Zhou Yan smiled and welcomed Huang He and his wife into the shop, made them tea, sat down opposite them, and said with a smile, "Boss Huang, what do you want to discuss with me?"
"Huang Ying ate some braised meat here today and found it delicious, so she packed some for us too." Huang He said, looking at Zhou Yan. "The braised meat is indeed delicious, but the taste feels very familiar. I wonder what your relationship is with that Aunt Zhang who sold braised meat at Suji Bridge back then? Did you learn the skill from her?"
"That Aunt Zhang you mentioned must be my grandmother." Zhou Yan nodded with a smile. "I did learn my braised meat skills from her."
"No wonder!" Huang He clapped his hands and stood up, his expression unable to hide his excitement. "I knew it tasted exactly the same! You've learned the skill so well! You've captured the essence perfectly!"
Zhao Shulan glanced at him and he immediately shrank back into his chair.
There was no way around it, after waiting for over twenty years, he was simply too excited. Even though Zhao Shulan had repeatedly warned him on the way, Huang He couldn't help but get carried away when he heard Zhou Yan's definitive words.
Zhou Yan's lips curled up slightly. Judging from Huang He's reaction, the cooperation seemed to be a sure thing.
"Boss Zhou, we're here today mainly to discuss a collaboration." Zhao Shulan said with a smile. "I wonder if your grandmother ever told you about her days as a street vendor and her collaboration with Feiyan Restaurant on braised meat. We're interested in continuing that partnership and ordering braised meat from you daily."
Zhou Yan liked this direct approach.
It was clear that Zhao Shulan was the one in charge at Feiyan Restaurant.
"My grandmother did mention to me that she used to supply braised meat to many restaurants and eateries in Jiazhou, but she didn't mention specific names." Zhou Yan said calmly. "If it's a daily order, that's no problem. Selling to individual customers is one thing, selling to you is another. As long as the price is right, we can discuss it."
"I think about Aunt Zhang everyday, but she hasn't even mentioned our Feiyan Restaurant once?" Huang He looked hurt, feeling like he had wasted his time.
"She did mention it before." Zhou Yan said with a smile. "My grandma told me about Feiyan Restaurant before, saying that Boss Huang had a young son who often came to Suji with his father to get braised meat when he was little."
"That's me, that's me!" Huang He pointed to himself happily.
Zhou Yan looked puzzled: "My grandma said the youngest son's name is Huang Xiaoji, right, Boss Huang..."
Huang He's smile froze, a slight embarrassment creeping across his face.
Zhao Shulan, sitting nearby, couldn't help but laugh, looking at Huang He and asking, "Who's Huang Xiaoji? Huang Xiaoji..."
"Aiya, I am Huang Xiaoji!" Huang He waved his hand dismissively, saying, "It's a nickname the older generation uses. I haven't heard anyone call me that for years since my father passed away."
Zhou Yan smiled upon hearing this, feeling that their relationship had suddenly become much closer.
Today, the old lady had chatted with him about Feiyan Restaurant. Their business relationship back then was indeed very good. A crucial point was that Feiyan Restaurant never extended credit, no matter how much they ordered each day, payment was always settled.
The Huang family was fair in business.
Moreover, Feiyan Restaurant was indeed excellent. Back then, it was the most popular restaurant among wealthy merchants and celebrities in Jiazhou.
Huang He looked at Zhou Yan and said, "When Aunt Zhang supplied us, she gave us a price 20% lower than her selling price. What do you think of this price? If it's suitable, we can cooperate at this price."
"A 20% reduction?" Zhou Yan looked thoughtful.
His profit margin on braised pig's head was around 55%. A 20% reduction would still leave him with a 35% profit.
The profit margin isn't high, but the volume is significant.
Moreover, he doesn't need to handle the cutting, saving labor costs.
This was the same as supplying his Master and Senior Brother for banquets.
Braised pig's head meat is two yuan, and braised pig's ears and braised pig's snout are two yuan and forty cents. Huang He's proposed prices are quite reasonable.
Zhou Yan's pricing was already thirty cents higher than the market price in Suji.
The other party would definitely resell the braised meat after wholesaling it.
What price they could sell it for is up to them.
However, sufficient profit margins must be left for the other party in order for the cooperation to last.
Zhou Yan didn't rush to nod, instead asking, "How much do you need per day? Will you pick up the goods yourselves, or do you need me to deliver them to your door?"
Zhao Shulan looked at Zhou Yan with more appreciation. This young man was so calm and composed. He was not arrogant or impatient. Not to mention Huang Bing, even Huang He was not as good as him.
She said, "Initially, we'll guarantee at least two pig heads per day. Once we build up our reputation, we'll adjust based on sales volume. You don't need to deliver or help with cutting, I'll have Huang Bing pick up the goods daily and pay in cash."
See? That's professionalism!
Pig heads are sold individually, not separately for ears or snouts.
These days, a pig only has two ears. If you order more, other vendors won't have ears, and selling only pig head meat isn't profitable.
"Okay, then let's set the price at this rate." Zhou Yan nodded. If the other party is sincere and easygoing, then he is not a coy person.
Upon hearing this, Huang He and Zhao Shulan both smiled.
On the way here, the two had discussed many possible solutions.
If Zhou Yan is not satisfied with the price, how should they negotiate? What is their bottom line? If they really can't reach an agreement, should they try to appeal to Aunt Zhang's emotions?
And they also considered that they might have to talk to more than just Zhou Yan, his parents would likely have other ideas as well.
Zhou Yan was about the same age as Huang Bing and Huang Ying, almost like a child in their eyes, and they always felt he couldn't make decisions.
However, once inside the shop, after a cup of tea, the negotiation went surprisingly smoothly.
There was no haggling, no pretense.
Zhou Yan's mother sat behind the counter with his sleeping younger sister in her arms. Apart from greeting everyone when she came in, she didn't say a word the whole time.
Zhou Yan made the decision all by himself.
It was clear that his decision wasn't impulsive or rash, he was as composed as a seasoned businessman.
"Besides braised pig's head, when will the braised beef be available? Have you mastered the skill yet?" Huang He asked impatiently.
Back then, the best-selling item at Feiyan Restaurant was actually braised beef, selling over thirty jin a day, and even more during holidays. Feiyan Restaurant had secured the exclusive supply rights for Jiazhou braised beef from Aunt Zhang, paying her an extra fee each year for this exclusive service—it was all about exclusivity.
"The braised beef is indeed still a bit lacking. Because it's too expensive, I haven't practiced it much, so it might take a while longer." Zhou Yan frankly admitted. "But it will definitely be available later."
Huang He was a little disappointed, but looking at Zhou Yan, he still remarked, "To be able to braise pork products to this level at such a young age is quite impressive."
"You flatter me." Zhou Yan said modestly.
"Once your braised beef is ready, could Feiyan Restaurant sign a contract with you for exclusive supply of braised beef to Jiazhou city?" Huang He asked.
"Exclusive supply?" Zhou Yan asked, puzzled.
Huang He replied, "Your braised meat will definitely be sold to various restaurants in Jiazhou, just like Aunt Zhang did back then, but could you please supply the braised beef exclusively to Feiyan Restaurant?
I'll give you an extra annual fee for this exclusive supply to make up for the money you lose on the braised beef. That's how Feiyan Restaurant and Aunt Zhang cooperated back then.
Once we rebuild our reputation, the demand for braised beef will be much higher, dozens of jin a day, which is much faster than selling two or three jin to small restaurants each."
Zhao Shulan looked at Zhou Yan, her expression slightly tense.
Besides negotiating the price, the exclusive supply of braised beef was a crucial point of their visit today.
Without differentiation, once Zhou Yan's braised meat became widespread in Jiazhou, they wouldn't be able to use braised beef to create a compelling selling point and increase the price.
Zhou Yan thought for a moment and then shook his head, saying, "I'm sorry, I can't sign this agreement."
"Why? We cooperated like this for over twenty years." Huang He asked, puzzled.
Zhou Yan smiled and explained, "You can't guarantee the quantity of beef you'll order right now. Expectations can't be used for negotiation. The market in Jiazhou is so big, you're just talking about a few dozen jin and want a special supply agreement. I can't give you that.
Anyway, the braised beef hasn't been launched yet, so there's no need to rush. Why not focus on building a reputation for braised pig's head first? Once you have a good volume, you'll know how much braised beef will sell, and then we can talk about exclusive supply.
Otherwise, if I ask you for a thousand yuan a year for exclusive supply, and you don't even earn a thousand yuan a year selling braised beef, wouldn't you be losing money?"
Huang He looked thoughtful.
Zhao Shulan nodded, "Boss Zhou is right. You've considered things more thoroughly than we have. Let's do it your way. We'll sell braised pig's head first, open up the market, and then talk about other things. We'll discuss it properly when you launch the braised beef."
Zhou Yan smiled and nodded, "No problem. As long as the conditions are right, I'll definitely prioritize old customers and large clients."
The two sides shook hands and made peace. Zhou Yan took out paper and pen and directly drafted a braised meat cooperation agreement.
Both parties agreed on the price and daily pick up time, and the payment for the braised meat was settled daily, with no credit allowed.
"Your handwriting is really good, and the strokes are even beautiful." Zhao Shulan couldn't help but praise as she watched Zhou Yan write the agreement.
"Indeed, Huang Bing's handwriting is like scribbles; even a shrimp crawling on the paper would write better than him." Huang He nodded in agreement, looking exasperated.
Zhou Yan smiled but didn't reply, lest he stir up trouble and cause Huang Bing unnecessary trouble.
To be fair, Huang Bing was a VIP customer who had been receiving long term meals from him.
The agreement was in duplicate, and both parties signed and sealed it.
Huang He and Zhao Shulan returned home satisfied, clutching the agreement.
Zhou Yan, holding the agreement, also smiled.
Jiazhou's first major client, secured!
Compared to those small, scattered clients, this major client is worth ten of them.
Zhou Yan wasn't in a hurry to agree to the exclusive beef supply. Besides the reason he'd told them, there was another crucial point: he might open a restaurant in Jiazhou in the future.
He can't close his own path just for a small supply fee.
Businessmen always strive to create the most favorable conditions for themselves, and Huang He wasn't wrong in this regard, that's how his grandmother had cooperated with them years ago.
But the biggest difference between Zhou Yan and his grandmother was that he didn't intend to spend his entire life with Suji.
Once the preconditions changed, experience no longer applied.
Zhao Tieying carried the sleeping Zhou Momo upstairs to the second floor, and only after coming downstairs did she say, "You've secured your first cooperation so smoothly, you're quite impressive."
"Aunt Zhao's guidance is excellent." Zhou Yan replied with a smile.
"Not bad, not bad, keep it up." Aunt Zhao's smile grew even brighter, then she casually asked, "Are you planning to look for other restaurants?"
Zhou Yan smiled and said, "I plan to hold off for now and give them some time to build up their reputation." Zhou Yan shook his head, "What they said makes some sense. A small restaurant only consumes three or four jin a day. Ten restaurants can't compare to one.
If they can build a reputation for their braised food, they'll need to sell dozens of jin a day. Then I won't sell to any other restaurants around Feiyan Restaurant. I won't betray a major client."
The old lady had actually discussed this with him that morning.
Large restaurants value their reputation most.
Zhang Ji Braised Food tastes good and looks good. When big restaurants take it back, cut it up, put it on those pretty plates, and serve it, the price doubles.
But there's a prerequisite: the braised meat must be claimed to be homemade.
A century old restaurant paired with a century old braising sauce makes for delicious braised meat, so customers are happy to pay for it.
But if customers knew the braised meat came from a small town stall, they'd have a nagging feeling, thinking it wasn't worth the price.
Even if it's the same piece of meat, tasting exactly the same, the price difference is immediately apparent.
The old lady wasn't ambitious, but she was shrewd.
She never mentioned which restaurants got their meat from her, she quietly made her small profits.
The restaurants she partnered with hadn't changed in decades, all happy to get their braised meat from her—that's why.
Zhou Yan needed to learn this.
Pushing his bicycle out the door, Zhou Yan went to the butcher to order two more pig heads.
…
"Zhou Yan is so young, but he's incredibly shrewd in his words and actions. This young man is sure to have a bright future." Zhao Shulan said with some emotion, sitting on the back seat.
"It's a pity he's not my son. If I had a son like him, I would retire right now and take you around to eat, drink, and have fun." Huang He also shook his head with regret: "Tell me, how did we end up with such a spendthrift as Huang Bing?"
"Huang Bing's personality isn't going to change anytime soon." Zhao Shulan sighed, then added, "Yingying surprised me quite a bit. Although she loves to eat, she really knows what she's eating, and she's quite clever. When she tastes delicious braised meat, she immediately knows what the restaurant is missing even Huang Bing can't compare to that."
"I knew Yingying was just like me, she has a discerning palate and can tell good from bad in a single bite." Huang He laughed along, "I think we should still hand over the Feiyan Restaurant to Yingying in the future. If we hand it over to Huang Bing, I'm afraid he'll change the liquor he drink after half a year."
Zhao Shulan was silent for a moment after hearing this, then said, "Do you think Zhou Yan and Yingying can get together?"
Huang He suddenly slammed on the brakes, turned around and looked at Zhao Shulan, his eyes shining, "That's a great idea! We have no hope for our son, but a son in law is like half a son!"
"What are you so excited about?" Zhao Shulan slapped his back, both amused and exasperated.
Huang He grinned: "Why don't we go and get to know Zhou Yan's parents first? Aunt Zhang is such a nice person. I even know Zhou Qing and Zhou Ze, two of the five Zhou brothers. I didn't expect that I didn't recognize Zhou Yan's father yesterday.
The Zhou family has impeccable lineage. If we could become in laws, our Feiyan Restaurant would truly have a century old tradition of braised meat!"
As he spoke, Huang He was about to turn around.
"Don't mess things up!" Zhao Shulan raised her voice. "Times have changed. Now it's up to the young people to decide for themselves. Your meddling will only ruin things!"
Huang He, whose soft flesh had been pinched, dared not move and said with an awkward laugh, "Then...then we can also give them some help."
"What do you know? It's obvious Zhou Yan is the one in charge in his family. If he doesn't agree, his parents won't be able to influence him. In fact, we'll make him resentful, and we might not even be able to do business with him in the future." Zhao Shulan rolled her eyes at him, then continued:
"Let the young people get to know each other on their own. If it works out, great. If not, don't try to play matchmaker. Yingying goes to Zhou Yan's restaurant everyday now, if she can lose weight, that would be even better."
Huang He thought for a moment and nodded, "Okay, whatever you say."
As Huang He rode away on his bicycle again, he couldn't help but mutter to himself, "If only I had a son in law like that..."
...
Textile factory, family compound.
Meng Anhe, holding a pair of chopsticks, looked at Lin Zhiqiang, who was distributing food from a lunchbox, and said, "My sister wrote me a letter asking about Zhou Yan. What should I say?"
"Who?" Lin Zhiqiang paused, turning around with an incredulous look on his face.
"Who else could it be but Yaoyao's mother!" Meng Anhe laughed. "I received it yesterday. It was a long three pages letter. One page was about concern for me and her two nephews, while the other two pages were all about Zhou Yan's situation."
"Why is your sister suddenly asking about Zhou Yan? Wasn't Yaoyao's drowning incident already resolved? We told them not to worry about it…" Lin Zhiqiang paused, his eyes widening slightly. "Wait! Could it be that Yaoyao mentioned Zhou Yan in her letter to her mother?"
"You guessed right." Meng Anhe took the bowl of rice from Lin Zhiqiang and placed it on the table beside her.
"What did Yaoyao say? For your sister to be so nervous, she must have said something unusual, right?" Lin Zhiqiang brought over the other three bowls, his face full of gossip.
"My sister told me in letter that Yaoyao has never mentioned other boys, including male classmates, in her letters. But in the letter she sent them a couple of days ago, she raved about Zhou Yan, filling a whole page! She could practically see the corners of her mouth turning up when she wrote about him." Meng Anhe clicked her tongue. "How could my sister not be worried? Her handwriting was so forceful, it practically leaped off the page, radiating murderous intent!"
"That Zhou Yan is secretly up to something big behind our backs!" Lin Zhiqiang couldn't help but laugh upon hearing this.
His sister in law is such a cool and composed master of traditional Chinese painting, for her to write with such menacing intensity, she must have gleaned some unusual information from Xia Yao's letter.
"Last week, I asked around for some information and wrote some job advice for Xia Yao, right? She only gave her mother thirty five words. Zhou Yan also gave her some advice, and she wrote a whole page praising him! Zhou Yan must have been bewitching her." Meng Anhe gritted her teeth.
Lin Zhiqiang suppressed a laugh. Zhou Yan was quite capable of provoking both sisters at the same time. He smiled and said, "May be Zhou Yan's advice really is good. I've been running with him lately, and some of his insights have even amazed me.
Although he's young, he's not the kind of person who just talks big. If he doesn't understand something, he listens attentively, but if he's willing to talk about something, he definitely has his own unique insights."
"Look at you, so smug, secretly pleased, aren't you?" Meng Anhe glared at him. Lin Zhiqiang really adored Zhou Yan and wished he and Xia Yao would get together.
Lin Zhiqiang smiled and said, "Xia Yao is someone you've watched grow up. Do you think any small town chef could easily fool her with sweet talk? There must be because Zhou Yan possesses some shining qualities that you haven't noticed, qualities that even a prodigy like her finds dazzling, which is why she can't wait to share him with her mother."
"You've hit the nail on the head." Meng Anhe nodded. "If Zhou Yan was really just a smooth talking chef, Xia Yao definitely wouldn't be interested in him." She added, "My sister thinks the same way, which is why she sent me this urgent letter, telling me to thoroughly investigate Zhou Yan. Firstly, to see what his character and abilities are like, and secondly, to see what his family background is like."
"He is of good character and outstanding ability, I can vouch for those two points." Lin Zhiqiang said with a smile, "Look, he was expelled because he clashed with Wang Defa on behalf of his Master. It turns out that Wang Defa was a greedy scoundrel, while Zhou Yan respects his Master."
"His selfless act of jumping into the Qingyi River to save Xia Yao further proves his excellent character."
"His abilities are beyond question. After being laid off from the textile factory, he immediately followed the policy and opened a restaurant as a self-employed individual. In just four months, he made it a huge success, even bankrupting the factory canteen's stir-fry section."
"Who wouldn't praise a young man like that?"
Meng Anhe nodded silently after listening. Although Old Lin favored Zhou Yan, everything he said was true; she had seen it all.
Judging solely from character and ability, Zhou Yan was indeed no less capable than the recent graduates from her design institute.
A college student only earns fifty yuan a month.
Zhou Yan's restaurant is thriving, he must earn more than fifty yuan a day, right?
"Then what should I reply? Write a three pages letter praising him?" Meng Anhe looked at Lin Zhiqiang, a hint of helplessness in her voice. "I'm afraid my sister and brother in law will fly over tomorrow."
"Just write the truth." Lin Zhiqiang chuckled. "President Xia only has this one precious daughter, pampered like a treasure since she was little. If he comes tomorrow, I wouldn't be surprised at all."
"Let me think..." Meng Anhe rubbed her temples, turned around and turned off the TV. She yelled at her two sons, who were staring blankly at her, "Eat your food! Stop watching TV, it's giving me a headache!"
Lin Jingxing immediately obediently ran to the table and sat down.
Lin Bingwen looked at Meng Anhe with surprise: "Mom? When did you learn Sichuan dialect?"
"Slap!" Meng Anhe's hand reached out and slapped his buttocks.
"Because your mom found that Sichuan dialect is really catchy when swear!" Meng Anhe sneered. "I'll count to three! If you're still standing here, I'm going to get your dad's belt!"
"Here!" Lin Zhiqiang quickly unbuckled his belt and handed it over.
"Dad, what happened to our promise of being close comrades?! You traitor!" Lin Bingwen screamed and ran towards the table.
...