't care about those old sayings. "Here, as long as you do the work, you should get paid. There's no need to refuse. With the pay, Grandpa Wang can relax a bit." Seeing Lin Yao's firm attitude and thinking about how hard Grandpa worked every day making steamed buns, Wang Xiaoyu stopped refusing.

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Author's Note: Writing is hard work, please add this to your favorites! [Starry Eyes]