"Lady Lin, what's in that bucket? It smells wonderful," Old Woman Li asked while wiping the table, her eyes fixed on the wooden bucket Lin Yao had placed on the ground.
"This is my marinated dish, Lu Zhu Xia Shui. Would you like to try some, ma'am?" Lin Yao replied.
Upon hearing it was pork offal, Old Woman Li's expression immediately changed. "Oh dear, how could you serve such food? Your business has just started—don't ruin your reputation."
Old Woman Li knew that pork offal was cheap, and some poor families bought it to supplement their fat intake, but it always had a peculiar smell. She worried that Lin Yao and her companions, being young, didn't understand that reputation was crucial in the food business.
Lin Yao understood Old Woman Li meant well. "Auntie, don't worry." My Lu Zhu Xia Shui is different from others. I used our family's ancestral spice blend secret recipe, which completely removes that odd smell. Would you like to try it?" As she spoke, she scooped a piece of marinated pork intestine from the bucket, placed it on a clean plate, and handed it to Old Woman Li.
Hearing this, Old Woman Li felt she couldn't refuse. Half-doubting, she took the plate and took a small bite. Her initial intention was to humor Lin Yao, not wanting to embarrass the confident young girl right away. But to her surprise, the moment the Lu Zhu Xia Shui entered her mouth, the marinated aroma spread, and upon careful chewing, the texture was soft yet chewy, with none of the remembered offal odor.
Old Woman Li's eyes suddenly lit up, and she nodded repeatedly. "Incredible, Lady Lin! Your family's secret recipe is truly miraculous! There's really no strange taste at all! If you paired this with a small jug of wine, sipping while eating this Lu Zhu Xia Shui, the flavor would be indescribably delightful!"
Although Lin Yao was confident in the taste of her Lu Zhu Xia Shui, she couldn't help worrying that customers might be prejudiced against pork offal and unwilling to try it. Seeing Old Woman Li's enthusiastic response gave her reassurance. She took more marinated pork offal from the bucket, cut it into small pieces, and arranged them on a plate as free samples.
By the time she finished, people had started gathering in front of the stall.
"Miss, I'll have one leek and egg pancake and one scallion and egg pancake," a dockworker in his twenties said, pulling a few copper coins from his pocket and handing them to Lin Yao. His gaze fell on the Lu Zhu Xia Shui on the stall. "What's this?"
Lin Yao smiled in response. "Big brother, this is our new dish, Lu Zhu Xia Shui."
"Pork offal? But pork offal always has a weird smell. How can you sell something like that?" The dockworker looked puzzled.
Lin Yao had anticipated such questions. "Big brother, our pork offal is different. It's carefully processed and slowly marinated over low heat, with no odd smell at all. You can try it—this plate has free samples. Taste it; it's on the house."
Most dockworkers came from poor families and had few opportunities to eat meat. Although pork offal had a peculiar odor, it was still meat. Hearing he could try it for free, the worker immediately felt he'd stumbled upon a great bargain and was overjoyed.
He took the plate Lin Yao offered, speared a piece of Lu Zhu Xia Shui with a bamboo skewer, and put it in his mouth to chew. A look of surprise crossed his face. "Hey, there really isn't any strange smell! It's delicious! How much is it?"
"Twelve coppers per catty," Lin Yao replied.
"So expensive! Fresh pork in town only costs eighteen wen per jin, yet this Lu Zhu Xia Shui is almost as pricey as pork itself." The dockworker hesitated.
Lin Yao smiled warmly and said, "Big brother, take a look at our Lu Zhu Xia Shui. It's meticulously cleaned—we even used white flour during washing! And it's simmered with our family's secret spice blend, which includes many precious medicinal herbs. This dish pairs perfectly with rice or alcohol, and it's good for your health. Working at the docks must be physically demanding—eating this will keep you full and energized!"
Here, Lin Yao subtly applied the psychological concept of mental accounting. If customers viewed Lu Zhu Xia Shui as mere ordinary food, their budget for it would be tight, since twelve wen per portion was quite steep and could easily feel expensive. However, people tend to be more flexible with spending on health-related items. By emphasizing the precious medicinal herbs in her Lu Zhu Xia Shui and linking it to wellness, Lin Yao naturally expanded the price range customers were willing to consider.
Sure enough, upon hearing about the valuable herbs, the laborer stopped hesitating. "Alright, give me half a jin, and wrap up this pancake too. I'll have it for lunch during my shift."
An elderly man who had been listening nearby saw someone actually making a purchase and stepped forward. "Little lady, is this free to try?"
"Yes, sir! Please have a taste." Lin Yao promptly offered a sample.
The old man took the bamboo skewer of Lu Zhu Xia Shui from her, placed it in his mouth, and chewed slowly. "Little lady, this is truly fragrant! You've completely removed the offal's unpleasant smell!" He unconsciously skewered another piece, then paused, realizing what he'd done, and flushed with slight embarrassment.
Lin Yao watched without stopping him, her face beaming with a gentle smile, and seized the moment to promote further. "Sir, once you try it, you'll see—our Lu Zhu Xia Shui uses fresh ingredients bought daily, cleaned so thoroughly there's no odd taste. Combined with our unique spice recipe and slow-simmered to absorb the flavors, it's perfect with rice or as a drink accompaniment!"
The old man nodded eagerly. "Little lady, give me a jin. I'll take it home today, enjoy it slowly with some alcohol—that's the life of an immortal!"
No sooner had he spoken than a woman carrying a vegetable basket approached. "I could smell this from afar—so it's Lu Zhu Xia Shui you're selling. Little lady, is your offal clean?"
Lin Yao quickly reassured her, "Madam, rest assured, it's fresh offal, washed repeatedly." She handed her a sample piece. "Try it first. If you like it, you can buy it later."
After tasting it, the woman nodded in satisfaction. "Give me a jin. My husband loves this stuff."
The stall grew busier and livelier, with Lin Cheng rushing nonstop—slicing the braised dish, packing orders, and collecting money.
Just past noon, everything at the stall was completely sold out.
As the three siblings were packing up their stall, several dockworkers hurried toward them. Leading the group was a burly, stubble-faced man named Yu Da, who had worked at the docks for five years. From afar, he called out in a booming voice, "Miss! Glad we caught you!"
Lin Yao looked up at the sound, eyeing them with curiosity. Yu Da strode up to the stall and said with a smile, "Miss, one of my young buddies bought some Lu Zhu Xia Shui from you earlier. At noon, he shared a small piece with us—the flavor was incredible! We’ve been craving it ever since, so we rushed over as soon as our shift ended."
A younger worker chimed in, "Yeah, he only gave us a piece the size of a fingernail—how could that possibly be enough?"
Lin Yao pointed apologetically at the empty marinated food bucket and said, "I’m really sorry, gentlemen. We’ve sold out of Lu Zhu Xia Shui for today."
Yu Da’s face fell. "Your business is really booming, Miss. We came straight after work, but we never expected it to be sold out already. It sells so fast!"
Hearing this, Lin Yao’s eyes sparkled thoughtfully. After a moment’s consideration, she said, "You flatter me. Today was our first time selling Lu Zhu Xia Shui, and we didn’t prepare enough—the quantity was limited. But don’t worry, I’ll be sure to stock more ingredients tomorrow. If you’re concerned about missing out, you can place an advance order with me. I’ll set aside a portion specifically for you, so you’ll definitely get to enjoy it hot and fresh."
The burly man’s eyes lit up. After a quick discussion with his companions, he said, "We’ll take five jin! We laborers love food that’s both filling and satisfying."
Lin Yao agreed cheerfully, "No problem! Come by tomorrow, and it’ll be ready for you."
After packing up, the three siblings hurried home. Once the door was closed, Lin Cheng pulled out the copper coins he had hidden inside his shirt.
They had prepared the same number of egg pancakes as the day before—thirty of each—earning 180 wen. The Lu Zhu Xia Shui brought in another 150 to 160 wen, totaling 336 wen.
After counting the money, Lin Cheng was thrilled.
But after doing a quick mental calculation, Lin Yao said, "After deducting costs, we only made eight wen in profit today."
Lin Cheng’s joyful expression froze.
Lin Yao patiently explained, "Brother, today was our first time making Lu Zhu Xia Shui. We had to buy all the braising spices new, and that cost quite a bit. But from now on, it’ll be different—we can reuse the spices, so our costs will naturally go down."
Relieved, Lin Cheng said, "I’ll go buy the pork offal now. If I’m late, there might not be any left."
"Brother, let’s get thirty jin this time. We’ll make more, and our family can have some too," Lin Yao suggested.
After Lin Cheng left, Lin Yao took Lin Song up the mountain again.
Now that their stall had both meat and pancakes, they were missing something to drink. However, most dockworkers brought their own tea. Unless they could create a unique and affordable beverage, no one would be willing to pay for it.
This time, Lin Yao went up the mountain aiming to gather perilla leaves. She had previously made videos about Song Dynasty drinks and had plenty of ideas stored in her mind.
The first thing that came to Lin Yao's mind was the perilla drink that had been wildly popular during the Song Dynasty. In modern times, making perilla drink would be effortless—ingredients like lemons and licorice root were readily available. However, in this current dynasty, the situation was entirely different. Lemons were nowhere to be found in the market, and licorice root was an expensive medicinal herb, difficult to obtain. As a result, the cost of making perilla drink would be exorbitantly high, unsuitable for her small-scale business.
Lin Yao then reconsidered: perilla wasn't just for making perilla drink; it could also be paired with other ingredients to create different beverages. She contemplated making perilla hawthorn tea and perilla chrysanthemum tea. Fortunately, perilla, hawthorn, and wild chrysanthemums could all be found in the mountains. Though gathering them would require some effort and time, it would solve the material problem and keep costs under control.
Having made up her mind, Lin Yao ventured deeper into the forest. The woods grew denser, and the path beneath her feet became increasingly treacherous. Layers of fallen leaves covered the ground, concealing numerous pits and sharp stones. A single misstep could easily lead to a stumble.
Lin Song held tightly onto Lin Yao's hand. "Second Sister, what are we looking for?"
Carefully feeling her way forward, Lin Yao replied, "We're looking for perilla, hawthorn, and wild chrysanthemums. Perilla leaves have a unique fragrance that will make our drinks smell especially enticing. Hawthorn is sour and will add complexity to the flavor. Wild chrysanthemums, when brewed, yield a clear, sweet tea that can clear heat and reduce internal fire. On a hot day like this, a single sip will be incredibly refreshing. Once we gather all these, the drinks we make will surely attract many customers."
Lin Song nodded, only half-understanding, his eyes filled with curiosity. "Really? What do perilla and hawthorn look like?" Having grown up in the village, he was familiar with wild chrysanthemums but had never seen perilla or hawthorn.
"Perilla leaves are purple and slightly fuzzy on the underside. Hawthorn fruits are like little red lanterns hanging from the trees—they're quite pretty. You'll know them when you see them," Lin Yao explained with a smile.
The two continued their arduous trek through the mountain forest. Mosquitoes buzzed incessantly around them, occasionally biting their hands and feet.
Lin Yao waved a branch to shoo away the insects while staying alert to her surroundings. Suddenly, she stopped, her eyes lighting up as she pointed ahead. "Song'er, look! That's perilla!Clusters of perilla swayed gently in the breeze, their broad, spread-out leaves emitting a rich aroma. Lin Yao hurried over, crouched down, and carefully selected the freshest leaves, placing them into her basket. Lin Song quickly followed, imitating his sister as he cautiously picked the leaves.
"Second Sister, these are really fragrant!" Lin Song exclaimed excitedly.
"Wait until we turn them into drinks—they'll be even more aromatic," Lin Yao replied with a smile.
After gathering the perilla, they headed toward where hawthorn trees were likely to grow. Hawthorn trees typically thrived on mountain slopes or in thickets. Lin Yao led Lin Song onward, but the mountain path grew increasingly rugged and thorny. She had to use a branch to push aside the brambles while shielding her brother. As they walked, Lin Yao accidentally scraped her arm on a thorn, and blood seeped from the cut.
"Second Sister, you're hurt!" Lin Song cried out anxiously.
Lin Yao wiped her wound carelessly. "It's nothing, just a small scratch. It doesn't matter. The hawthorn trees are just ahead."
Finally, they spotted several hawthorn trees laden with bright red fruits on a steep slope. Lin Yao found a long branch and vigorously knocked the hawthorns down while Lin Song gathered them from the ground. Soon, they had filled a backpack.
Wild chrysanthemums were everywhere, requiring no special search. On their way home, Lin Yao and Lin Song picked the wild chrysanthemums along the path as they walked, using their clothes to carry the plump, bulging bundles.