Chapter 282

Chapter 282: Tang Gang’s horizons are still too narrow

Sometime during the day the sun came out and drove away a little of the cold; in the side hall where the Xu family received guests, a servant brought in a charcoal brazier. Madam Xu smiled and asked: “The capital is much colder than Huaijiang, isn’t it?”

“It is much colder,” said Xin An as she set down her teacup, “at this time Huaijiang should be green everywhere. Our realm is vast; I have heard that the farther south you go, the warmer it gets, and that in winter it never snows.”

Madam Xu had the brazier moved closer to Xin An and said: “The crabs you sent me last time were excellent, extremely fresh. Truly things from a good place are different. Now that I hear you say winter there stays green, it makes me want to go see for myself.”

“There will be a chance,” said Xin An, “and when Madam arrives in Huaijiang you must lodge at the Xin family estate so my mother can fulfill the duties of a proper hostess.”

After a few courtesies, Xin An smiled broadly and said: “I came to trouble Madam today because I received a family letter from Huaijiang. My father wrote that the Xu family are buyers who are very easy to work with and that the cooperation has gone smoothly. He even praised me, thinking it was I who took the initiative to seek out the Xu family for the deal. I have earned an undeserved bit of credit.”

“Boss Xin said that?” Madam Xu had already guessed why Xin An had come, so she followed along and said: “Our manager in Huaijiang also sent back a message saying Boss Xin is a straightforward man and that doing business with him sets one’s mind at ease. It seems this cooperation has been very pleasant, which is a good thing.”

“It is indeed,” said Xin An. “My father also told me a piece of very happy news and insisted I must come personally to thank General Xu and Madam. As you know, our Xin family have always been salt merchants. Thanks to peace in the realm and the imperial court’s support, the salt trade has been easy to do. But since the northwest salt flats were discovered, Huaijiang salt has taken a hit. An additional source of salt is good for the common people and even better for the imperial court, so my father has long hoped to secure access to salt from the northwest…”

She spoke of the efforts the Xin family had made to obtain salt permits and the disappointments they faced, then promptly turned to gratitude for the Xu family: “We never imagined we would receive the Xu family’s help and be able to secure the salt permits so smoothly. This is an enormous favor to our Xin family.”

“This might be a small matter to the Xu family,” she added, “but to us it is nothing short of grace that remakes us. If it were not the end of the year and my father were not too busy to get away, he would dearly love to rush to the capital at once to kowtow in person to the General and Madam.”

As she spoke, she rose and bowed to Madam Xu: “Allow me to thank Madam on my father’s behalf first. When spring opens next year, my father will come to the capital to thank General Xu and Madam face to face.”

“Please, do not stand on ceremony,” said Madam Xu, who rose and personally helped her up. “Luck in such matters is hard to put into words. Had it been another time, even if the Xu family wanted to help, it might not have been possible. You know how many things a salt permit touches. This time, I am told, fortune came to hand. The official in charge had, because of certain matters, just incurred a favor from the Xu family. So when the Xu family spoke up, he was a bit embarrassed but still agreed. It took some effort, but in the end the matter was done to everyone’s delight.”

[So it was the Xu family cashing in a favor; that was a pointed reminder aimed at me.]

“In that case, I must give Madam another salute,” said Xin An. “I only knew the Xu family had helped; I did not know the inside story…”

“Look at you,” said Madam Xu with a smile, “I should not have said so much and unsettled you.”

Xin An smiled as she sat back down, and when she spoke again her voice softened: “The Xu family has done so great a favor for my household, and I came today just like this. I suddenly feel quite awkward, as if I have been somewhat inconsiderate.” [When you do not know what to do, you have to lean on your own advantages. I am such a young daughter-in-law; it is no excess to act a bit coy before an elder, and it neatly dissolves my embarrassment.] “Please forgive me this once, Madam.”

“You child…” Madam Xu’s own awkwardness eased as well, for she had indeed just now given Xin An a pointed reminder. If they had been of the same generation it would not matter, but Xin An was the junior. “The gifts you brought today are already weighty enough; there is no need to feel embarrassed.”

Xin An had not intended to give the Xu family straight silver. If money changed hands, the nature of the gift would change. A matter this large must wait for her father to handle in person. As for her, she had to make sure Madam Xu was satisfied.

But the Xu family were military people and did not lack for fine objects. So among the gifts Xin An brought today was a ruyi scepter of solid gold, cast from a full three catties of gold, with gemstones inlaid upon it. Such an item is extremely practical; if one lacks money, one can sell it outright, or pry out the stones and use the gold, or exchange the gold for silver. It is more useful than those flashy but impractical porcelains and jades.

Thus, when Madam Xu said the gift was precious, it was not just polite words.

The Xu family had their reasons for helping the Xin family obtain the northwest salt permit, and the Xin family, having received such benefit, would certainly repay them. The ties between the Xu and Xin households drew one step closer. With a few words, Madam Xu borrowed the pretext of affinity and told Xin An not to be distant, asking her to call her Aunt; Xin An naturally climbed the pole and changed her form of address on the spot.

“I wonder how the Second Prince’s Consort is doing,” said Xin An. “Earlier I wanted to pay a visit, but I thought someone pregnant should rest more and I did not dare to intrude rashly.”

“The imperial physician says all is well,” said Madam Xu. “If you wish to go, just send in a visiting card. She is bored at home nourishing the fetus and would love to have someone to talk with.”

“That is excellent,” said Xin An. “I will send a card in shortly. Earlier I acquired a box of carved jade babies, twelve in all, each plump and very cute. I imagine a pregnant woman would be even more fond of them, so I will bring them to the Second Prince’s Consort and show off my treasure.”

Madam Xu laughed and found Xin An very pleasing to the eye. As for the marquis’s household, she did not mention it at all. By rights, so long as Tang Gang were willing to exert himself, the salt permit might not have been out of reach, yet he let the Xu family pick up that advantage.

Know this: the Xu family truly encountered a stroke of luck in the matter. Not everyone can do the salt trade. To become a salt merchant, first one must possess solid capital, be able to purchase large quantities of salt, and bear transport costs. In truth, one must pay an enormous recognition deposit and have the ability to manage relationships with yamen everywhere. This time, for the northwest salt permit, the Xin family paid five hundred thousand taels in allotment deposit at one go.

The wealth of salt merchants is not mere talk.

To cultivate a salt merchant on one’s own is exceedingly difficult. To have the Xin family owe so great a debt to the General’s residence was an unexpected delight.

Madam Xu had thought to introduce her daughter-in-law to Xin An, thinking young people would have things to say to one another, but then she recalled her daughter-in-law’s temperament and let the idea go. When the time felt about right, Xin An took her leave.

Madam Xu’s personal matron escorted her to the gate and did not return to Madam Xu’s side until Xin An had boarded the carriage. Smiling, she said: “This second young madam of the marquis’s household is truly clever. The gifts she brought today were very practical.”

Setting down her teacup, Madam Xu said: “There are still matters she cannot decide on, but at her age to represent her father in handling something this large shows real acuity. Marquis Weiyuan likely already regrets it.”

“The Xin family know the way, they understand gratitude, and they know how to seize opportunity,” the matron said. “Did you not hear the people below say the marquis’s household did not actually provide the Xin family with much help? Some things are plain with a little asking around locally. It all depended on that Boss Xin’s ability. Tang Gang’s horizons are still too narrow.”

“In that case,” the matron laughed, “we should thank Marquis Weiyuan.”

Madam Xu only smiled and said nothing, then had the gifts Xin An brought put away. When General Xu returned, she meant to have him look them over so he would have a clear idea.