Chapter Five: The Hardest Part Is Getting Started

At dusk.

Madam Zhu and her son returned to the shop, where Aunt Li hurried over to inquire, “Madam, any progress?”

Madam Zhu smiled, “We’ve negotiated with three families.”

“What?” Aunt Li didn’t expect such smooth progress.

Madam Zhu looked at her son with affection and said, “Thanks to Xiao Hao, he spoke quite a bit during the talks. But now we must hurry to supply the salt…”

“Mother, supplying won’t be an issue. In a couple of days, we’ll start producing salt in large quantities. As long as the salt is good and the price isn’t high, it will definitely sell. We should bring in more people and try to prepare all the ponds by tomorrow. Before the rainy season begins, we’ll produce as much salt as possible…”

Suddenly, the family felt a renewed hope.

Salt production went surprisingly well.

Five days later, the first batch—three to four hundred catties—was harvested.

Judging by the current pace, they could produce three to four hundred catties daily, rotating over a dozen ponds for water storage and drainage. Zhu Hao used special techniques like brine pressing and brine rushing to create salt of excellent quality.

Madam Zhu and Aunt Li were captivated by the sparkling crystals under the sunlight as they looked at the harvested salt.

“Mother, let’s grind it quickly and deliver it to the restaurants that ordered it. Remember, cash on delivery. Also, the few of us alone can’t manage this; we need to hire help.”

Water storage and drainage could be taught by Zhu Hao to Madam Zhu and the others.

But the final grinding and shipping required additional hands.

Madam Zhu nodded knowingly, “Tonight, I’ll speak with Uncle Zhong to see if they’re willing to come work for us full-time…”

Zhu Hao grinned, “Mother, we could hire some strong women to work here. That might save us a lot of money.”

In Ming Dynasty, due to backward production tools, the wage difference between male and female labor was huge. The current tasks could easily be done by strong peasant women, so why hire expensive men?

“You’re right, Xiao Hao. I’ll go at once…”

Seeing their current harvest, Madam Zhu understood how salt-making depended on the weather and couldn’t be delayed.

The first batch of salt was successfully supplied.

Payment was collected.

Hiring strong women went surprisingly well. Following Zhu Hao’s advice, they recruited women from villages outside the city.

These farm women, accustomed to hard work, usually earned little from the fields. Now, given an opportunity to earn outside agriculture, they eagerly came.

Being simple and honest, mostly illiterate, they lacked the cunning to steal techniques or build salt ponds themselves. Hiring them posed no risk of technological leaks.

“Four will start tomorrow, and we can expand as needed. It’s hard to get women to work in the city, but here it’s different…”

Madam Zhu, as a widow, faced many inconveniences in business.

But hiring female workers was much easier.

Farm women preferred not to be in the spotlight, but working for a widow gave their families peace of mind and prevented gossip.

This was a unique advantage of her status.

“Mother, tomorrow let’s set up the storefront. I mean for selling official salt. We need to build our reputation and let people know our official salt is high quality and cheap…” Zhu Hao suggested.

Aunt Li hesitated, “Hao, didn’t you say we can’t do business with neighbors?”

Zhu Hao replied, “We can’t just not sell official salt! The beginning is always hard. I’ve calculated—if we rely solely on city inns and restaurants, it’s tough to sell all the salt we produce daily. Their consumption is limited.”

“We need to sell ten thousand catties of salt to recover 160 taels of silver and repay debts. But selling 400 catties a day won’t be easy without extra effort!”

Madam Zhu, busy earlier and forgetting her worries, now frowned deeply at the thought.

...

The next morning.

Madam Zhu wrote “Official Salt” on a wooden sign and hung it at the door so neighbors would know the shop resumed official salt sales.

“Ah, Third Madam, what’s this? Selling salt? Do you even have salt?”

A man in his forties, thin-faced and wrinkled, stepped out from a grain shop across the street, speaking sarcastically.

Madam Zhu ignored him.

In Zhu Hao’s limited memory, this man’s surname was Qian, nicknamed “Moneybags.” His real name was unknown, but his nickname fit perfectly. He ran a shop selling grains and official salt and often envied Madam Zhu’s thriving business, constantly mocking her.

Zhu Hao smiled, “Shopkeeper Qian, we sell our salt. If customers come, we sell to them. What’s it to you?”

Moneybags pointed at Zhu Hao, “You brat, still so cheeky… Hmph. You’d better advise your mother to sell the shop early and focus on managing the household. Oh, right, your mother has no husband now… High cheekbones, killing husbands without a knife—what a pity, what a pity…”

He struck a nerve.

Madam Zhu was quite beautiful, with a classic oval face and smooth cheekbones giving her a refined and elegant look.

Madam Zhu pulled Zhu Hao inside. Zhu Hao turned back and loudly retorted, “Aunt Qian, your cheekbones are even higher than my mother’s. Does that mean you kill husbands too? I must ask you in person…”

“Bah! You slippery little brat!” Moneybags cursed loudly.

Zhu Hao stuck out his tongue and made a face.

The battle of words was fierce—losing in person but not in spirit.

...

The shop put up its sign declaring official salt sales, but after the government had spread rumors that shop salt was harmful, who would come?

All morning, not a single customer came for salt or even grain.

But Zhu Hao was unconcerned.

That morning, Madam Zhu took Uncle Zhong and Yu San to negotiate sales with inns and restaurants near the dock. Armed with ready salt crystals, they succeeded everywhere.

Zhu Hao and Aunt Li stayed behind to watch the shop.

Across the street, the Qian family’s shop, initially struggling, was picking up business as the Zhu family rice shop faltered.

Each time a deal closed, Moneybags would deliberately see customers out, then glare provocatively at the Zhu shop, as if boasting, “Look, your shop is empty. Why not close it?”

What he didn’t know was that the salt production and sales behind the small courtyard were thriving.

The heavens smiled upon them—almost two weeks of clear skies, allowing uninterrupted salt-making under the scorching sun.

But the rainy season in Huguang was approaching, usually starting June or July, bringing continuous rain.

To harvest the salt early, Zhu Hao personally took charge. After all, only he knew the brine-rushing technique. Others could copy but wouldn’t match his quality.

Early that morning, just past the first watch.

At the back hall of the Zhu residence.

Matriarch Zhu Jia called her son Zhu Wanjian over.

“Mother, what do you need?”

Zhu Wanjian looked tired; lately, he often lingered in the city’s pleasure quarters, returning late.

Zhu Jia pointed to Steward Liu standing nearby.

Steward Liu said, “Manager Zhao, who handles the family rice business, reported that several inns and restaurants who used to order official salt from us have recently canceled contracts. They don’t say where they buy salt now. We considered asking the government to investigate if they bought illegal salt, but through other sources, we learned they get salt from Third Madam’s shop…”

“Heh heh.”

Zhu Wanjian sneered with contempt.

Zhu Jia’s face turned stern. “What’s your take?”

“Pfft. I thought it was something serious. Those inns canceling contracts probably just don’t want to do business. Old Third’s salt is cheap but coarse, often causing stomach issues. They’ll probably be back begging us for salt in a few days!”

He glared at Steward Liu, resenting that he hadn’t defended him and had bypassed him to report to the matriarch, clearly not treating him as head of the Zhu shop.

Zhu Jia waved her hand. “Bring the salt.”

Steward Liu retrieved a small bundle from the side table containing some salt crystals.

Seeing its quality, Zhu Wanjian’s eyes widened in disbelief.

He pinched a grain and tasted it, then looked at Zhu Jia in surprise. “Mother, where did this salt come from? Even in Anlu or all of Huguang, I’ve never seen salt this fine.”

Steward Liu said, “It was stolen from those inns’ kitchens by their staff and bought from Third Madam.”

“This… how is this possible?”

Zhu Wanjian was stunned.

Zhu Jia asked coldly, “How do you explain this?”

“Mother, listen to me. Such high-quality salt definitely isn’t from Old Third’s wife. We have good relations with big salt merchants in the city. If they had good salt, wouldn’t they invite us to distribute it? There must be some trick.”

Zhu Wanjian couldn’t understand and felt trapped.

Zhu Jia scowled, nearly furious enough to tear her useless son apart.

“You’re not cut out for business. We gave you the shop, yet the annual profits don’t cover your mismanagement. Now this happens and you dare claim ignorance? Looks like hiring outsiders would run the family business better than you.”

“Mother, don’t be so quick to dismiss my efforts. I’ll take people and deal with that woman properly!”

Zhu Wanjian, burning with rage, turned to confront his sister-in-law’s family.

Zhu Jia remained expressionless, but Steward Liu spoke up, “Master Zhu, please calm down. This matter shouldn’t be handled rashly.”

Zhu Wanjian snapped, “Liu, you traitor! You didn’t tell me and instead reported to the matriarch. Are you trying to take over my position as head manager?”

“Enough!” Zhu Jia’s fury silenced Zhu Wanjian instantly. His head drooped, veins bulging on his forehead, wishing he could tear Steward Liu and Old Third’s family apart.

“Liu, what’s your opinion?”

“Yes, madam.”

Steward Liu spoke calmly, “In my view, confronting Third Madam now is unwise.”

“First, we can’t be sure this salt came from her. Even if it did, finding her source is more important.”

“Such fine salt is likely official salt. Without cause, accusing her at her door could bring gossip. It’s better to summon Third Madam to the mansion and ask directly.”

Though a servant, Steward Liu understood the urgency and priority.

Zhu Wanjian sneered, “That woman must be hiding secret money. No wonder she’s so brazen. Maybe she’s involved with shady characters… A woman stepping into the public eye will surely bring shame to the Zhu family.”

Zhu Jia ignored her second son’s slander and told Steward Liu, “Inform the shop that at the noon hour today, the family has urgent business. She must represent Old Third’s branch and come to the mansion.”

“Yes, madam.”

Steward Liu glanced at Zhu Wanjian and quickly left.

Zhu Wanjian stood there, torn between leaving and staying, utterly confused and overwhelmed.

...