Chapter 93

When a product is imbued with a specific story and associated label, the resonance it creates resonates with consumers, generating purchasing power far beyond the product itself. While Ye Jia wasn't a professional in advertising and marketing, the principle was universal. Especially in Luntai, where many wealthy families lived, the women in the inner chambers were never short of money. A thousand bottles of pear blossom cream sold out in less than two weeks.

Ye Jia himself didn't even go to Luntai, but the shop had already given timely feedback: the goods were sold out.

Such a result was shocking not only to Yu Shi but also to Ye Jia.

Ye Jia's price for this batch of goods was quite high: three taels of silver per bottle of pear blossom paste. However, the purchasing power in Luntai was vastly different from that in Dongxiang Town, and the goods were sold out within ten days. Those who didn't buy later came to the shop repeatedly to inquire. The shopkeeper in Luntai was pressed for time, so desperate that he closed the shop for two days and came to Dongxiang Town. After informing Ye Jia of the situation, he asked if there was any way to quickly restock the goods.

The time it takes to make something like pear blossom paste is actually similar to that of fragrant soap. The more troublesome thing is that the herbs need to be purchased in advance. Some herbs are not in season, and if they are sold out, it may be difficult to collect them.

"It'll take at least half a month." Yu had done some research before making the pear blossom paste, and she knew exactly where all the herbs came from. "But we can't just leave the shop empty. Jia Niang, can we make some new and unique products like rouge and powder? Otherwise, if one product sells out, we won't be able to get new stock. If there's always this gap, it'll be a waste of all the good momentum we've built."

Ye Jia actually didn't expect it to sell so quickly, but then he thought, maybe it was because the marketing this time was done well.

The locals, new to her marketing, didn't have the same resistance to advertising that later generations have. Because it was new, it was so effective. "It'll take some time for the pear blossom paste to be effective, so you can send some of the scented soap you make at home. Our scented soap is doing well now, so we can leverage that momentum to sell it. Then, we'll differentiate the scents by type and grade, and each scent will have a unique label to give it a special meaning."

This trick was borrowed from later generations of perfume counters. Some scents, seemingly indistinguishable from each other, were given countless fancy names. These fancy names seemed to make the meanings seem more upscale and mysterious.

As for rouge and powder, it's not something you can just make if you want to; it requires careful planning. There are many issues involved, from the formula to the materials. Speaking of materials, the most fundamental ingredient for making rouge, rouge flowers, are not a common sight. Ye Jia didn't know much about lipstick formulas, but she had a general idea of ​​the ingredients. Later generations' lipsticks contain chemical ingredients, so making them would require finding ancient substitutes. There are many more things to consider if production is truly underway. Most importantly, the Wu family would definitely cause trouble.

In Dongxiang Town, Luosang Town, Libei Town, Luntai, and even the entire northwest, the Wu family was the largest rouge and powder merchant, practically a monopoly. If the Zhou family took a piece of the Wu family's pie, they would probably come after them and not let go.

At the end of July, the sun was getting hotter and hotter. The northwest was like a furnace scorched by the scorching sun, and the heat was unbearable.

Yu was suffering from the summer heat and was sweating profusely after sitting for a while.

Ye Jia suffered even more from the summer than she did. As soon as summer arrived, the fat she had put on during the winter could be seen falling off. With sweat on her temples and a rosy complexion, she looked rather frail and thin.

However, the rouge and powder business wasn't something the Wu family couldn't do just because they didn't allow it. After all, rouge and powder weren't their exclusive domain. Their own recipes were legitimate, and with superior products, they naturally qualified to engage in related businesses. "The rouge and powder can be put aside for now. Let's make the pear blossom paste first. It's safer to do it one by one."

"Of course." Yu knew the truth, she was just suggesting it.

"If mother has other skincare recipes, we can try making them. If there's a skincare cream that works wonders, it can also help boost the reputation of our Qingxuexuan. With a good reputation, we might even be able to establish a brand." Ye Jia knew Yu had this skill, but in the past, the family had little money to spare for her to invest. Now that she was starting to get involved, she might as well just dive in.

Besides, Zhou Jingchen is definitely investigating the Wu family. If the Wu family collapses, the rouge and powder market will surely be divided up. The Zhou family will be able to supply good quality products and gain a upper hand.

Of course, Ye Jia did not tell Yu about the Wu family's messy affairs. The fewer people who knew about it, the better.

The owner of Qingxuexuan in Luntai was a long-faced man in his mid-thirties. His surname was Yuan, and his given name was Yuan Chunsheng. He was tall and strong, with a calm demeanor and a reserved energy, exuding a scholarly air. Ye Jia had been somewhat surprised when he first met him; he looked capable. Later, after specifically asking Zhou Jingchen, he learned that Yuan Chunsheng was also a convict exiled from the West Field. He had previously been the head clerk of a business under a high-ranking official in Beijing, but had been implicated in a crime committed by his master and exiled there.

Speaking of which, many people were exiled from the West Field, ranging from the most treacherous and evil to the talented and capable. Regardless of their past, once they reached the northwest, there was basically no way back. Zhou Jingchen used some tricks to get them under his name, and they were now considered servants of the Zhou family.

Lingling took Yuan Chunsheng to the workshop to check out the goods, while Ye Jia sat on a chair and began to think.

Besides the pear blossom jelly and fragrant soap, the winter melons and cantaloupes planted in the yard next to the base are also ready for harvest. This is the perfect time to enjoy these fruits and vegetables; they're sweet and refreshing. Time to pick a batch and send them out. Also, the chili peppers were harvested earlier, and a new batch has been planted. The cotton harvest at the bottom of the valley is almost ready, and the rapeseed seeds have been threshed and dried, and it's time to press them for oil... So many things to do.

Ye Jia heaved a sigh of relief: "Forget it, take your time, one thing at a time."

Speaking of fragrant pancreas, she had a rough understanding of it when she went to Luntai last time.

In fact, there are vendors selling fragrant soap in Luntai. After all, there's a fairly famous fragrant soap workshop there. However, the quality of the fragrant soap there seems to be inferior, and the more popular products in Luntai are those from the Central Plains. I wouldn't say the Zhou family's fragrant soap is more sophisticated than those made in the Central Plains, but it's definitely much better than those made in Luntai's local workshops.

Furthermore, the Zhou family workshop had recently adjusted its product offerings, producing a variety of scented soaps with different uses. If they were categorized by grade, they could cater to consumers from different walks of life. Opening a shop to sell these products shouldn't be difficult.

Ye Jia only gave Yuan Chunsheng a basic framework for selling the soap. She didn't provide specific instructions for the subsequent operations. As the business expanded, she couldn't always manage everything; she would have to delegate some of her responsibilities. Furthermore, Ye Jia also wanted to test Yuan Chunsheng's abilities. Otherwise, why would she hire someone?

In addition, the Cheng family did not know when to go to the Western Regions again, so they had to think carefully. According to the time, it should be within one or two months.

"Mom, how much soap do we have in stock in our warehouse? Has the Cheng family been to our house recently?" The shop can only take a batch this time, supply it on time every month, and still have to reserve enough for sending to the Western Regions. Thinking about this, it's imperative to find a shrewd accountant. Otherwise, as the business grows, Ye Jia will be exhausted keeping the accounts by herself.

"About 30,000 yuan." Yu wasn't very good at keeping accounts, and her memory wasn't accurate. After a pause, she added, "I haven't heard the Cheng family is coming."

Ye Jia was stunned, thinking that there shouldn't be any surprises. The last cooperation with the Cheng family was quite good. From what Ah Jiu said, the Zhou family's goods sold much better than those of the Luntai workshop. According to what Zhang Guanshi said during the New Year, the Cheng family should be more inclined to the Zhou family. He was a little confused about the Cheng family's silence. Suddenly, a light reminder came from behind his ear, "Why not send someone to the courtyard over there to ask, maybe the Cheng family went there to look for someone and didn't find him."

Turning back, I saw Zhou Jingchen slowly walking in from the door. He was wearing a crescent-shaped white robe, without a belt tied around his waist. The looseness of the robe made his figure look even more elegant and his demeanor even more graceful.

After resting for so long, he felt much better, but his face was still a little pale. When the weather got hot, his wound needed extra attention.

Yu hurried over to support him, but Zhou Jingchen waved his hand: "It's okay, I'm even better."

While the family was recuperating, Zhou Jingchen had no time to rest. While things seemed peaceful in Libei Town, Dongxiang Town, the situation in the fortress was far from tranquil. In just the past few months, Sun Yushan had already fought three battles with the invaders from the northern grasslands.

None of these battles were major; they simply came to fight a single blow before quickly retreating. They'd rest for ten days, half a month, then return to harass the area. Letters arrived daily from the fortress, along with carrier pigeons from all over. Liu Yuan was elusive, often visiting in the middle of the night. Ye Jia had no idea how extensive his plans were, but occasionally, overhearing him discussing matters with others, he felt a sense of impending urgency.

"What's wrong? Why do you always look like this when you see me lately?" Zhou Jingchen sat down next to Ye Jia and stroked the space between her eyebrows with his thumb. He wanted to tease Ye Jia, but Yu Shi was watching, so he had to swallow his words.

"Nothing." Ye Jia knew that this battle would come sooner or later, so she didn't find it hard to accept. "Husband, why are you here?"

"It's too stuffy to stay in the house, come out and get some fresh air."

With Mrs. Yu present, Zhou Jingchen was as serious as he could be. Ye Jia almost wanted to roll her eyes at his sudden, serious response. But Mrs. Yu smiled and nodded, believing it was good for the young couple to be able to support each other.

"It's really uncomfortable to stay indoors all the time in such hot weather. It would be better if there was ice in the house. Without ice, it really is like a furnace." Yu stood up as she spoke. "Yingtao prepared some mung bean soup in the kitchen to relieve the heat. I'll go see if it's ready. It's rare for you two young couples to have some free time. Jia Niang, why don't you help Yun An sit in the garden in the backyard."

The Shen Mansion had a garden. Previously, when the Shen family was imprisoned, no one dared to enter the Shen Mansion and plunder. The mansion remained exactly as it had been when Zhou Jingchen took it over. The servants who had been left by the Shen family to tend the flowers and plants were also retained, and the garden was now well-maintained.

Ye Jia glanced at Zhou Jingchen, who tilted his head and curled his eyes at her: "Okay."

Ye Jia: “…”

Yu left in a hurry, walking out of the flower hall in small steps. Ye Jia simply stood up and came over to grab Zhou Jingchen's hand, putting it on her shoulder. The man who was walking steadily just now pressed half of his body against Ye Jia. Ye Jia was suddenly pressed to the side by him. After she stood firm, she turned her head and glared at him: "...Can you walk properly?"

"My hands and feet are weak, and I just had to force myself to walk over here." Zhou Jingchen blinked and explained good-temperedly.

Ye Jia: "..." I don't believe you!

However, Ye Jia did not expose him. She helped him walk slowly out of the flower hall.

The Chen family's mansion was quite extensive, with five entrances and exits, front and back. It had seven courtyards. Ye Jia wasn't sure how many female relatives he had, necessitating so many. But with so many members of the Zhou family, two courtyards wouldn't be enough for the time being. The female relatives lived in one courtyard, while the smaller courtyard next door was allocated to Old Man Sun, his grandson, and Fourth Sister Ye and his wife.

There were three gardens: one in the front yard, one in the back yard, and one near the study. Ye Jia supported Zhou Jingchen as they walked towards the front garden. There was a square corridor, and further along the corridor was a grape trellis, now dotted with grapes.

Ye Jia had a double hanging chair built under the grape trellis. It looked a bit like a swing, but it was supported by wood, making it more stable.

Ye Jia supported him as they walked over there. The scorching July sun shone through the dense grapevines, landing spots on Zhou Jingchen's shoulders and face. The greenery flowed down his shoulders as if melted by the sun.

This person truly thrives in whitening, appearing even more translucent against the green backdrop. Her skin, once a bit rough from all the traveling, had regained its fair, delicate beauty in just two weeks. Her hair was like a waterfall, her eyes like cold stars. Her lips, though pale, only made her look even more frail and pathetic. Yu Shi was like this, too; sometimes she couldn't help but envy someone's natural beauty.

The corners of his eyes curved unconsciously, as if he didn't notice Ye Jia's gaze falling on his face and body.

The hanging chair was a double-person one, capable of supporting several hundred pounds. The two of them sat down and immediately felt the coolness. This was the benefit of the thick vegetation, which absorbed heat and relieved the summer heat. From time to time, a cool breeze blew through the corner doors on both sides, instantly calming people. Ye Jia first helped Zhou Jingchen sit down. Because his clothes were not tied at the waist, they were loose on him. As soon as he sat down, the collar was slightly pulled apart.

Ye Jia's eyes flashed and he met the man's eyes.

With no one around, Zhou Jingchen's gaze fell on Ye Jia's face, completely at peace with his disheveled appearance. His collar was slightly loose, revealing his collarbone and a hint of his chest. Ye Jia glanced at him sternly, leaned forward, and placed his hand on his collar. Just as he was about to straighten his collar, the man who had been acting so weak suddenly reached out and pinched Ye Jia's chin.

His fingers were warm, and they felt very present when they touched Ye Jia's skin. Ye Jia was startled, and the man leaned forward and pressed his lips against Ye Jia's.

A refreshing breath blew against her face. Zhou Jingchen lowered his eyelids and gently parted Ye Jia's lips. His tongue darted in, gentle and lingering, dancing around hers. Ye Jia's eyelashes trembled rapidly. The man pressed one hand against the back of her neck. The other hand wrapped around her waist. In a moment, the world spun around, and Ye Jia was cradled in his lap.

The sound of kissing could be heard clearly even amidst the chirping of cicadas. Ye Jia's breathing became disordered, and a tingling sensation ran up from the back of his spine to his heart.

Zhou Jingchen's hand couldn't help but explore the edge of the hem of the clothes, attacking with restraint yet wantonness.

Although they had been living in the same room for a while, they didn't share a bed because Zhou Jingchen was injured. Even though Zhou Jingchen repeatedly assured her he was fine, Ye Jia still didn't return to bed. They always had a nighttime flirtation; it had been ages since they'd been intimate. This time, they just kissed, and Ye Jia felt like her soul was being sucked away by this man.

After an unknown amount of time, Ye Jia felt like she was about to suffocate and patted his shoulder, and he stopped with a reluctant look on his face.

"Don't do anything stupid." Feeling the curve under his buttocks, Ye Jia warned him sternly.

Zhou Jingchen rested his chin on Ye Jia's shoulder, hugged her, and sighed worriedly: "...We have to sort these things out as soon as possible. Otherwise, if it keeps coming to an abrupt end like this, someone will die."

Ye Jia pretended not to understand, waited for him to calm down, and got off him nimbly.

The cool breeze beneath the vines gradually calmed the restlessness. Ye Jia sighed and sat down beside him. The cicadas chirped incessantly, and Ye Jia's mind was full of other things to distract himself. Then he remembered something: "By the way, Gu Mingxi came over the day you came back from Yongzhou."

Zhou Jingchen paused in smoothing the corner of his clothes and looked up at Ye Jia.

"She said something very interesting." Ye Jia turned her head. "She said there's going to be a war in the northwest in a month."

Zhou Jingchen's eyelashes trembled slightly, and he said calmly: "Oh?"

"Besides," Ye Jia smiled slyly and said something ambiguous, "She knows Cheng Yi."

The corners of Zhou Jingchen's mouth, slightly curved, slowly straightened. He lowered his eyes, his expression unchanged, but those who knew him well could tell he was uneasy. Ye Jia glanced at his hands resting on his knees, and his fingers began to tap unconsciously. This was Zhou Jingchen's little trick, the kind he'd unconsciously tap whenever he had something in mind.

"Husband, what do you think Miss Gu means? Or what does the Gu family mean?" Speaking of which, Gu Mingxi hadn't been to the house for quite some time. Unlike the occasional commotion at the gate, the gate had been unusually quiet lately.

"...No matter what the Gu family means, it's better not to listen to such alarmist words." Zhou Jingchen's expression was slightly solemn, and it was unknown what he was thinking.

Ye Jia looked at him for a long time, not quite understanding him. He asked in a murmured voice, "It's strange, have the Gu family left? They used to come to see them so often, but they've been so quiet lately. I haven't seen these two siblings in town."

As soon as he finished speaking, a glint flashed in Zhou Jingchen's eyes: "He should have gone back."

Zhou Jingchen raised his hand to stroke Ye Jia's hair, his lips curling up slowly. It was a very elegant smile, but for some reason it looked a bit sinister. "I heard that something happened to Gu Mingyi not long ago. Miss Gu might have been frightened and hasn't dared to go out lately."

"Something happened to Gu Mingyi?" Ye Jia was so busy that he couldn't care about others. This was the first time he heard the news.

"Um."

"What happened?" Ye Jia was genuinely curious. "How did you know, sir?"

Zhou Jingchen laughed and looked at Ye Jia.

Ye Jia blinked, immediately realizing he'd asked a stupid question. Zhou Jingchen was the captain of Dongxiang Town, so it was perfectly normal for him to know what was happening there. Besides, Zhou Jingchen had been keeping an eye on the Gu family. "But what happened to Gu Mingyi? When did it happen?"

Seeing her curiosity, Zhou Jingchen briefly explained Gu Mingyi's story. It turned out that two weeks ago, Ye Jia was so busy with the pear blossom cream that Gu Mingyi was riding near Hongshan. The horse spooked, and Gu Mingyi unfortunately fell off, being trampled by the mad horse and severely injured. Not only had he lost a lot of blood, but there was no doctor in town, and his life was in danger.

"...So Gu Mingxi took him back to Luntai to seek medical treatment?" Ye Jia hadn't expected this to happen. "But isn't there a Zengqing mine over in Hongshan? I heard it's now guarded by the Grand Protector's guards. If he ran there and rode his horse, he'd either be killed or crippled..."

The rest of the words were stuck in Ye Jia's throat.

Zhou Jingchen just smiled and said nothing, commenting innocently, "Just bad luck."

Ye Jia: “…”

Rubbing his arms silently, Ye Jia glanced at Zhou, who had a smile as bright as spring breeze, and was speechless.

…never mind, regardless of whether this matter had anything to do with Zhou Jingchen. It was better for Gu Mingyi to be disabled, as it would save them from having to hang around all day. Even though he hadn't done any real harm, it was annoying that Gu Mingxi always came to mock her with pointed sarcasm.

"Oh, my dear," Ye Jia stretched and tilted her head to look at him. "Gu Mingxi said that after meeting her, I always have to pay a heavy price. Who do you think this 'she' she is referring to?"

Zhou Jingchen's pupils shrank sharply and his smile disappeared instantly.

He raised his hand to tuck Ye Jia's hair behind her ears, touched her cold earlobe, and said in a cold and calm voice, "No matter who you point at, this won't happen."

Ye Jia raised an eyebrow and smiled: "Oh, I see."

As the two were talking, a figure poked its head out from the corner door. Zhou Jingchen had noticed it long ago, but hadn't said anything. Ye Jia laughed for a moment before noticing the person standing there. So, he said, "Come in."

The one who came in was Zhan Lin. Ever since Zhou Jingchen came back, Zhan Lin had been staying at the Zhou family. Now he was almost always with Zhou Jingchen, and many things were handled by him and Si Nan. Zhan Lin didn't want to come in and disturb the master and mistress, but the matter was urgent, so he had to come. He walked over quickly, knelt on one knee in front of Zhou Jingchen, and said, "Sir, there is an urgent report from the city."

After saying that, he took out a document from his sleeve and presented it to Zhou Jingchen.

Zhou Jingchen lost all his thoughts of tenderness and immediately opened the urgent report and read it quickly. By the time he finished reading the document, his face had turned cold and he stood up to leave. But after taking two steps, he turned back to look at Ye Jia and said, "Jia Niang, I have to go out right away. If there is something going on at home, just send a message to Lai Fu Inn as usual and someone will contact me."

After saying that, he took Zhan Lin and disappeared into the corner gate.

Ye Jia frowned, still unsure of what had happened. When they returned to their residence, Yu had already served them a summer-cooling soup cooled with well water. She glanced behind Ye Jia a few times, but when she didn't see Zhou Jingchen, she was stunned for a moment: "Where's Yun'an? Why didn't he come with you?"

"My husband just received an urgent message and left in a hurry." Ye Jia was a little worried and sent Xiaoli to follow and check.

Xiaoli was fast and followed immediately.

That night, Xiaoli returned with Sinan and Zhanlin, along with a team of soldiers sent from the garrison, who were ordered to protect everyone in the Chen Mansion. It turned out that the fortress had been breached the previous night. It was a large-scale surprise attack. While the casualties were small, the fortress's granary had been burned. Ye Jia listened, his brow furrowed. "So what do we do now? Are there any grain reserves to be transported?"

"My Lord is having people repair the city fortress, and people from Luntai will be sent over soon." Sinan reported truthfully.

Ye Jia felt heavy in his heart, "What about the food reserves?"

"I don't know."

Ye Jia walked around the house for a while and made a decision to stock up on food.