"If it's the royal family, that's fine. Our Emperor won't let the common people suffer. Take the Zhou family in your town, for example. After they presented the chili peppers, what did the Emperor give them? If it weren't for Master Zhou spoiling his daughter, they would be a noble family by now. So, Cai, listen to your sister's advice: if the royal family takes a liking to someone, just sell them. Of course, it has to be someone of the Emperor, Empress, or Empress Dowager level. Don't even think about other members of the royal family," Madam Li said with a smile.
Cai Xiaolian smiled, said nothing, and turned to look at Gu Nian.
Gu Nian nodded. She had a good impression of Madam Li, and neither of the two cooperation methods Madam Li mentioned would be disadvantageous for them.
This is exactly the same as the initial agreement reached by their family.
The sisters went and got out the current items, each with at least three flavors.
For example, toothpaste comes in three flavors: mint, orange, and chrysanthemum.
Shampoo comes in several scents, as does soap.
"Madam Cai, please don't take offense at what I'm about to say!" Madam Li said, frowning as she looked at each item.
“Mrs. Li, please speak!” Cai Xiaolian didn’t mind at all.
She, a modern businesswoman, certainly doesn't understand the market as well as ancient businessmen.
"You guys really don't understand customers' psychology. Take your previous set, for example. It came in a wooden box, and the surface of the box wasn't very nice. The boxes for the toothpaste, shampoo, and soap weren't very nice either. The reason your initial sales were good was because it was novel. People hadn't used it before, so they didn't care what it was packaged in."
"But what if people get used to using them? Especially the ladies and young women of wealthy families, they'll look down on these boxes. Think about it, if we used better boxes, wouldn't we sell them for a higher price?"
“Let me give you an example. Take this toothbrush, for instance. It's just a single piece of wood. Don't tell me you need to replace it every two or three months. Some people really don't care. They want a nicer one if they need to replace it every day. They have money, so they don't care. And this shampoo box, it could actually be made more exquisite, like the ones produced in our Li family's kiln. They could sell for quite a bit on their own! You sell a set for five taels of silver. If we package it better, a set could sell for ten taels. For even wealthier customers, it's not impossible for us to sell a set for fifteen or twenty taels.”
“Some people like to use things that match their status. For example, some families use jade basins to wash their hands and jade pillows to sleep on. If you give them a jade toothbrush, they won’t even consider the cost.”
"Does what I'm saying understand, Madam Cai?"
Mrs. Li gave an example.
Cai Xiaolian said, "Madam Li's meaning can be summarized in two words: packaging. Just like clothes make the man and gold makes the Buddha. If you give an ordinary product exquisite packaging, its value will be different. Am I right?"
Madam Li's eyes lit up, and she couldn't help but slap her knee, speaking with great enthusiasm and raising her voice: "Isn't that exactly right? When I talk to Madam Cai, I have to use less of my breath."
Madam Li's maid and servants pursed their lips: "Madam, you've revealed your true nature. Quickly rein it in, or you'll frighten people. Just now they saw you as a noble lady, but now they see you like an old woman selling vegetables on the street."
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