Xiang Yuan followed Yue Huanjiang into a room that resembled both a study and a tea room.
The room stood deep within a secluded courtyard. A winding path led to it, far from the clamor of the world. Books lined all four walls, their countless volumes filling the air with a faint fragrance of paper and ink.
The furnishings were simple and elegant: a table and two chairs, all made of natural wood, finely carved with flowing lines and no excessive ornamentation.
Once the two men were seated, the shopkeeper lit the Phoenix-Dance Boshan incense burner nearby, then served them tea. The fragrance drifted from the purple clay teapot.
The aroma of tea mingled with the scents of books and incense, each complementing the others. To drink tea and discuss the Way here, sharing laughter with learned men while no commoners came and went—one could hardly imagine a more refined setting.
Xiang Yuan found it quite agreeable, and marveled at how authentic the leisurely life of the upper class could be.
He studied Yue Huanjiang's face. His fingers were soft and delicate, his Heavenly Court full and rounded, his features refined and proper. Every part of him bore the countenance of a nobleman. He was leagues above an actor like Xiao He, whose outside and inside were nothing alike.
How could such an extraordinary man exist in this world?
Xiang Yuan felt admiration well up inside him and couldn't bring himself to face Yue Huanjiang with his usual clownish attitude. But when he switched to being Steady, he couldn't bring himself to spout nonsense, either. In the end, he had no choice but to let Doubi stay online.
"May I ask, Brother Xiang, what are points and membership?"
"Having been born into White Cloud Manor, Young Master Yue must have some knowledge of the ways of business. Speaking of business, I wouldn't presume to lecture you. I'll offer a few humble ideas to get the conversation started, and I welcome your corrections if I miss anything."
Perhaps because the man opposite him was so perfect, even Doubi's thoughts settled somewhat. Unwilling to be cowed by the other man's bearing, he pondered briefly, then said in a lofty tone, "Points are like military merit earned by a general on the battlefield: slaying enemy commanders and seizing their banners. Merchants can establish a points system where customers earn a point for every coin they spend. Once they accumulate enough, they can redeem them for goods or enjoy special privileges. Such a system encourages customers to return often, much like soldiers bravely slaying their enemies. Those who distinguish themselves naturally receive rewards."
"Membership is like being a retainer or honored guest. When merchants establish a membership system, customers who join become their guests and enjoy special treatment. They might get priority when making purchases, discounts, or invitations to exclusive events. It's like how Noble Families cultivate capable men and take in worthy scholars, with retainers receiving different courtesies according to their rank."
"Points motivate people, like military rewards. Membership distinguishes ranks, like the hierarchy among retainers. If White Cloud Manor built its system around these two ideas, it could attract new customers while keeping old ones, cultivating their loyalty until they became devoted patrons."
Yue Huanjiang seemed thoughtful. The shopkeeper remained silent. At first hearing, both men found some sense in Xiang Yuan's words.
Before Yue Huanjiang could speak, the shopkeeper asked, "Constable Xiang, White Cloud Manor already has similar systems. For various reasons, they haven't worked perfectly. When you get to the root of it, people are greedy, and there's always some way to exploit the rules. In the end, White Cloud Manor is the one that suffers."
"You earn points by spending, and membership means different treatment. Shopkeeper, you're right that people are greedy. Everyone likes getting a little something for nothing. But from another angle, isn't that a good thing? If we do business by taking advantage of people's greed, the profits can keep flowing."
Xiang Yuan drew on the wisdom of having been cheated in his previous life. From a merchant's perspective, customers could only make a little, while capital never lost.
Some other capital would take the loss.
"No, business isn't that simple." The shopkeeper shook his head at Yue Huanjiang.
"You're truly sharp, Shopkeeper. As the saying goes, 'Old ginger is spicier.' In that case, let me go into more detail."
Seeing that the shopkeeper wasn't falling for it, Xiang Yuan continued to bluff. "Shopkeeper, have you heard of a platform?"
"Please explain."
"An invisible platform, built without bricks or stone, raised without earth or timber. It can encompass the vastness of heaven and earth and contain the variety of all things. It has no boundaries; it crosses mountains and seas and connects the four corners of the world, making those far away seem as close as neighbors. It gathers the people and goods of the world. White Cloud Manor and Forget Sword Manor are both platforms. Do you understand now?"
"I understand a little."
Oh, you're quite modest!
Xiang Yuan's lips curled, and he launched into a flood of eloquent phrases: "...When goods are cheap, demand drives their price up; when they're expensive, demand drives it down. Each person is encouraged to pursue their trade and take pleasure in their work... The path to wealth and poverty lies in winning through wisdom... Take what others abandon; give what others seek..."
To put it plainly: analyze market conditions, combine approaches used across the industry, coordinate multiple businesses, plan in stages, differentiate, build platforms and structures, standardize, and seize the market quickly with a short, fast, and efficient approach.
Then came closed loops, matrices, overall strategy, models, tracks, positioning, packaging, abstraction, points, lines, and planes, a whole combination of moves...
By the end, even Xiang Yuan was confused. He had absolutely no idea what he was talking about.
So profound! x3
"Coordinate multiple businesses, invite more experts from the industry, and hold more events. Exhibitions of calligraphy and painting, tea ceremonies, and other such activities would all work. Put up notices to attract your target customers, then use the opportunity to drive up the price of the goods you wish to sell..."
Xiang Yuan's mouth was parched. He picked up his teacup and gulped down a mouthful, then painted an impassioned picture: "From then on, whenever people speak of quality goods at affordable prices or the industry's leading merchant, their first thought will be White Cloud Manor. Word of mouth will spread, and the idea will take root. Once White Cloud Manor's fame reaches Great Accomplishment, it will be invincible in this age. Even if Forget Sword Manor wants to strike back, it won't have the power to do so."
Confusion clouded the shopkeeper's eyes, but it didn't stop him from regarding Xiang Yuan as a genius.
Yue Huanjiang felt a broad road opening before him. The many things that had baffled him in the past now seemed to have solutions.
Both men were clever. Even though Xiang Yuan's words contradicted one another and often lacked logic, they recognized the fragments of sense in them and drew broader lessons, understanding one thing after another.
"Mr. Xiang, I've gained some insight. I have one more question."
The shopkeeper had changed how he addressed Xiang Yuan at some point. He asked, puzzled, "This plan sounds good, but White Cloud Manor can do it, and so can Forget Sword Manor. If both sides lose and suffer, how can we make money?"
Good, good. If you don't make money, you're losing. No wonder White Cloud Manor is so wealthy.
Xiang Yuan rolled his eyes and said scornfully, "When two tigers fight on one mountain, the wolves all go hungry. Do you understand the meaning of that?"
"Ah, this..."
The shopkeeper seemed to grasp the idea. He continued, "A mountain can't hold two tigers. Does Sir have a good plan for leaving only one?"
"Act swiftly and decisively, and borrow the government's influence!"
Xiang Yuan spoke mysteriously. "If you want to kill the other tiger without weakening yourself, you need to work with the court. For instance, the Six Doors. It wouldn't hurt to offer them some benefits. Once the situation is opened up, there'll be no worry about recouping your costs."
"But the Six Doors are full of all kinds of people, and even the court doesn't entirely trust them. Their influence extends across different circuits and provinces, then trickles down through every level to the counties. If we offer benefits to everyone, the spoils will inevitably be divided up until nothing remains. We'll have to consider this carefully." The shopkeeper stared at Xiang Yuan without blinking.
Yue Huanjiang looked solemn. "I ask you to guide me, Sir."
"Find a big fish powerful enough to command the field and work with it. Entice it with profit," Xiang Yuan said, going with the flow.
"Which family has such influence?"
How would I know? I don't even know the basics!
Xiang Yuan pondered for a long while, then sighed. "A country bumpkin like me doesn't have such insight. In my humble opinion, only the Heavenly Court has that kind of power. But everything has its pros and cons; nothing is perfect. Doing business with the Heavenly Court is no different from courting a tiger. Be very, very careful."
The Shendu Xiao Clan!
Yue Huanjiang's eyes narrowed. Overjoyed inside, he tried to suppress his surging emotions, but blurted out, "Sir, you are a genius. You've resolved White Cloud's predicament!"
"I wouldn't dare. These are obvious principles everyone knows. They're hardly the mark of a genius."
"Today, I owe you for your guidance. It was like having my head anointed with enlightenment: a mayfly glimpsing the blue sky, suddenly seeing everything clearly. Please accept my bow." Yue Huanjiang stood and came before Xiang Yuan, bowing deeply.
"I couldn't possibly..."
Xiang Yuan was just about to offer a few modest words when he raised his arm halfway and Yue Huanjiang grabbed it firmly. "If you don't object, I'd like to become sworn brothers with you."
Why this move again? Am I destined to be your sworn brother, too?
Xiang Yuan froze for a moment. After being tricked by Xiao He, he instinctively pulled his arm back.
He tugged. Tugged... tugged...
It wouldn't come free.
He's an expert!
Suppressing his shock, Xiang Yuan said plaintively, "Young Master, you have quite a grip. My hand's gone numb."
"I was overcome with emotion after receiving your guidance and acted impulsively. I was terribly presumptuous; please forgive me."
Yue Huanjiang realized he had lost his composure and released Xiang Yuan's arm. He straightened his clothes and clasped his hands respectfully. "I was agitated just now and offended you, Sir. But I'm sincere. From the bottom of my heart, I wish to become sworn brothers with you."
"We just met by chance, and now you want us to become sworn brothers..."
"That's true. I was too forward, little brother."
Good grief, he's already calling me his little brother. You've got some nerve, too!
Xiang Yuan was utterly speechless. He suddenly noticed that the flawless Yue Huanjiang had something of Xiao He in him. Or perhaps anyone who accomplished great things had to be a little shameless.
I've learned my lesson. From now on, I'll be shameless, too!
Xiang Yuan stood and returned the clasped-hands salute. "You jest, big brother. I'm neither a scholar nor a warrior, so I wouldn't dare presume to become your sworn brother."
"With your talent, dear brother, how could you not be worthy? If anything, it's I who should be honored to have you."
"Let's use tea in place of wine. After you, big brother."
"After you, dear brother."
The two clinked their cups. The shopkeeper stood to one side, refilling their tea. The three men discussed business, but his teacup remained empty.
Before you continue