章 38: Antique Market (Part Three)
What you need to understand right now isn't the sourcing channels..."
Upon hearing the plump man's words, Man Jun shook his head and said, "What you truly need to grasp is the market and its merchandise, as well as the target audience for your products. Understanding how to engage them and encourage them to purchase from you is of utmost importance..."
"But... but Brother Man, we don't even have any items to sell. How can we possibly begin?" The plump man and San Pao both wore expressions of dismay, and even Fang Yi furrowed his brow. As the saying goes, even the most skilled cook cannot make a meal without rice; no matter how persuasive the plump man might be, he couldn't very well sell air to customers.
"Who says you have nothing?"
Seeing the distressed expressions on their faces, Man Jun couldn't help but chuckle. "I've prepared the items you need to sell; consider it a wholesale arrangement. Once everything is sold, you can settle up with me..."
"Prepared?" Man Jun's words left Fang Yi and the others exchanging puzzled glances. He had spent the past couple of days with them and they hadn't seen him procure any goods.
"Well, it's not so much about preparation; it's just some leftover stock I had..." Man Jun smiled, rising to his feet. "Come, follow me to the back. I'll show you what I've got, and then I'll take you to the market management office. Once you've settled the payment, you can set up your stall today..."
"Leftover stock?"
Fang Yi and the others were utterly bewildered by Man Jun's statement as they followed him into a room partitioned off by two cabinets, through which they could see outside, ensuring their belongings were safe from theft.
Upon entering the room, Fang Yi discovered that there was indeed a small yard behind the shop, roughly ten square meters in size, with a washing machine under a shed and a few garments hanging nearby.
Once inside the small room, Man Jun pointed to a glass display case approximately one meter long and thirty centimeters deep, resting on the floor. "Little Fatty, take this glass case to the backyard and give it a wash..."
Rather than a glass case, it was more akin to a wooden cabinet, as this flat box-shaped structure was crafted from wood on three sides, divided into several small compartments, with only a transparent glass cover on top.
"Brother Man, what is this for?" The plump man inquired, lifting the flat cabinet, which was coated in a thick layer of dust, indicating it had been there for quite some time.
"This is for your stall; those small compartments are where you'll place your items..."
Man Jun explained, "Setting up a stall requires a certain level of sophistication. Simply laying a rag on the ground is one way to display goods, but using this flat cabinet elevates the presentation. Items displayed in this cabinet will command a higher price than those placed directly on the ground..."
As he gazed at the glass cabinet, Man Jun couldn't help but reminisce. When he first entered the trade, he had visited Panjiayuan and noticed that many vendors did not simply place their goods on the ground. Instead, they had crafted similar flat boxes, propped up on stools, resembling counters found in shopping malls.
Man Jun was quite astute, quickly recognizing the advantages of such a display. First, having a cabinet provides a psychological edge, distinguishing it from neighboring stalls. Even if the items were priced slightly higher, customers often accepted the difference.
Secondly, the cabinet offered practical convenience; when elevated just a bit, customers could easily view the items without bending down, unlike at ground-level stalls.
One should not underestimate this convenience; many shoppers prefer to browse items at stalls located at prime spots or near entrances for ease of access. By eliminating the need to bend down, vendors could unexpectedly enhance their sales.
In those days at the Chaotian Palace antique market, although many vendors had sourced goods from Panjiayuan and were familiar with such setups, most found it too troublesome to adopt this method. Moreover, crafting such a cabinet was not a trivial expense, often costing around a hundred yuan.
Man Jun's father was a carpenter, and before he passed away, he crafted one of these wooden cabinets for Man Jun after hearing about his plans. On his first day setting up a stall, Man Jun placed the cabinet atop a tricycle, filling the compartments with various merchandise.
It is worth noting that this simple yet distinctive idea allowed Man Jun to quickly establish himself in the Chaotian Palace antique market. His sales consistently outperformed those of the stalls that displayed their goods on the ground. Coupled with his quick wit and persuasive abilities, he was able to sell an additional hundred yuan worth of goods each day.
After two years of this, Man Jun finally upgraded to renting a shop, marking his true entry into the antique trade. However, it was undeniable that those two years of setting up stalls laid the groundwork, honing his eye for quality and his salesmanship.
As he looked at the cabinet in the plump man's hands, memories of his early days as a vendor flashed through Man Jun's mind like a film reel, evoking a sense of nostalgia and reluctance to part with the handcrafted item made by his father.
"Brother Man, this truly illustrates that understanding the world is a form of wisdom, and mastering human interactions is an art..." Fang Yi marveled at the significant impact of such an unassuming cabinet. He had not anticipated that such a small detail could yield entirely different outcomes.
"Little Fang, take good care of this cabinet; don't misplace it..." After a moment's reflection, Man Jun added, "When you set up your stall during the day, return the cabinet to the shop at closing time. This will save you the hassle of carting it back and forth every day..."
"Brother Man, rest assured; we will be careful..." Fang Yi nodded and inquired, "Brother Man, what about the goods? May we take a look at what you have?"
"The goods are all here..."
Man Jun reached into a large wooden box in the corner, opened it, and said, "These are items I acquired in previous years. They didn't sell well at the counter, so I stored them here. You can take them to sell, and once you grasp the market dynamics, I will accompany you to source more goods..."
The items in the box, being of a lower tier, were not suitable for display in a shop after Man Jun began renting one. The goods he had acquired were inexpensive, costing only a few thousand yuan for the entire box. Man Jun had grown indifferent to them, leaving them in the shop. This turned out to be a fortunate break for Fang Yi and his companions.
As he observed Fang Yi and his friends, Man Jun was reminded of his younger self from years ago, when he had plunged headfirst into the antique business like an eager novice. Fortunately, he had not faced disastrous setbacks and had managed to amass a considerable fortune.
"This package contains one hundred star and moon Bodhi seeds, available in three sizes: 12x10, 10x8, and 8x6, each priced differently... This is the King Kong Bodhi; the larger bracelets are a bit pricier, as my cost is fifty yuan each. You can decide how many to take, but don't sell them for less than that. This is a snuff bottle sourced from Tianjin, priced at ten yuan each... This is a cricket gourd; I'll bring you some crickets later, as it's the right season for selling. You can sell both the gourd and the crickets for eighty yuan. Remember to recommend it to families with children, as kids love these items. Oh, and all wooden products must not come into contact with water. Be careful not to wash any items that may appear dirty; they will crack. You can only use a brush to clean them. I acquired dozens of brushes back in the day at two yuan each; you can sell them for five yuan..."
After extracting the items from the wooden box, Man Jun began to explain in detail to Fang Yi and the others. He not only categorized and clarified each item but also shared some sales techniques, enlightening them significantly.
Man Jun had retained a considerable amount of stock from his earlier days, and it took nearly an hour for Fang Yi and his companions to gain a rudimentary understanding of these cultural artifacts. As the saying goes, "A master leads you to the door, but the journey is yours to take." Whether they could thrive in this trade was ultimately beyond Man Jun's control.
"Alright, let's set the freshly cleaned cabinet aside for now. You three follow me to the management office..."
After concluding his explanations, Man Jun clapped his hands and stood up, unlocking a cabinet from which he retrieved an opened pack of Zhonghua cigarettes. He tossed two packs to Fang Yi and said, "When you arrive at the management office, offer them a couple of packs. These guys are notoriously unhelpful and have a knack for taking advantage..."
"Brother Man, should we let the plump man handle it?" Fang Yi held the two packs of cigarettes, feeling somewhat uncertain. Having just come down from the mountains, he was entirely unfamiliar with such social nuances.
"You don't need to teach Little Fatty this; the key is you..."
Man Jun shook his head and said, "Little Fang, in our line of work, you must have thick skin, be quick-witted, and learn to navigate social situations. Don't let pride hold you back; otherwise, you'll be the one who suffers in the end... Additionally, when doing business, you must be willing to humble yourself, especially since you all currently lack wealth and influence. If you maintain a lofty demeanor, you'll inevitably find yourselves in dire straits... Remember, a person's identity and status are determined by their economic foundation. Once you become esteemed antique dealers or collectors, even the most prestigious auction houses will seek you out. At that point, you can afford to flaunt your success..."
Man Jun's words to Fang Yi were rather profound for someone he had only recently met, but he felt compelled to express them, having noted that while the plump man and San Pao were relatively normal in their interactions, Fang Yi was different.
Fang Yi gave off an air of detachment, not entirely aloof but lacking warmth. His approachability was inferior to that of the plump man, which was a significant disadvantage in business.
In today's world, the notion that "the customer is king" is widely promoted, often leading buyers to feel a sense of superiority. A successful merchant must maximize this sense of superiority to sell more effectively.
"Thick skin, quick-witted..."
Upon hearing Man Jun's advice, Fang Yi nodded thoughtfully. While his disposition was more composed than that of the plump man and San Pao, he was still a young man of eighteen or nineteen, and he found Man Jun's words quite palatable.
"Now that I am no longer a Taoist, but rather a person living at the societal bottom, what do I have to hold back?"
Fang Yi rubbed his face and forced a smile, saying, "Brother Man, I understand. Rest assured, I will strive to learn and improve. Please correct me where I fall short..."
Having descended from the mountains for several days, Fang Yi felt increasingly out of place in society. After hearing Man Jun's words, it was as if a veil had been lifted, and he suddenly understood that he had been approaching this new world with the mindset of his former life in the mountains, which was utterly incompatible.
"You lad, truly perceptive and quick to learn. Yes, that's the kind of smile you should wear..."
Seeing the smile on Fang Yi's face, Man Jun felt a surge of joy, for just moments before, Fang Yi had exuded an air of detachment, but now, that mundane essence of life—comprised of the simple joys and struggles—had woven itself into his expression.
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