In the cold weather, Lu Liu delivered the warm clothing to the door. Many of the scholar customers bought items, with vests and knee protectors selling the best. Leather boots sold well too, but the hats lagged behind—scholars didn’t favor that style.
The honey had been sold in the county town, always pre-cut. This was Lu Yang’s idea: no need to wait for a big customer to buy an entire comb; casual customers could take what they wanted.
Lu Liu asked Shun Ge’er to think up a catchy line to advertise, to call out as customers passed by. Shun Ge’er knew how to shout to attract attention—if he couldn’t shout smoothly, he’d make up for it with enthusiasm. The sale didn’t have to be limited to small food stalls.
Scholars didn’t like overly commercial places, so they aimed to create a sense of homeliness, different from the county town.
After thinking it over, Shun Ge’er suggested putting up a sign outside.
“Big Sister,” he said, “I’ve been thinking about this for days, and now I have an idea. The weather’s cold, and we put the door curtains down, so many customers don’t even know we’re open. But if the door and windows are open, it’s too cold inside. How can we let customers know we’re open? We hung lanterns outside, but lanterns alone can mislead them. Many customers come thinking we have a dining area, but we don’t. So I thought, why not use a sign like the vendors’ cries, so people passing know what we sell? Our business is for scholars, who can read. We could write ‘Open’ and what soup we’re selling today. What do you think?”
That was perfect.
Lu Liu praised him highly.
The sign’s design needed thought. A single large wooden board wasn’t ideal—it couldn’t be changed daily. Paper notices wouldn’t work either—the handwriting wasn’t neat, and it wasted materials.
Lu Liu recalled seeing small wooden boards at the dock shop, like restaurant menu signs. Restaurants normally hung them inside above counters; they needed them outside.
He walked around the doorway, considering placement. Horizontally under the eaves was too small to notice; better to hang them vertically in a row, tall and short, visible to everyone.
They could add small wooden blocks below to knock together in the wind, making sound without being harsh—enough to catch attention.
Lu Liu and Shun Ge’er decided to hang a single open/close sign, following Lu Yang’s practice—customers would get used to the opening hours, rain or shine. The hours wouldn’t change.
Below, they’d list soup types, breakfast options, and small takeaway snacks—mini buns, salted duck eggs, fried flour, and now honey.
During the Mid-Autumn Festival, Lu Liu and Li Feng had walked past many shops, seeing eye-catching methods. He also looked at the window frame and thought to make a paper-covered panel for wind protection, writing “Food for Sale” or “Open,” placing a lantern behind it. When truly closed, they’d swap in a wooden panel.
In winter’s dim light, this idea would make the shop more noticeable, complementing the unlit wooden signs. They would commission a carpenter for the wood and window panels.
Before that, they improvised with a wooden board and paper outside the door.
That afternoon, Lu Liu was at the shop; Shun Ge’er went out to shout. Customers came one by one for honey. The next day, Shun Ge’er would accompany Li Feng near the big market.
They had visited in June; the market wasn’t open yet, but nearby stalls were densely packed. Shun Ge’er planned to take a basket of honey to test sales—if it sold well, he’d bring more; if not, that was fine too.
Li Fei, hearing about the signs and window yesterday, saw Shun Ge’er selling honey today, and his heart burned with excitement.
He told Li Feng, “Da Feng, you’ve gotten so capable since coming to the city. I’ve been to county shops—they don’t have such ideas.”
Wang Meng and Da Qiang nodded. Of all the changes, they were most amazed by Lu Liu. Sometimes watching him speak was like seeing Lu Yang in action. The two brothers looked alike; Lu Liu had learned from Lu Yang and handled matters with the same manner, even the way he spoke.
Li Feng hoped a few close brothers would come to the city to help, giving them tasks to keep busy.
Wang Meng readily agreed.
Da Qiang, having experienced the difficulties of transporting jars and cans of honey, was hesitant to commit. In the mountain band, sending sauces out seemed hard enough; from the band to the county town, then the city—he felt chilled at heart.
Lu Liu thought for a moment. “Maybe we should ask Manager Hong? They handle shipments at the dock daily and know how to transport jars and cans.”
Not all shipments went by water; many traveled by land, like their mushrooms—first by land to the dock. Now with larger business, besides dock shipping, there was the carriage and courier routes. All had to be managed.
Li Feng listened, smiling. His husband was capable, and his face shone.
“This is nothing—we don’t need to trouble Manager Hong. We’ve been hanging around the carriage company these past days; talking to people there will be enough.”
Da Qiang gave Lu Liu a thumbs-up. “Mr. Lu, you’re brilliant.”
After the morning’s work, everyone prepared to leave.
Li Feng took Da Qiang to the carriage company; Wang Meng followed Shun Ge’er with Li Fei to roam near Minfu Road.
Lu Liu busied himself at the shop, listing items on paper, taking advantage of Hai Youtian’s busy foot traffic, asking about window styles, having Zhao Peilan sketch them, and finalizing everything for the carpenter.
Hai Youtian accepted the job, earning a little for the errand. He knew a carpenter, so this small commission brought him twenty wen.
The household ran smoothly, and just before the big market, good news arrived.
A congratulatory team came from the provincial capital, wearing red sashes, beating gongs, arriving at Xie Yan’s house to deliver the news to the scholar Xie Ju.
Zhao Peilan, picking vegetables, was startled by their shouts.
Chen Guizhi, hearing key words, pulled her up.
“Don’t stand there! Your son passed the provincial exam! They’re here to congratulate! Did you get rewards and firecrackers ready?”
Flustered, Zhao Peilan had some rewards but no firecrackers. The alley was short, and the congratulators had reached the door by the time she went inside.
They hurried to congratulate again.
“Congratulations! Your son is a provincial graduate! He’s this year’s top scorer!”
Tears streamed down Zhao Peilan’s face; she kept saying yes, barely keeping up.
Chen Guizhi had Wang Fengnian bring the child inside, and Lu Erbao went to the shop to fetch Lu Liu. They hurried to give the rewards.
Firecrackers exploded at the door; neighbors peeked out. The experienced team continued with gongs and drums so passersby knew the Xie family had a provincial graduate.
Lu Liu rushed back to help his mother greet them.
The team didn’t linger—they had more stops. After taking the rewards, drinking tea, answering Lu Liu’s questions, they said Wu Pingzhi and Liu Youli also passed, then went on.
Lu Liu asked after them: “Where does Liu Youli live? He’s my brother-in-law’s classmate. I want to see where he is so they can meet.”
