A group of paper merchants went down the mountain in groups, and the slaves around him stretched for miles. The front team went down the mountain, and the back team was still halfway up the mountain. You can see how luxurious the trip was. Just after walking out for several miles, there were more than a dozen people standing in the middle of the official road. Yan Shujian stood in front, bowed and waited, and smiled and said, "Dear brothers, stay here. I haven't seen each other for many days. How can I be safe?"

Two years ago, at the edge of Zhe Lake in Kuaiji County, the paper merchants in Yangzhou had a larger gathering. Yan Shujian's Sibaofang is a leader in the industry and is highly respected. He is familiar with these people.

"Oh, it turns out it's Brother Yan. It's a cold day. Why are you standing here? If you have something, send someone to give me an order and we'll go to the mansion to ask for advice!"

The person who spoke was named Luo and Baiheng. He was a big paper merchant in Kuaiji County. He was the first to attack Liu Gui on the mountain and asked about the reserve price of the large paper in Yanxi.

"Brother Luo is so polite. Last time you were welcomed in Zhehu, so that everyone can feel at home. This time when I came to Qiantang, I must give you my brothers a favor and welcome you. Please, please!"

Luo Baiheng also understood what Yan Shujian meant. He didn't feel like he was going to. It was just that he had been in love over the years and was too stiff. He hesitated for a while and asked, "What do you think, why don't you go to Brother Yan to rest? Talking about the past?"

Everyone looked at each other for a few moments and said in unison: "But it depends on Brother Luo!"

"Okay, then I'll bother Brother Yan, please!"

When he arrived at Sajinfang, Uncle Yan introduced He Ru to everyone, the nominal owner of Sajinfang. He Ru has a weird personality, but in order to achieve his goal, he needs to play the role of a good businessman, but he can pretend to be seamless and perfect. He is reserved in enthusiasm, and has wisdom in humor. He praises these businessmen very high, but does not appear hypocritical. Although he is sincere, he cannot be deceived. After a conversation, everyone feels like old friends who have been dating for many years, without the embarrassment and distance of the first meeting.

This is He Ru's ability, no one can replace it!

"Brother He, just say something. They are all friends, there is no need to beat around the bush."

He Ru smiled and said, "Then I will say it shamelessly. I dare to ask Mr. Liu to ask you all to go up the mountain, what's going on?"

"This..." Luo Baiheng said: "To be honest with Brother He, Liu Langjun has created a new Yanxi big paper and invited me to go up the mountain to appreciate it. In addition, he also talked about the business of writing."

"If I guess correctly, Liu Langjun wants you to only sell Yanxi paper from now on and not be allowed to run Yuhe paper business, right?"

Luo Baiheng said in surprise: "Brother He is so good. You will know what you decided just now at the foot of the mountain?"

"No need to listen. Just understand Liu Langjun's character and guess his thoughts are not difficult!" He Ru poured a cup of tea and chuckled, "How did Brother Luo answer him?"

"Brother He, to be honest, you are more in line with my temperament than Liu Langjun. I'll just say that if we can make our brother Yan willingly be the boss of you, we are definitely not an ordinary person." Luo Baiheng changed the topic and said, "But we understand what you mean, but unfortunately we are one step late. Just now, everyone has signed a contract with Liu Langjun. From now on, we will only sell Yanxi paper, not Youhe paper. We can't regret it before the ink is dry. It sounds bad to say it!"

"What we signed was just to set the amount of Yanxi paper. For the others, it was at most a verbal agreement." He Ru knew people's hearts well and knew that these businessmen were smarter than the other, so they agreed to only sell Yanxi paper with Liu Yu. In that case, if there was any change in the future, there would be no room for regret. At most, they made an agreement verbally, and Liu Yu could still trust Luo Baiheng's past reputation as a guarantee.

Luo Baiheng's face darkened and he said, "Oral agreement is also an agreement! Brother He doubts my character and doesn't count my words?"

He Ru said absolutely: "I dare not, Brother Luo misunderstood, I have no intention. I will do this. I am not afraid of family grudges and expose them. Let you see clearly what kind of villain Liu Luo is!"

He explained in detail how Liu Yu cut off the Biyou River, how he used the opportunity to force Sa Jinfang to hand over the secret medicine for making big paper, how he privately hooked up with Qi Huating, used money to tempt the master, and how he stealed the innovative skills of papermaking for himself. All of these things are angered by both humans and gods, especially in this era when business is most important to credibility, Liu Yu's approach is undoubtedly not on the stage and is disgusted by others. After hearing He Ru's words, he has a name and a surname and a stern look. After checking, he found out that it should not be a random fabrication. Luo Baiheng looked solemn and said, "I didn't expect that Liu Langjun was such a person..."

"Last year in Qiantang Lake Elegant Festival, the name of Liu Yu's villain had long been spread throughout the three Wu gentry, and his reputation among scholars was very poor. If Brother Luo was trapped by his cunning words and only sold the big paper from Jubaozhai, he would probably lose his reputation and family business. I hope he could do it after thinking twice!"

Luo Baiheng smiled bitterly and said, "But I promised Liu Yu that the saints will always be faithful and do what they do. Although I am a businessman, I also know that in dealing with people, I must keep my promises and not break the contract..."

He Ru laughed and said, "Brother Luo is such a bad word!"

Luo Baiheng thought he was mocking him, and looked quite unhappy, and said, "Brother He has something to say, what am I wrong?"

"You must be trusted and do what you do. What a villain! Confucius is telling people how to know the principles of flexibility and stubborn opinions without asking right or wrong is not desirable."

"ah?"

"Confucius's words may be more obscure. Master Meng also said, 'For the great man, you don't have to believe in words, and do not have to do things, but only the righteousness is. As long as you meet the great righteousness, you don't have to keep your promises to villains. Liu Guo's actions are all unrighteous and unfaithful. Brother Luo believes in his words and acts, and that is truly contrary to the teachings of the saints!"

Luo Baiheng felt deeply ashamed. He didn't study. When people heard this, they thought it was to remind the world to be trustworthy. Unexpectedly, it made a big joke. He quickly stood up and bowed, and said with a heartfelt voice: "Fortunately, I met Brother He today, so I didn't make a big mistake. Well, the agreement with Liu Yu didn't count. Even if he scolded me for being untrustworthy, I couldn't be unrighteous!"

He Ru also stood up and bowed, and said with a smile: "Brother Luo, you gave Liu Guo a deposit of money..."

"How many cents are there?" Luo Baiheng waved his hand generously and said, "It's all about buying knowledge from Brother He, which is much more valuable than that fixed amount!"

He Ru praised him with a high-five: "Brother Luo has the spirit of a kind person, and I admire him very much."

Before he finished speaking, someone stood up to express his dissatisfaction and said, "Brother Luo, Shopkeeper He, what did you say just now, I am a rough man, I don't understand, and I don't want to understand. But I know one thing, Liu Langjun's Yanxi paper has higher quality but lower price. I am a businessman, not a scholar, and I can't do business that loses money. Whoever can bring me surplus will I sell whose paper, you guys, right?"

"Yes, Brother Gong said very much! What are we working day and night, busy and busy for? It is to make money, not the kindness and righteousness that both of us want!"

"Brother Luo, you have earned enough money over the years and don't care, but I can't. I still have hundreds of people in my family to support me. If I don't make money, can I go and drink the northwest wind?"

"Qi Er, what are you talking about? Brother Luo has taken care of your business a lot in recent years, but now he is clamoring to drink the northwest wind, villain! He is with that Liu Tao!"

"Who do you think of? He is just a bastard raised by a maid. He will follow Brother Luo to suck hemorrhoids and lick sores, and is worthy of talking to me?"

"You! You are here, come on, Yeah, lick your sores!"

It was divided into two factions for a moment, and it was almost arguing that they were about to fight. Luo Baiheng had a dark face, knelt on the ground, and remained silent. Although he was respectful and everyone followed his leader, it really involved the distribution of interests, and this false reputation could not be suppressed at all.

"Shut up!"

Luo Baiheng heard that they became more and more dissatisfied, and finally couldn't help it. He stood up and said angrily: "If you are willing to follow me, you will stay. If you don't want to, leave now and never force it!"

The man surnamed Gong snorted coldly and clasped his fists and said, "Just leave now, give me a message before leaving. Brother Luo, don't be deceived by other people's tricks. What businessmen want is profit, not those so-called benevolence and righteousness that cannot be seen or touched!"

Qi Er also followed behind and said, "If you don't mind the money, follow us!"

He immediately summoned eleven or two people and slammed the door and left. The people left, including Luo Baiheng, were nine, and more than half left. He Ru looked at the farce in front of him and did not interfere until the dust settled. Luo Baiheng sighed: "Let Brother He be a joke. They are not bad-hearted villains, but they are greedy and cannot control their impulses."

He Ru smiled and said, "Greed is not a bad thing. We all have greed, and this is understandable. But they are greedy for money, and we are just greedy for righteousness, and we give up money for righteousness!"

"Brother He said this is great kindness and gave up money for justice. We have a low status, but we also know that we cannot ruin our conscience when doing things! I hope to cooperate with Sajinfang Duoduo in the future to build Hepa paper into the first-class famous paper in Jiangdong!"

He Ru nodded and said, "Come here!"

The maid Ananda walked in with a thick stack of paper. She put a piece in front of each paper merchant. Luo Baiheng picked it up and looked at it, and said in surprise: "Is this?"

"This is the skills of the new papermaking machine and the method of making firewalls that Liu Yu stole from Sajinfang, as well as some other secret recipes to improve production and reduce losses. To express my gratitude, I would like to give these things to you."

Since ancient times, he has adhered to the rules of law and not lightly teaching about his unique skills. Otherwise, Liu Luo would not have spent any effort to buy Qi Huating. Luo Baiheng hurriedly refused and said, "No!" He is not a fool. Although the Sajinfang can become famous in just half a year, it is due to the outstanding papermaking skills, which can produce thousands or even tens of thousands of papers a day, far exceeding the output of other paper shops for months. The quantity has increased and the quality is guaranteed, and it is difficult to make money. It can be said that the significance of this new papermaking machine is much greater than that of Yuhe Da paper. If anyone puts it in his hand, he will regard it as a treasure. It is not too much to be careful. How can he give it to outsiders for free?

"It's nothing wrong!" He Ru said earnestly, "Brother Luo and all of you would rather break the contract and lose money than maintain the righteousness. How can I hide it and only care about making money by myself?"

Luo Baiheng refused a few more times, He Ru was determined and said, "Take these things away. I will take you to the shop to see the real things later. After you go back, your paper shop can improve papermaking technology according to this drawing. We can make money together. I have heard someone say that money can't be made, and you have to put it in as long as you should, but friends are hard to come by, so don't miss it if you encounter it. Brother Luo and I have a relationship. I have made your friends with you!"

Luo Baiheng hesitated for a while, turned around and looked at the desire in the eyes of the other eight people, and said, "Okay, it's hard to refuse the kindness, then we will take advantage of Brother He!"

"When it comes to mutual benefit, there is no question of who can take advantage of whom!" He Ru struck while the iron was hot and said: "In addition, I would like to hand over Hezhi to Brother Luo for exclusive sales in seven states including Jiang, Guang, Ning, Yue!"

“Exclusive sale?”

This is Xu You's idea. In order to win over these paper merchants, it is not enough to just talk about justice and technology. They must have enough benefits to tie them tightly on the ship of Sajinfang, so that they can share the joys and sorrows and hardships and grow together. Exclusive distribution rights are common in later generations, but this is indeed the first time here.

Luo Baiheng didn't understand and looked confused.

"In other words, no one is allowed to sell Hepao in the seven states of Jiang, Guang, Ning and Yue."

"Including Sajinfang?"

"Including the Sajinfang! I will sell the rice paper to you, and you will be responsible for selling it in seven states. As for who to sell it to and how much the price, I will ask, and I will be the master of all!"

Luo Baiheng's eyes suddenly lit up, almost even more fierce than the sun in the sky.
Chapter completed!