Chapter 58. Be amazed by the sea of roses!
This small sales team carries her hopes of promoting her clothing nationwide.
Although these employees were all eloquent, apart from Wang Weiguo, none of them had much sales experience. Although Jiang Suining was not a salesperson in her previous life, she had picked up some experience through observation and training, so she gave them some basic pre-job training.
In the backyard of Xinfeng Garment Store, a small blackboard was temporarily hung up, which became Jiang Suining's temporary training classroom. Looking at the six energetic yet slightly confused faces in front of her, she began the pre-job training.
Instead of spouting empty platitudes, she simply hung the fifteen meticulously crafted sample garments in front of her.
"Comrades, what we're selling isn't just ordinary fabric scraps, it's something that can make women more beautiful and confident!" Jiang Suining's opening remarks were direct and powerful. "The first thing you need to do is fall in love with our products and understand every advantage they offer."
She picked up the fitted, full-skirted dress: "Look at this waistline, doesn't it really flatter your figure? This fabric is a modified polyester, cool and not see-through! And the pearl buttons at the neckline are detachable, so you can wear this dress in two ways!"
She then picked up the high-waisted straight-leg pants: "These pants make long-legged people look even taller, and even those with shorter legs look taller! Pairing them with this ribbon-tie blouse is the most fashionable way to wear them!"
...
She first introduced the summer clothing she was going to promote, and then, using sample garments and prepared materials, she eloquently explained classic channel expansion and business negotiation techniques from later generations in language that this era could understand:
"Comrades, we're not going out to set up a stall for retail this time. We're going to talk to purchasing comrades from supply and marketing cooperatives and department stores, and even some individual clothing store owners. We're going to do wholesale business! When we meet them, don't rush to get them to place an order. First, we need to show our 'confidence'."
She picked up the letter of introduction stamped with the official seal and the labor protection factory's qualification documents: "This is our factory's official identity. Let people know that we are not a shell company."
“If they hesitate, we can be flexible,” Jiang Suining explained the strategy in a simple and easy-to-understand way. “If they are worried about overstocking, we can suggest that they order a small amount first to test the market, and then replenish the stock if it sells well. Or we can say that since it is the first time we are cooperating, we can provide a few sets as display samples, and settle the payment after they are sold. This reduces their risk.”
"We need to promote not only individual items, but also series and matching concepts." She picked up a skirt and a top, "We should recommend that they buy them as sets. They look good when displayed together, and it's also convenient for customers to mix and match, which can increase total sales."
She concluded by emphasizing, "When negotiating, we must maintain a humble yet assertive attitude. We are here with good products to help them enrich their displays and increase their revenue. We must be confident and quick-witted!"
These novel and practical techniques made Wang Weiguo and the others' eyes light up, as if they had opened the door to a new world.
After the training, Jiang Suining distributed the prepared "outfit" to each of them: a sturdy travel bag containing five sets of sample garments of the main styles, accessories, fabric samples, product illustrations hand-drawn by Jiang Suining overnight, a letter of introduction stamped with the official seal, and a purchase contract...
"Comrades, our island is small, and our market is limited. Our battlefield is outside!" Jiang Suining stood in front of a small blackboard, on which a simple map of the country had already been drawn. She circled several regions with chalk. "Li Xiumei, Lin Chun, and Li Erya are all girls, so don't go too far. Go to these coastal cities in the east. The economy there is active, and they are quick to accept new things. Wang Weiguo and Dong Xinquan, the two men, should head north..."
Based on the economic conditions and consumption habits of different regions, she roughly allocated sales areas and explained in detail the procedures after a successful purchase, including signing a contract and paying a deposit.
Finally, she took out an envelope and solemnly gave each person an advance on travel expenses.
“This money is for your travel expenses, accommodation fees, and meal allowance. Remember,” she emphasized, “When you’re traveling, you have to spend what you need to, but every penny must be spent wisely. Keep all your tickets, accommodation receipts, and even bus tickets safe. You can get reimbursed when you get back! This is the rule, and it’s also for your own good and for the factory.” She knew the importance of clear finances, especially in the early stages of starting a business.
The six young people took the envelopes and felt a heavy weight in their hands; it represented not only money, but also trust and responsibility.
"Mr. Jiang, don't worry! We will do our best!"
"Mission accomplished!"
After the salespeople were sent out, Jiang Suining could only wait. In this era, there were no mobile phones or telephones, and it was inconvenient to contact them. She could only wait for them to return and then check the sales situation.
During this period, the labor protection factory was producing summer clothes in full swing, and the cold storage construction site was also proceeding as planned without any problems. Jiang Suining was running between the cold storage construction site and the labor protection factory, which was not only tiring but also worrying. She was thinking that after this batch of clothes was sold, she would still need to hire one or two assistants.
***
In April, the first phase of the artificial aquaculture farm on Nan'ao Island was successfully completed. Today is the day for the ribbon-cutting ceremony to mark the farm's completion.
A red ribbon was temporarily strung up in the open space at the entrance of the venue, and a red cloth was laid on a simple wooden table, on which lay a pair of scissors tied with a large red flower. Although the furnishings were simple, the scene was bustling with people and the atmosphere was lively.
The island's leaders, the soldiers and workers who participated in the construction, and many family members who came to watch the spectacle crowded the area.
Jiang Suining was also invited to participate.
Although she had previously withdrawn from the recruitment work of the breeding farm project team because she was focused on the cold storage project, the project leader, Ren Gang, still specially sent someone to invite her.
When Jiang Suining arrived at the scene, she saw Ren Gang standing at the front of the crowd. The deep forehead wrinkles on his dark face seemed to have eased a bit, and he was introducing the construction of the breeding farm and its future plans in a loud voice.
"...These first batch of comrades who planted the seedlings are all technical backbones who have received hands-on training at the Lugang Hongxing Kelp Farm in Dongzhou Province! Duan Xiangqin, Zhuang Hongjuan, Wang Haihong, Liang Xia, Qi Ling!" Each time he called out a name, the woman straightened her back, her face beaming with a proud yet slightly shy smile. Standing together, the five of them, having experienced the broadened horizons and rigorous training of their training trip, exuded a competence and confidence unlike that of ordinary family members.
"Now, please welcome the leaders, and Comrade Jiang Suining, who has contributed to our farm, to cut the ribbon together!"
Amidst enthusiastic applause, Jiang Suining was pushed in front of the red silk.
She was somewhat surprised and moved. Together with the leaders, she picked up the scissors, and with a few "snip" sounds, the red silk fell to the ground, marking the official opening of the seaweed farm that embodied everyone's hard work.
After the ceremony, some people surrounded Ren Gang to ask about the details, while others curiously went to look at the floating rafts on the sea.
Jiang Suining was just about to chat with an acquaintance when she heard a surprised voice behind her: "Little Jiang!"
She turned around and saw Zhuang Hongjuan walking briskly towards her. Zhuang Hongjuan seemed a little thinner than she had seen in some time, but she was in good spirits, her eyes bright and sparkling.
"Sister Hongjuan!" Jiang Suining happily grabbed her hand. "I saw you when Team Leader Ren called roll just now! You look so energetic! From now on, you'll be the expert in kelp farming on our island!"
Zhuang Hongjuan smiled sheepishly, "What expert? I've only learned a little bit." She paused, a complicated expression flashing across her face, and lowered her voice, "Xiao Jiang, there's something. Zhou Wei and I... we got our marriage certificate."
"Really? Congratulations!" Jiang Suining was genuinely happy for her friend, but she keenly sensed a slight unease in her tone.
Zhuang Hongjuan glanced around, pulled Jiang Suining a few steps toward a less crowded area, and then continued softly, "We've got the marriage certificate, but she's still living at my place for now." Her tone held a hint of helplessness. "You know, I've only been back for a little over a year. My dad doesn't want me to get married, and Zhou Wei is an orphan..."
Jiang Suining immediately understood.
Zhou Wei was an orphan with no parents to help her. The Zhuang family, feeling sorry for their daughter who had been lost and found again, did not explicitly say that she would "marry into" the family. However, in this era, the practice of letting their son-in-law live in their home would inevitably cause some gossip. For Zhou Wei, it probably also brought some pressure of living under someone else's roof.
"Does Zhou Wei have any objections?" Jiang Suining asked with concern.
Zhuang Hongjuan shook her head, but her eyes were firm: "He understood my dad's feelings and didn't say anything, but we've discussed it and decided to stay here for now. Once we've settled into our jobs at the farm, we'll rent a place nearby and move out. We need to have our own little home."
Sunlight shone on Zhuang Hongjuan's face, and she could see the clear plan for the future and the determination to work hard with her loved one in her friend's eyes. This reminded her of herself and Lu Ye; on this island, they too had relied on each other to move forward step by step.
"That's a good way of thinking." Jiang Suining squeezed her hand tightly. "It's your life, so do whatever makes you comfortable. If you need any help in the future, just let me know."
"Yes!" Zhuang Hongjuan nodded heavily, a relieved smile on her face.
***
The sea breeze, carrying increasingly abundant warm and humid air, gently swayed the coconut leaves along the roadside.
It was another weekend. After breakfast, Lu Ye pushed his bicycle into the yard and filled a basin with water to wipe it down.
"You, do you have something to do today?" Jiang Suining was sitting by the window reading a book. Through the window glass, she saw that he had polished his bicycle until it shone. Curious, she put down her book and came out to ask, "Where are you going?"
Lu Ye washed the rag, poured out the water, and then looked at Jiang Suining: "Sui Sui, may I take you somewhere?"
There was an unusual glint in his eyes, and his voice was as steady as ever, but the slight upturn of his lips betrayed his barely suppressed anticipation.
Jiang Suining gave a perfectly timed look of confusion: "Where are you going? Why are you being so mysterious?"
"You'll know when we get there," Lu Ye said knowingly, patting the back seat of his bicycle.
Jiang Suining obediently sat down, gently wrapping her arms around his waist. The wheels turned, and the car drove out of the family compound, heading towards the regimental headquarters.
It's the weekend, so why did he bring her to the regimental headquarters? Jiang Suining was suspicious, but she didn't press him for details. She patiently waited to see what he was up to.
As the road stretched on, a faint, yet uniquely sweet fragrance began to waft through the air. Jiang Suining's heartbeat quickened subtly as the scent grew clearer.
One autumn evening last year, Lu Ye made an excuse to go see the newly planted fruits and vegetables on the hillside behind the regimental headquarters. When he went out, she was afraid that the night wind would be cold, so she specially brought him a coat. She overheard his conversation with the soldiers and learned that he and the soldiers had planted roses all over this hillside.
Come to think of it, this month is the peak blooming season for roses. Could it be that I brought her to see the roses?
She was overjoyed, but pretended not to know, eagerly awaiting the moment he would reveal it to her personally.
When the bicycle stopped at the bottom of the hill, Lu Ye took her hand and led her step by step up the newly repaired slope. Jiang Suining was still completely shocked by the final sight before her.
The entire sunny hillside seemed to have been showered with pink, white, and pale purple clouds by the Weaver Girl in the heavens, spreading out in a vast and boundless expanse. It was an endless sea of roses! Row upon row, blooming neatly yet wildly.
The flowers are not of a single variety; their varying shades of color intertwine, like a spilled Monet palette. Full petals, layer upon layer, lazily unfold, bathed in the golden morning sun. Dark green, glossy leaves form a rich base, supporting this breathtaking splendor.
The morning dew, like countless transparent pearls, rolled on the petals and edges of the leaves, refracting a dazzling light. And the rich, overwhelming fragrance of roses, like a tangible wave, gently yet domineeringly engulfed her completely.
Jiang Suining abruptly stopped, as if frozen in place. She instinctively covered her mouth, her eyes widening instantly, reflecting the vibrant colors of the world around her. A throbbing, burning emotion surged through her chest, rushing to her eyes and blurring her vision.
"This...this is..." Her voice trembled noticeably as she turned sharply to look at the man beside her. She didn't need to pretend; the immense, unexpected joy and emotion had naturally overwhelmed her.
Lu Ye held her hand tightly, clearly feeling the slight trembling of her fingertips and the dampness in her palm. Looking at her speechless shock and reddened eyes, the long-awaited anticipation in his heart finally transformed into immense satisfaction and indescribable tenderness.
“Last year, the army called on people to engage in side businesses to generate income, so I submitted a report and applied for this barren slope.” He tried to make his tone sound calm and normal, as if it were just an ordinary construction project. “The soil has been tested and is slightly acidic, which is perfect for growing roses. We chose an edible variety. The petals can be given to food factories to make rose jam, rose cakes, and even wine.”
His explanations were all reasonable, but Jiang Suining knew that he knew she liked roses. This man, in his most hardcore and practical way, built a castle that belonged only to her, a castle that could breathe and bloom.
She let him lead her hand, and they walked carefully to the edge of the flower field, afraid of knocking down a single petal. She gently stroked a blooming pink rose, and the velvety touch and vibrant life force traveled through her fingertips to the softest part of her heart.
"It's so beautiful..." she murmured, her voice choked with emotion. She raised her tear-filled eyes and looked deeply into his eyes. "Lu Ye, this is the most beautiful scenery I've ever seen in my life. Thank you."
Lu Ye's heart was burning with excitement. He took out his Seagull camera from his military uniform satchel and said, "I learned from Xiao Zhao in the propaganda department for a while." He awkwardly adjusted the focus and aperture, his tone a little uncertain, "Maybe the photos aren't very good."
He even bought a camera! Jiang Suining was overjoyed and gently wiped the tears from the corners of her eyes with the back of her hand. "It's okay, whatever you take is fine."
Sunlight filtered through the petals, casting dappled shadows on her skirt. Standing in the sea of flowers, she bent slightly, approaching a white rose glistening with dew, closing her eyes to gently inhale its fragrance, her long eyelashes drooping like butterfly wings. She opened her arms, tilted her head back, letting the sea breeze tousle her hair and skirt, as if she wanted to become one with the flower field… Every smile she gave was genuine, more beautiful and captivating than the thousands of roses behind her.
Lu Ye half-squatted or turned to the side to find the right angle, carefully pressing the shutter to record these long-awaited moments. The film clicked, and each frame captured unparalleled beauty and happiness.
Finally, he asked a young soldier who happened to be passing by to help him take a photo of the two of them in front of the sea of flowers. In the photo, Lu Ye stood tall and straight like a pine tree, his military uniform neat, and a rare, unreserved, and comfortable smile on his lips; Jiang Suining nestled beside him, wearing a wreath he had just woven from supple branches and fresh roses, her eyes crinkling with laughter, her face radiating the happiness of being cherished and deeply loved.
On the way back, Jiang Suining sat on the back of the bicycle, her cheek pressed tightly against Lu Ye's firm and warm back, her arms wrapped around his waist.
The wind sang softly in my ears, and the lingering sweet scent of roses still filled the air.
***
As April drew to a close, the weather on the island grew increasingly hot, and Jiang Suining's mood, like the temperature, continued to rise as the sales staff returned one after another.
The first to return was Li Xiumei, who had gone to Lanzhou City.
She arrived in the evening, looking travel-worn and tired, but her eyes shone with an astonishing brightness. As soon as she entered the clothing store, she didn't even bother to drink some water before placing a bulging canvas bag on the table. Inside were several contracts stamped with red seals and a stack of banknotes.
"Boss Jiang! It's done! It's done!" Li Xiumei's voice was hoarse but excited. "It was so difficult at first. Those purchasing managers from the department stores were so arrogant. They looked down on us because we were a small factory, and they wouldn't even bother to look closely at the sample garments. I kept pestering them. I went to their offices every day to help them sweep the floor and fetch water, and whenever I had the chance, I would let them touch our fabric and look at our buttons. Later, it was the deputy director of the department store next to the Cultural Palace. Her daughter saw the sample garments and loved them so much that she kept asking to buy them. Only then did she agree to let us sell twenty dresses and ten shirts as a trial!"
She took a big gulp of water and continued excitedly, "I didn't have that many items, so I gave her all the sample garments. And guess what? In less than three days, all the sample garments were sold out! The deputy director immediately chased after me to sign a long-term contract and even wanted to order more of that skirt and matching top! Look, this is the order!"
Jiang Suining took the order form stamped with the red seal, her heart pounding as she looked at the solid numbers on it. She patted Li Xiumei's shoulder forcefully: "Xiumei, you've worked hard! Well done!"
Following that, Lin Chun, who went to Xizhou City, and Li Erya, who went to Binpu City, also sent back good news one after another.
Taking advantage of the opening of the special economic zone, the two keenly discovered the desire of individual clothing store owners for new styles. Instead of focusing on state-owned department stores, they targeted these flexible small shop owners. Although the order volume was not large each time, the sheer number of stores made up for it, and the total amount was quite considerable.
They even promoted accessories, such as hair clips inlaid with seashells and colorful button bracelets, which were especially popular with young girls and had become almost a must-buy item to match their outfits.
Wang Weiguo and Dong Xinquan returned together. The two had traveled to the more distant Rongtai City and Xingquan City. When they came back, they had both lost weight, but they were full of energy, indicating that they had gained a lot.
Wang Weiguo, in particular, began to vividly recount his sales journey as soon as he entered the room.
"Boss Jiang, you have no idea, I went to that city department store, and the purchasing manager there is an old-fashioned guy who absolutely disapproved of our clothes. He said our clothes were too flashy and that the workers should dress simply! I spent two days trying to talk to him, and it seemed like there was no hope."
Wang Weiguo's eyes darted around, and he chuckled. "Then I had a brilliant idea. I didn't talk to him anymore! I sneaked into the women's dormitory area of their department store and, during their off-hours, showed our sample garments to the young saleswomen. Wow, they immediately swarmed around me, one saying the skirt was beautiful, another saying the shirt made her look slimmer, chattering away, absolutely loving it. The next day, the purchasing manager was surrounded by several of his own female employees giving him feedback, saying that the merchandise he bought was outdated and wouldn't sell! Before half a day had passed, he called me back with a dark face and obediently signed the contract!"
He spoke with great enthusiasm, recounting his experiences of saving money on food and accommodation along the way, and how he squeezed onto a train station bench to save on a night's accommodation fee, which amused everyone. However, the laughter was tinged with sadness and admiration.
Five salespeople spent about twenty days traveling to several surrounding cities, bringing back not only orders and contracts, but also hope and a future.
Jiang Suining looked at the orders on the table and listened to the excited yet proud reports around her. Her eyes welled up with tears. She took a deep breath, suppressed her surging emotions, and said loudly to everyone, "Comrades, you've worked hard! You've done a great job this time! You've not only opened up sales channels, but also made our Nan'ao Island clothing famous! This month's bonus will be paid at the highest standard! Tonight, it's my treat, let's celebrate properly!"
A burst of enthusiastic cheers erupted in the courtyard.
That evening, two tables were set up in the courtyard, the dishes were plentiful, and the atmosphere was lively. Several young people beamed with a sense of accomplishment, and Jiang Suining felt a surge of pride, but she knew clearly that this was just the beginning, and there were still two things that needed to be done quickly.
First, we need to quickly organize and compile the orders, send them to the labor protection factory, reduce inventory and ship them out, and then urge Factory Manager Song to operate at full capacity to complete production with guaranteed quality and quantity. Second, we need to gather market information from the sales staff, such as clothing habits and preferred colors in various cities, and try to develop the autumn styles before the sales staff return from this trip.
With funds recovered and the market opened up, the garment industry has finally taken its most solid and successful first step! The fashion trend produced on Nan'ao Island will surely blow across the entire motherland.
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