Chapter 32 Doing Foreign Trade: You Can Do Business Even Without Disintegration
Wang Xiao's trip to Xiushui Street wasn't because he was determined to become a reseller.
She came here to assess the market situation.
Xiushui Street, as the earliest and most famous clothing market in Beijing, attracts a large number of foreign shoppers due to its proximity to the embassy district.
Wang Xiao wanted to check the market's operating conditions to better assess the current political climate and make it easier for her to manage the situation when she returned to the provincial capital to organize the investment promotion conference.
The Xiushui Street in 1990 was nothing like the grandeur it would be 30 years later. On the contrary, it could even be described as shabby.
The street was short, only 200 meters long and 3 meters wide. The signboard at the street entrance read "Xiushui Market" in semi-cursive script (probably, Wang Xiao had never practiced calligraphy). It wasn't grand or imposing, but it looked quite elegant to her.
Once inside, it was a completely different world; the street was densely packed with stalls.
Wang Xiao estimated that there were at least two hundred stalls on the street, and each stall was crowded with people. There were blond-haired, blue-eyed white people, black people with curly hair, and Chinese people who had come to watch the excitement.
Almost none of my compatriots were there just to watch the spectacle and actually buy anything, because the two hundred or so stalls were mostly selling mid- to high-end silk products at incredibly low prices.
Dr. Chen, who thought he had plenty of money and was in a good mood and willing to spend it, was taken aback and immediately retreated.
The stall owner didn't intend to do business with his own people. Since the foreigners didn't come up to ask questions, they put on their headphones and immersed themselves in their own world. Wang Xiao leaned closer and even heard English coming from the headphones.
It's clear that street vendors are quite ambitious. To succeed in their business, they've even started learning foreign languages.
This made Tang Yicheng shudder instantly, feeling that he was so young yet acting like he was just wasting his life, which was really outrageous.
Although the stall owner was highly motivated, learning English obviously takes time. This led to communication problems with his customers; even with gestures and explanations, they couldn't understand each other.
Wang Xiao found it amusing and offered to translate a couple of sentences for her.
After the foreign lady bought a pack of silk scarves and left satisfied, the stall owner actually counted out two US dollars and stuffed them into Wang Xiao's hand, smiling brightly: "Thank you, little sister."
Wang Xiao was taken aback at first, but then readily accepted the money: "Thank you."
To be honest, this was the first time in her two lifetimes that she had ever earned US dollars, which was quite unusual.
Dr. Chen found the man strange and thought the young man was too frivolous, so he quickly pulled his daughter away.
Further on, the chatter stopped in English and started sounding more like Russian.
The old lady selling clothes was even worse than the young man from before; she couldn't even gesture properly, standing there with her arms crossed, looking completely bewildered, and even a little comical.
Wang Xiao couldn't help but laugh, and blurted out instinctively, "He asked if you had any other colors; he wanted blue."
Tang Yicheng asked her in surprise, "How many foreign languages do you know? What language is this?"
Dr. Chen proudly raised his head: "Russian, Xiaoxiao has studied Russian."
Wang Xiao was completely stunned.
She had never studied Russian; she was absolutely certain she hadn't. Because she had never handled Russian goods before.
The only Russian word she knows is "comparison," but it has to be in Chinese characters; she can't read the original Russian word even if it's placed in front of her.
How come she speaks Russian?
The person who speaks Russian is the original owner.
Wang Xiao completed the entire translation in a daze, and she was still bewildered when the old lady slipped her money at the end.
Could it be that the person wearing this outfit has some kind of cheat code? And has it inherited the original owner's skills?
If that's the case, does that mean she won't have to be afraid of chemistry labs anymore?
No, no, no, forget it. She doesn't want to risk her life.
Wang Xiao was lost in thought when someone called out to her, "Hey girl, you can speak Russian, right? Come help me out, come with me, don't worry, I'll definitely pay you."
Chen Yanqiu grabbed her daughter's arm. This wasn't about money. They didn't even know him; how could her daughter possibly walk with a strange old man?
The old man wearing the Lei Feng hat got anxious and kept gesturing with his hands: "It's very close, not far, really not far, just a ten-minute walk. It's next to Ritan Park, on Yabao Road. Young lady, please help me out, I'm really not a bad person."
The old lady who had just paid Wang Xiao's fee also chimed in, saying, "Young lady, he's not a bad person. That's a wholesale market over there; foreigners also go there to buy things."
Tang Yicheng turned to look at Wang Xiao: "Why don't we go take a look together?"
He was really shocked today. He never expected things in Beijing to be so expensive.
A silk scarf like that costs over a hundred yuan in RMB, that's outrageous.
When Wang Xiao heard the words "Yabao Road," he immediately understood. For the next few decades, the clothing trade here truly became very famous.
She quickly suppressed the subtle emotions in her heart and readily agreed: "Okay, let's go take a look."
In 1990, the Yabao Road clothing market was even more rudimentary than Xiushui Street, exuding the word "cheap" from head to toe. The long street had only a few dozen crudely made and rough-looking tin counters, displaying mainly children's clothing and shoes.
Wang Xiao didn't even need to touch them; he could tell just by looking that these were all low-grade goods.
Moreover, compared to Xiushui Street, Yabao Road was quite deserted at this time, with hardly any customers.
It's completely unbelievable that it could create a miracle of a household with 10,000 or even hundreds of thousands of yuan overnight.
Perhaps its best time hasn't come yet?
The old man ran all the way to Xiushui Street to pull him over because a few Russians had come to his son's stall, and the two sides were staring at each other, unable to communicate at all.
Wang Xiao stepped forward and spoke a few words to the people, having already figured things out: "They brought rubles and asked if you would accept them. They don't have US dollars or RMB."
The old man's face immediately fell, and he angrily waved his hand: "Go away, go away, what do I need rubles for?"
At that time, the US dollar was the hard currency in the informal foreign trade market.
His son was also very unhappy: "They call themselves the Soviet Union's big brother, how could they do such a thing?"
Wang Xiao casually remarked, "If they had that much foreign exchange reserves, the Soviet Union might not have collapsed."
"Huh? What disintegration?" The old man looked completely bewildered.
Wang Xiao's heart skipped a beat. Oh my god, she let it slip! Had the Soviet Union not yet collapsed?
Oh, I'm sorry.
She has forgotten all the foreign history she learned in high school, and now she really can't remember exactly when the Soviet Union collapsed.
Never mind.
She could only apologize to the Soviet customers: "The boss has accepted your rubles but can't spend them. Why don't you exchange them for RMB and come back to buy them, or US dollars will also be fine."
However, after looking at each other, the group finally shook their heads.
Wang Xiao was about to leave. Since the business hadn't gone through, and this was a typical small business, she couldn't force them to pay her a service fee. She'd just consider it an opportunity to broaden her horizons.
Unexpectedly, the renowned Yabao Road clothing market is so desolate at this moment. This means that she has the opportunity to invest in the market before it takes off and make a fortune.
Well, Soviet customers are already coming to our door. After the collapse of the Soviet Union, this clothing street, which was once known as the Sino-Russian trading market, will probably usher in its golden age.
Wang Xiao was afraid that she would forget about it, so she quickly took out her notebook and wrote down the words "Yabao Road Wholesale Market".
The Soviet guests stopped her again and offered another solution: could they barter for the clothes and hats they had here?
Wang Xiao smiled and pressed further, "What can you offer in exchange?"
She was genuinely curious.
It is said that before the two sides started trading, if trading canned goods for airplanes was a myth, then trading instant noodles for A-K47s was a routine operation. I've also heard that someone once traded a thermos for a tank.
However, even if they dare to offer these things in exchange, the old man and his son might not dare to accept them.
Fortunately, the Soviet Union hasn't collapsed yet, so the foreign traders who came over were relatively discreet.
What they were preparing to take out were military overcoats and binoculars.
Unfortunately, the stall owner and his son weren't interested and simply waved them away, telling them to get lost.
The Russians are so poor, they can't even afford cash, yet they still want to do business.
Wang Xiao's eyes lit up, and suddenly an idea came to her: "Besides hats and clothes, what else do you want to change? How about changing the soap? If you want to change the soap, I can help you think of a way."
Tang Yicheng's English was terrible, and he couldn't speak a word of Russian. He was completely unaware that Wang Xiao had already set his sights on the Xin County Soap Factory.
They are currently cooperating with hotels throughout the province, and their soap factory's soaps are selling very well; the inventory has long been cleared out.
But the smelly soap wouldn't do; it was still sitting in the warehouse, and Wang Xiao hadn't had time to think of a good way to sell it quickly.
Now, a ready-made opportunity has come knocking.
The Soviet Union was notoriously underdeveloped in light industry. However, decades after its collapse, Russia, which inherited most of its assets, also performed rather poorly in the field of light industry.
Therefore, she had good reason to believe that soap, which required ration coupons to purchase in China, would be a scarce commodity in the Soviet Union today.
Sure enough, the Soviets showed interest and asked her if she had anything else to exchange.
"Toothpaste and toothbrushes," Wang Xiao said with a smile. "We also have high-quality toothpaste and toothbrushes."
The Soviets' eyes lit up even more; they wanted toothpaste and toothbrushes too.
The question then became: how should the two parties conduct the transaction?
The saying goes, "One hand pays the money, the other delivers the goods," or barter. This means that everyone brings their goods over, inspects them, and then makes a transaction.
But since everyone's things are separated by a great distance, how can we put them together?
By sea? That was impossible. At this time of year, finding a port of call was a major problem for the Soviet Union.
Besides, it's only a small amount of goods, so there's no need to ship it by sea.
Using air freight is impractical. Air freight is the most expensive of all transportation methods. They're only trading everyday necessities, not some cutting-edge technology.
They were left with only one option: rail transport. The most convenient method, of course, was to apply for a freight car for shipment.
Both parties involved in the transaction are currently in countries that are essentially under a planned economy, and transportation capacity is extremely strained. When a resource becomes scarce to a certain extent, what is used to solve the problem is no longer money, but power.
Unfortunately, neither side had any connections in the railway sector, so they couldn't get train cars, especially for cross-border international trains; getting train cars was harder than climbing to heaven.
Did everyone just pass on this one?
Having no other choice, Wang Xiao ultimately decided to start the transaction using the most primitive method of folk trade—people bringing goods together.
Who will lead the way?
Of course, it was brought over by the Soviets.
Why? Because it's inconvenient for her to go abroad. Given her status, obtaining the necessary paperwork to leave the country is very complicated these days. People might mistakenly think she's defected.
And although she could speak Russian, she didn't entirely trust the security situation in the Soviet Union at the moment. She was afraid that if she went there, she would be caught. She needed the Soviets to deliver the goods to her first, and then she could inspect them before she could send them out.
But the Soviets had the same idea. Being unfamiliar with the land, they were also setting foot on this land for the first time and wanted to come and explore.
Reaching the capital was already the limit of their courage; they were still apprehensive about going any further.
In short, as a supporting female character, even though she transmigrated into the book, she didn't have the protagonist's halo and couldn't gain the other party's trust.
Wang Xiao had a sudden inspiration and pulled out her award certificate for bravery and righteousness, as well as newspapers and magazines reporting her heroic deeds, from her bag.
These were all collected by Dr. Chen, originally intended as a memento and a way to show off.
Wang Xiao brought the document with her to the police station to prove that she was innocent and pure, and that she was simply tricked into marriage by Ruan Rui.
As a result, the police officers didn't give her a chance to show off at all.
Now, these things are finally coming in handy.
Wang Xiaoyi told them sternly and firmly that she was a renowned heroine of China, the kind who had been commended by the government. She was an advanced worker with countless honors. She couldn't possibly deceive her socialist brothers, because there was no need for her to.
"Our country is known for its good treatment of foreign guests, so there will absolutely be no problem."
The Soviets huddled together, whispering amongst themselves for a while. They started worrying again that the amount of goods they wanted to exchange was large, and relying entirely on manual transport would require a lot of manpower. Sending people from their side would probably be quite troublesome.
“What’s so troublesome?” Wang Xiao said confidently. “Just find some young men and women to come over, and bring your military overcoats and binoculars. They’re young and strong, and they can carry a lot of things. I can send you invitations. It would be best if you found university students or something, so our chemical research institute can send the letters, saying it’s for an exchange and learning trip. If that’s inconvenient, the soap factory can also send the invitations.”
Chen Yanqiu and Tang Yicheng were both very uneasy as they listened to her whispering endlessly with the Russian.
What are you talking about? Why are you going on and on?
Oh dear! Why are you shaking hands?
Wang Xiao smiled broadly: "Then we'll go back now and prepare soap, toothpaste, and toothbrushes. When you come to the provincial capital, we'll take care of your food and lodging."
Chen Yanqiu kept in mind that she had to maintain her composure in front of the foreign guests. Only after the Russians had all left did she hurriedly ask her daughter, "What did you all say? You never stop talking. You can't find me a foreign son-in-law!"
These days, young girls will go to any lengths to marry a foreigner. It's like they really think the moon is bigger and rounder abroad. They don't think foreign countries are any better; they can't even agree on the food.
Wang Xiao was truly speechless.
Her marriage wasn't dissolved yet, and her mother was already rushing to arrange another marriage for her.
"Mom, don't overthink it. They want to buy soap, toothpaste, and toothbrushes, and they're trading them for military coats and binoculars."
Chen Yanqiu's eyes widened: "How are we supposed to exchange these? What do soap factories and toothpaste and toothbrush factories need military overcoats and binoculars for? They need money to pay their workers' wages."
Wang Xiao laughed: "I know, so I have to find a way to sell the military overcoat and binoculars."
The mother and her friend looked at each other, wondering how they were going to sell these. They couldn't very well sell military coats and binoculars in a hotel; that would be too chaotic.
Wang Xiao hadn't considered this option either; her plan was to display the items in a shopping mall and sell them as genuine high-end goods at a good price.
She wasn't trying to embellish Soviet goods; their civilian laborers and light industry were indeed utterly terrible, but their military industry was undeniably advanced. Furthermore, due to geographical factors, the Soviet Union was incredibly cold, and their military overcoats were universally recognized as being of exceptionally high quality.
During World War II, even the German soldiers envied their military overcoats.
Upon returning to the provincial capital, Wang Xiao's first action was to go to the police station to report Ruan Rui for fraud and bigamy, demanding that the law declare her marriage to Ruan Rui invalid.
After stating the facts, she then solemnly began to fabricate rumors. Or rather, to be more precise, she offered her own plausible speculations.
She suspected that Ruan Rui was a hidden spy, just like her wife who had run away abroad.
Why did Ruan Rui trick the original owner into marriage?
It was because the original owner worked at a chemical research institute and had access to scientific research secrets.
Furthermore, because her parents worked at a steel factory and held a high position, they had the opportunity to know all aspects of the factory's affairs.
Economic secrets are also very important nowadays.
Wang Xiao spoke as if it were the truth: "He even made a copy of our house key. He had bad intentions and wanted to take the opportunity to spy on us. My dad is an eighth-grade worker, and our family building is full of the backbone of the steel plant."
She didn't know if her words had caught the attention of the police, but she figured she might as well try anything.
What if we actually catch a big fish?
After giving her statement, she rushed to the People's Department Store to ask Xiang Dong if she could borrow his counter to sell military coats and binoculars.
Xiang Dong was stunned and instinctively wanted to refuse.
Are you kidding me? It's already December, almost the end of the year, which is when clothes sell best. He doesn't lack clothes to sell.
Moreover, fortunes change over time; military overcoats are no longer popular, and people don't care about them anymore.
As for telescopes, forget about them; he's never sold any.
"Look at my counter, where is there any space? Where am I supposed to put the binoculars?" Xiang Dong was a typical businessman who always believed in making money through harmony. Even now, he was still able to be polite and friendly. "I'm really sorry, Wang Xiao, it's really inconvenient for me."
Wang Xiao's smile didn't falter at all; her eyes were still curved in a smile. "Xiang Dong, I understand what you're worried about. Don't worry, this batch of military overcoats will definitely sell out before the twelfth lunar month. As for the binoculars, that's easy. Just change your display case; you can use a glass case to showcase the binoculars."
Actually, the People's Department Store wasn't that old-fashioned. In the mid-1980s, it switched to glass counters to properly display its products.
As a result, in the summer of 1988, when prices were being controlled, there was a nationwide panic buying frenzy. People were afraid that the RMB would depreciate and money would become worthless, so they desperately exchanged all their cash for goods and stockpiled them at home.
Cough cough, the toilet paper and salt in Dr. Chen's village will probably last forever.
At the time, customers were frantically buying things in the mall, causing countless glass counters to collapse and shards of glass to litter the ground, and many people were injured.
When the shopping mall realized this wouldn't work, they quickly replaced it with an old-fashioned wooden counter, which remains unchanged to this day.
Now that Xiang Dong heard what she said, he was quite tempted. It really was time to change the counter; even just displaying belts and such in a glass case would be good.
But he really wasn't sure about the binoculars and the military overcoat; he didn't really believe they would sell well.
Wang Xiao assured him, "Give me one day. If the customer isn't interested, I absolutely won't back out; I'll leave immediately. And I'll even pay you a thousand yuan as a fee for using your counter."
"No need, no need," Xiang Dong said frankly. "Five hundred it is. We're friends, I can't make money off your dishonest ways."
But he couldn't let Wang Xiao do all that for nothing, because his counter alone cost several thousand yuan a month in contract fees, not to mention the various expenses for handling things.
Leaving half of the counter empty and delaying business for a day resulted in a significant loss for him.
Consider it a way to build a good relationship.
Wang Xiao smiled broadly: "I knew you'd be a good friend. Don't worry, Boss Xiang, you won't lose out. When the coat and binoculars are sold, we'll split the profits 20/10, you'll definitely make a profit."
Xiang Dong just chuckled at her and didn't take it seriously.
He had heard about her helping the soap factory sell soap. But that kind of sales, where the hotel willingly pays because of her heroic aura, is completely different from doing business properly.
She'll probably suffer a major setback before she realizes that selling clothes isn't as easy as she imagined.
Wang Xiao finalized the deal with the department store counter, then turned around and ran to the Chemical Research Institute to discuss sending out invitation letters.
When the director heard that she had even made contact with universities in the Soviet Union, he became extremely nervous and his first reaction was to immediately order a thorough cleaning.
People who didn't experience that era can't understand their feelings for the Soviet Union as a big brother.
Well, when the country was just starting its industrial development in the 1950s and 60s, Soviet aid was an important source of technical support.
Whether it was the steel plant where Wang Xiao was born or the chemical research institute where he now works, Soviet technicians were present during the early stages of their construction.
Later, relations between the two countries deteriorated, and that's when the matter ended.
But when it comes to feelings, the impressions made during the growth stage and youth are the most profound.
Now that they've heard that Soviet university students are visiting their chemical institute, the director suddenly feels that nothing they have to offer is presentable.
That was the Soviet Union, our big brother.
Oh dear, I need to quickly dig out my Russian textbooks again and take a good look. As someone born in the 1940s and a university student in the 1960s, he studied Russian back then, and even used original Russian textbooks.
Communication shouldn't be a problem.
Wang Xiao had to reassure him: "Don't panic, don't panic. It takes five days and five nights for a train to get from Moscow to Beijing. We'll have to transfer trains to get here, so it'll take at least a week. Sending out our invitation letter will also take time, so we have at least half a month to prepare."
The director finally felt like he could catch his breath.
No matter how flustered he was, he had to do a good job with this reception; it was a matter of face.
Looking across the country, how many chemical research institutes hosted a visit from the Soviet Union? Ha! They might have been the first.
Once Wang Xiao received the invitation, he quickly sent it to Beijing via express mail to his Soviet clients.
As she passed by the laboratory, she inexplicably walked inside.
There was no one in the room at the moment, so she walked step by step to the experimental table. The glass on the shelf reflected a faint light.
As if by some inexplicable force, she subconsciously picked up the test tube.
How should I put it? Familiar, a very eerie sense of familiarity, and without even thinking, she seemed to know exactly what to do next.
Wang Xiao found it all so amazing.
She had only ever heard of athletes having muscle memory, but she never imagined that she also seemed to have inherited the original owner's memories related to chemistry.
She breathed a long sigh of relief, put the test tube back without hesitation, and turned to leave.
That's right, she just wanted to test the abilities of the body she inherited; it didn't mean she wanted to inherit the original owner's life.
Everyone has their own life, and she will only move forward at her own pace.
Is it a regret? If so, then it is the original owner's regret.
Everyone is responsible for their own life; no one can make up for your regrets.
Is her life any cheaper than anyone else's? Is it really necessary for her to live someone else's life?
Feeling guilty? Guilty my foot! Transmigrating into a book wasn't her wish.
If they had swapped lives, she would clearly be the one who would suffer.
From owning a large apartment with millions in liquid funds and earning tens of thousands a day, to having to start from scratch, she doesn't know who to turn to for justice.
Wang Xiao rushed out of the Chemical Engineering Institute, sent out the invitations, and without even having time to sit down and have a proper cup of tea, went straight to the Jinning Grand Hotel to help organize the investment promotion conference.
To this end, she even paid for a batch of business cards to highlight her title as a hotel consultant, which included the number of her newly purchased pager so that buyers and sellers at the investment promotion conference could contact her promptly.
It wasn't that she thought highly of herself, but rather that her presence was truly essential. She acted as the glue that held all three parties together at the investment promotion conference. Whenever local governments, hotels, or businessmen encountered problems they couldn't resolve, their first instinct was to turn to her for coordination.
She even stepped in as a translator when the foreign businessmen couldn't find a reliable one.
Tang Yicheng watched her running around like a butterfly among flowers, and he couldn't help but feel a strong urge to join in.
He wasn't itching from the excitement of the investment promotion conference.
In his view, no matter how successful the investment promotion conference was, or how many cooperation agreements were reached between the two sides, it actually had little to do with them.
No matter how high the investment amount or how large the contract, no one will give her a commission.
He was more concerned with how she would sell the military coat and binoculars.
Of course, if it were him, he would definitely buy it. But he's a veteran, and he has a thing for military equipment. If he could afford it, he would naturally collect Soviet military coats and binoculars.
But there are very few people like him.
He was certain that even in winter, jeans from the south would sell much better than so-called military overcoats.
If she can't sell them, where will she find the money to pay back the soap factory and the toothpaste and toothbrush factory?
That's right, Wang Xiao is going to trade quite a lot of goods this time.
The ten thousand yuan she earned was far from enough. She could only pay a deposit to ship the goods first. Only after she sold the military coat and binoculars would she have the money to pay the final payment.
That's tens of thousands!
It's true what they say: the emperor isn't worried, but the eunuch is. Tang Yicheng was filled with anxiety, while Wang Xiao was glaring at him: What are you daydreaming about? Study properly.
There was no other way; if she had any other options, she would never have mentored Tang Yicheng as a friend.
This guy has absolutely no business sense.
He dared to daydream at the investment promotion conference? He's being silly! This is the best opportunity to build connections.
If she hadn't been able to leverage such a great platform as the Jinning Grand Hotel, even if she had been given another three years, she might not have been able to build such a wide network of connections.
In this era without search engines, where buyers and sellers struggle to understand each other, what is most valuable? Information.
The information you have, you have money.
For example, when a manufacturer is producing a bunch of products but doesn't know who to sell them to. If you know who wants the goods, then you're the manufacturer's godfather.
For example, if a certain product is in high demand in the market, and a lot of people are waving their money and want to buy it but can't find a way, if you know where it is produced, then for buyers, you are the ladder to heaven.
That's right. No matter how large the contract is, she won't get a single penny when both parties sign it at the investment conference.
But the information she gathered during this process became her way of making money.
Since the contract responsibility system swept across the country in the 1980s, and everyone started talking about economic benefits, it has long been common practice for middlemen who acted as intermediaries to take commissions and rebates.
Wang Xiao earns this money without the slightest guilt, just like she did when she was a livestreaming influencer and received slot fees and sales commissions. It's what she deserves.
Since there was no internet, she set up her own.
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Note: Sino-Soviet informal trade began in the late 1980s. Professor Jin Yan mentioned in her article that when she traveled on the K3 train in October 1990, the trade in scalpers had already reached a considerable scale.
Also, haha, I wonder if any of you noticed that the earliest outline of this paper was for a research-oriented approach, for which I, Ajin, searched for a lot of materials.
But after the character of Wang Xiao became more fleshed out in my mind, she came to have her own life, and she was not interested in scientific research.
I felt awkward writing it; the characters and the story development didn't feel cohesive. So I decided to let it run its own course.
Because the most important element of a novel is its characters, only the characters themselves can determine their own lives.
Thank you to all the little angels who voted for me or watered my plants with nutrient solution between 2023-10-18 06:21:36 and 2023-10-25 06:21:36!
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