Chapter Thirty-Five: High-End Sales

Aside from the pig farm, a flower plantation was established, cultivating blooms in the valley near the hot springs. The flowers were mainly used in scented soap. Though this sounded grand, the workforce of gardeners and helpers numbered only about a dozen.

After three months of experimentation, the Princess of Wealth and Feng Xiaobao returned to the Greenwood Manor’s soap factory, where the production techniques had matured and standardized. Lady Ding Eleven explained the manufacturing process in detail: first, fats and alkali were saponified, then salt was added for salting-out, after which the soap liquid was placed in iron boxes, cut, stamped, dried, and finally packed.

The Princess and Feng Xiaobao applauded, examining the finished products, which were categorized into three main types: soap, scented soap, and sulfur soap.

Soap was the basic product, branded “Cleanliness”—a name that immediately conveyed its purpose for washing hands and clothes.

Scented soap had flowers added, mainly osmanthus, intended for bathing, with the highest production standards. Its brand was “A Hundred Years of Moisture,” boldly named by Feng Xiaobao.

There was also a tea oil and tea leaf scented soap, made by adding tea oil and tea leaves to the soap.

Lastly, sulfur soap, infused with sulfur, was named “Luoyang,” carrying a tang of sulfur in its scent. Its product description claimed benefits for treating skin diseases, eliminating dandruff and itch, while also moisturizing and cleansing.

There were only three types of products, due to limited time and the desire to keep options open. Scented soap held the most promise, currently available in two varieties, with plans for more floral scents in the future.

One step in the production was “stamping,” where the three types of soap were placed in molds and impressed with characters—graceful yet bold, written by the “good friend” who held a twenty percent dry share of the business.

She did nothing beyond inscribing the brand names, yet received two tenths of the shares as compensation, termed “powder money.” After inscribing, she joked with the Princess, “...You’re the Princess of Wealth—a word from you is worth a thousand gold!”

Not just anyone could receive her calligraphy, nor did she care for the shares—were it not for her close friendship with the Princess.

With the Princess’s abilities and a remaining ten percent share reserved for “those who could offer assistance,” success was assured.

Feng Xiaobao discovered that the Princess truly lived up to her reputation as a wealthy beauty. She owned shops in both the southern and northern markets of Luoyang, each over ten meters long and located in bustling districts.

She rarely flaunted her wealth, but had amassed considerable property.

To put it in perspective, owning shops in those markets was akin to owning stores in Beijing’s Wangfujing, Shanghai’s City God Temple, or Guangzhou’s Shangxiajiu—centers of imperial commerce, where profits were immense. Feng Xiaobao’s modest 1.5-meter stall in the southern market was enough to keep him comfortable.

Previously, she only collected rent, but now reclaimed her shops to vigorously promote the soap business.

After redesigning and renovating, the grand opening was held, drawing crowds as lively as the height of summer.

People came in droves to celebrate and purchase, causing congestion in both markets.

Yet Feng Xiaobao missed out on the excitement, as neither he nor the Princess attended—the Princess preferred discretion, and Feng Xiaobao had to follow suit.

After all, it would be scandalous for a princess to appear in business, and no amount of support could shield her from the censors’ accusations.

The Princess hired an experienced manager, Wan Qianli, to oversee the sales. Astute and seasoned, he sent out advertisements everywhere before the opening, promoting soap and scented soap. His marketing strategy was “seeing is believing”—salesmen carried water jugs and soap, dirtying their hands and washing them clean before the crowd.

Then they declared, “These are used in the palace!”

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“Our brand’s inscription is written by the palace’s own lady!”

Both the product’s use and the inscription were genuine. In the Luoyang palace, a wash basin was discreetly placed in the resting area for officials before court, with soap in a silver box nearby for cleansing.

The officials tried it first, finding their hands exceptionally clean and the use convenient!

After court, smiling eunuchs presented each official with a box of soap and a box of scented soap—refusing was not an option!

Within the inner palace, soap and scented soap were distributed for use.

Clothes washed clean! Bodies left fresh!

Thus, with the support of the “good friend” who held twenty percent shares, and the one-tenth share reserved for “those who could offer help,” coupled with the obvious efficacy—not mere boast—the soap and scented soap dominated the high-end market!

For a time, all officials at court bore the scent of tea leaves, while noblewomen and young ladies exuded the fragrance of osmanthus. The distinction was clear, as male users shied away from the osmanthus scent.

This was half a month before the grand opening. On the day itself, officials sent stewards to congratulate, city tycoons came to negotiate business, and curious crowds filled the shops in both markets, requiring city officials to maintain order.

Shop assistants were overwhelmed, their hands sore from fetching goods and collecting money.

By evening, stacks of soap, scented soap, and sulfur soap were sold out—even the soapnuts vanished!

In exchange, mountains of copper coins accumulated!

A bar of soap cost twenty coins, scented soap fifty—production costs were only thirty percent (labor costs were minimal, as slaves did the work, and the Princess compensated them by reducing their families’ land rent)—an enormous profit!

Three days of opening brought explosive sales!

Wan Qianli’s management was superb. The soap and scented soap gifted to officials before the opening included vouchers: anyone with a voucher could get a buy-one-get-one-free deal within the first three days at the shops.

Since the palace used it, keeping in step with the palace was the bare minimum of political awareness!

Their servants came to buy, which was the best advertising... If the palace and officials used it, how could others not follow the trend?

In Luoyang, the elite all bore either the osmanthus or tea leaf scent, their clothing infused with the fragrance from washing with scented soap.

All marketing strategies were devised by Wan Qianli alone, without Feng Xiaobao’s help.

His earlier idea of cutting small soaps for free distribution—he even thought to send them to brothels, imagining the crowds there—proved laughable. Wan Qianli took the high-end route, leveraging prestige to drive all of society, achieving a resounding victory!

Each day, soap sold out, and the Greenwood Manor’s factory operated day and night. On the road to the manor, carts carrying firewood and fat never ceased.

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Feng Xiaobao sat before his desk, a guqin atop it... Play it? Hardly. He wasn’t so lofty or refined, nor did he have time.

The Princess reclined languidly on her couch, listening with Feng Xiaobao to the housekeeper, Chen Fourteen, deliver her report.

This was the Princess’s private chamber, accessible only to women and close men.

“...In the three days since opening, our daily sales reached three hundred strings of coins, then stabilized at about two hundred, with profits around seventy percent!”

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Profits were remarkably high due to the absence of competition, and the shops in both markets played a crucial role—otherwise, rent alone would have consumed over twenty percent of profits.

“The price of fat is steadily rising as we increase our purchases, though it’s not yet significant. The future is uncertain!”

“No need to worry. Our pigs are growing in the farm and will help stabilize fat prices, so our production costs won’t rise,” Feng Xiaobao replied. “Besides, we must conduct a comprehensive accounting, tallying costs and income for each enterprise. Even if some lose money, as long as others make up for it and overall profit is maintained, it’s fine!”

The Princess instructed Chen Fourteen, “Did you hear what the young master said?”

“Yes! I’ll do exactly as he instructed!”

Though the Princess adopted Feng Xiaobao’s suggestions, he showed no pride, instead reflecting on the marketing process. He had originally advocated free trials before charging, but Wan Qianli, assessing the situation, leveraged the Princess’s resources, pursued an aggressive high-end strategy, and seized the market in one bold stroke!

Thus, one must not underestimate the ancients. The decisions they made suited their circumstances; modern methods don’t necessarily apply to their era!

Chen Fourteen continued, “News from the manor: people have been snooping around, seven were chased off, three buried alive!”

Some, attracted by the soap’s immense profits, sought to steal commercial secrets, a practice Feng Xiaobao despised. He sighed, “If only there were patent laws!”

Soap making wasn’t high technology; anyone diligent could eventually discover the method. The only defense was to delay, innovate, and maintain market dominance. Here, Feng Xiaobao’s “industrial chain” concept proved its worth—even if others entered the soap market, without an industrial chain their costs would likely exceed his brand’s, making competition difficult.

Hearing the manor’s predicament, the Princess acted decisively, displaying the resolve of a true leader.

“First, generous rewards: Lady Ding Eleven, who managed the factory, received a hundred strings of coins; other managers got thirty to fifty; ordinary workers received several to a dozen.”

“Second, increase the number and equipment of guards—arms, dogs, horses—and raise their wages, ensuring heightened vigilance.”

“Third, distribute pork fat residue and distiller’s grains, along with wine and meat to tenant farmers, winning their loyalty. They were instructed to stay alert: reporting outsiders earned a reward, capturing intruders brought greater reward, and anyone daring to shelter offenders would be severely punished.”

With these three measures, the Greenwood Manor was fortified like an iron barrel.

Not only that, the Princess accelerated previously stalled land purchases. She had hesitated due to high prices, but now bought all she could tolerate, expanding production grounds.

She ordered expansion of manufacturing and the creation of a “Research Department” to develop new products, improve processes, and prepare for the future.

Furthermore, soap, scented soap, and sulfur soap were to be sold sparingly to foreigners and outsiders, prioritizing the domestic market. With a monopoly, there was no need to expand afar—the local market was vast.

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Observing the Princess’s strategic acumen, Feng Xiaobao found himself unable to help, and mused, “Never underestimate the ancients!”

The Princess immersed herself in business, which he had no interest in meddling with. For now, business matters were settled.

Business kept people alive.

Learning new knowledge led to progress, and he was busy with more important pursuits—something good had landed in his lap, granting him the chance to learn advanced cavalry weapons.