The Fortunate Lady and Her Mountain Man

Chapter 75: Chapter 75: Repositioning

Hu Liang was currently suffering from a severe lack of confidence. "We’re right here at an intersection with so many people passing by, and still no one’s buying," he said. "Will moving somewhere else really make a difference?"

Widow Xie clearly thought the same. "And our price... is it really a little too high?"

She had been secretly listening to the chatter of the people nearby, and they all felt that five cents was too expensive.

Ji Huan asked, "We use all kinds of spices and side dishes, not to mention the bone broth base. Then there’s the time we’ve invested and the trouble of hauling everything back and forth. If I told you to sell it for three cents a bowl, would you be willing?"

Hu Liang shook his head. At three cents a bowl, they’d be lucky not to lose money, never mind actually earning anything.

"Well, there you have it." Ji Huan spread her hands. "We can’t lower the price, so we’ll just have to find another solution."

This was precisely Hu Liang’s fear. He was worried the situation would be the same even if they moved.

"If you want to sell your product, you first need to understand its market position and target customers."

Seeing his confusion, Ji Huan explained in more detail. "Basically, you need to understand what makes our hot and spicy soup valuable and which groups of people are most likely to buy it."

Hu Liang thought for a moment before saying hesitantly, "Naturally... people who have a bit of money and are willing to spend it on breakfast."

Ji Huan snapped her fingers and gestured at their surroundings.

"Everyone around here is just like us, here from their villages to sell things. They don’t dare spend much of what they earn. Besides, it’s still early and they haven’t made any sales yet, so there’s no way they’d spend five cents on a nice meal from a stall. They all brought their own food."

Hu Liang looked more closely and saw she was right. Most of them had brought steamed buns stuffed with salted vegetables and soybean paste, which they washed down with a few sips of water that was probably no longer hot.

He remembered being the same way whenever he came to town. No matter how thirsty or hungry he was, he couldn’t bear to spend a single cent, forcing himself to endure it until he was back home.

"Besides, even though we’re at an intersection, most of the people passing through are farmers from the surrounding villages. They aren’t wealthy either..."

Ji Huan had been watching. Plenty of people passing their stall had stopped in their tracks when they smelled the fragrant aroma, but they would only spare a glance or two before walking away. There were even a few children who refused to leave, only to be dragged off by their parents.

"So you two shouldn’t be discouraged at all. It’s not that our food is bad, and it’s not that our price is too high. We just haven’t found the right market or the right customers."

After her explanation, Widow Xie and Hu Liang finally felt a bit better.

"Wan, just tell us. Where are we moving to?"

Ji Huan had just been mulling it over. ’When it comes to snacks, students are always the best customers. Back in my time, what school didn’t have a few food streets right next to it?’

’Families who can afford to send their kids to school in town might not be fabulously wealthy, but they’re definitely not poor. Plus, most of these students are in the middle of their growth spurts. Growing boys get hungry easily, and studying on an empty stomach in the morning must be torture.’

’And I remember Song Jing mentioning that Bailu Academy here in Juyong Town is considered the worst of all the academies in Yeyang County. That applies not just to the quality of the teachers, but also to its facilities.’

’For instance, other academies at least have cafeterias for their students. Bailu Academy has one too, but it’s small and run-down. The academy was always late paying the cook, who became unreliable and eventually just packed up and left.’

’The students have no choice. They either have to bring their own firewood and rice to cook for themselves in the cafeteria, or they have to go out to eat.’

’Most scholars aren’t used to physical labor; asking them to cook is probably harder for them than their studies. So, most of them end up buying their meals.’

With her analysis complete, Hu Liang’s confidence immediately returned. He rushed to call Dacheng over to pack up the tables and stools. They also carefully lifted the stove and the soup pot onto the handcart.

The woman selling baskets saw them preparing to leave and muttered snidely, "Only an idiot would eat something that expensive. They won’t sell a thing even if they move!"

Ji Huan, who was holding Dabao’s hand while following the cart, happened to hear the remark. She turned her head and gave the woman a look.

The woman flinched, shrinking back. Then, feeling her reaction was a bit embarrassing, she snorted, trying to regain some of her bravado, but by then Ji Huan was already far away.

The weather was clear, so the market was crowded. Fortunately, it wasn’t too packed, and they managed to pull the cart smoothly to the south end of South Street.

Ji Huan estimated it was eight o’clock at the latest. There was still time.

Hu Liang, however, was worried they wouldn’t be able to find a spot arriving so late.

To their surprise, there was an empty spot right on the side closest to the academy’s entrance.

They quickly pulled the cart over to claim the space, then began setting up the stall all over again.

The area was filled with food vendors. When they saw them setting up in that particular spot, they gave them strange looks, but no one said anything, simply turning back to hawk their own wares.

Once everything was rearranged, they relit the fire to heat up the hot and spicy soup. Just as the soup began to bubble and boil again, the first wave of students rushed out from the academy.

Their morning classes had just ended, and they were famished. One after another, they made a beeline for the noodle and steamed bun stalls they always went to, pulling out their money without hesitation.

The vendors selling noodles and steamed buns were naturally all smiles.

"Steamed buns, fresh out of the steamer... You want two? You got it! That’s four cents. Here you go!"

"Wontons! Delicious pork wontons! Five cents a bowl, tasty and cheap! Come have a seat, young sirs, I’ll get them started for you..."

With the rise and fall of the vendors’ calls, the entire street instantly burst into life.

But all this hustle and bustle only made their own stall seem even more desolate.

Hu Liang discreetly compared prices and realized theirs wasn’t actually expensive in this area.

The problem was, no one was coming to their stall. The students clearly preferred the vendors they already knew.

Hu Liang recalled his experience buying vegetables in Willow Tree Village. He cleared his throat and tried shouting "Hot and spicy soup!" a few times.

When that had no effect, he anxiously tugged on Ji Huan’s sleeve.

Ji Huan remained calm. She ladled out a bowl for Dabao and another for Dacheng, letting them eat first. Only then did she lean over and whisper something in Hu Liang’s ear.

Hu Liang’s eyes lit up. He straightened his back, strode to the front of the stall, and began to call out in a loud, clear voice.

"Hot and spicy soup! Steaming hot and spicy soup! A secret family recipe, fragrant and delicious! Everyone who tries it loves it! If you don’t think it’s delicious, you don’t pay a single cent! Step right up, don’t miss out! Come take a look, come have a taste! I guarantee you’ve never had anything like it before..."

Just then, a round-faced youth happened to be walking by. He was chewing on a steamed bun and had been planning to get a bowl of noodles, but the noodle stall was already full. Hearing Hu Liang’s enthusiastic spiel, his curiosity was piqued.

"Is that for real? You’d better not be exaggerating. There aren’t many food stalls in this town I haven’t tried."

Seeing from the youth’s clothes that he came from a well-to-do family, Hu Liang quickly guided him to a table. "You can rest assured! We’re a small business, and honesty is our policy. We wouldn’t dream of cheating our customers."

The round-faced youth saw two kids at the next table with their heads buried in their bowls, drinking what must be this "hot and spicy soup." He wasn’t sure why, but just the smell drifting over made him strangely eager to try it.

He smacked his lips. "Alright, give me a bowl."

"You got it! Just a moment!"

It was their first sale. Afraid of keeping the customer waiting, Hu Liang scrambled back to the pot.

Ji Huan ladled a full bowl and handed it to him. He then carried it carefully to the customer’s table.

"Please, give it a try. See if it’s to your liking."

It was a large, full bowl of a thick, reddish, translucent soup, steaming profusely.

The round-faced youth leaned in and took a deep sniff. He stuffed the last of his steamed bun into his mouth and swallowed, then pulled a pair of chopsticks from the container. After giving the soup a quick stir, he eagerly took a large gulp.

"Careful..." Before Hu Liang could finish saying "it’s hot," the youth was already grimacing in pain, frantically fanning his mouth with his chubby hands.

"Whoa, that’s hot! And spicy..."

Despite his complaints, he immediately lowered his head and took a second mouthful, then a third...

The bowl was empty in no time, and a pleasant warmth spread through his entire body.

He wiped the beads of sweat from his forehead and patted his still not-quite-full stomach. "Boss, another bowl!"

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