And superb jewelers’ tools. Pliers from Germany and France, micrometers, diamond drills, saws, tongs, tweezers, thirdhand structures for soldering, vises, polishing cloths, shears, hand-forged tiny hammers . . . rows of precision equipment. And their supplies of brazing rod of various gauge, sheet metal, pin backs, links, earring clipbacks. Well over half the two thousand dollars had been spent; they had in their Edfrank bank account only two hundred and fifty dollars, now. But they were set up legally; they even had their PSA permits. Nothing remained but to sell.
No retailer, Frink thought as he studied the displays, can give these a tougher inspection than we have. They certainly looked good, these few select pieces, each painstakingly gone over for bad welds, rough or sharp edges, spots of fire color . . . their quality control was excellent. The slightest dullness or wire brush scratch had been enough reason to return a piece to the shop. We can’t afford to show any crude or unfinished work; one unnoticed black speck on a silver necklace—and we’re finished.
On their list, Robert Childan’s store appeared first. But only Ed could go there; Childan would certainly remember Frank Frink.
“You got to do most of the actual selling,” Ed said, but he was resigned to approaching Childan himself; he had bought a good suit, new tie, white shirt, to make the right impression. Nonetheless, he looked ill-at-ease. “I know we’re good,” he said for the millionth time. “But—hell.”
Most of the pieces were abstract, whirls of wire, loops, designs which to some extent the molten metals had taken on their own. Some had a spider-web delicacy, an airiness; others had a massive, powerful, almost barbaric heaviness. There was an amazing range of shape, considering how few pieces lay on the velvet trays; and yet one store, Frink realized, could buy everything we have laid out here. We’ll see each store once—if we fail. But if we succeed, if we get them to carry our line, we’ll be going back to refill orders the rest of our lives.
Together, the two of them loaded the velvet board trays into the wicker basket. We could get back something on the metal, Frink said to himself, if worse comes to worst. And the tools and equipment; we can dispose of them at a loss, but at least we’ll get something.
This is the moment to consult the oracle. Ask, How will Ed make out on this first selling trip? But he was too nervous to. It might give a bad omen, and he did not feel capable of facing it. In any case, the die was cast: the pieces were made, the shop set up—whatever the I Ching might blab out at this point.
It can’t sell our jewelry for us . . . it can’t give us luck.
“I’ll tackle Childan’s place first,” Ed said. “We might as well get it over with. And then you can try a couple. You’re coming along, aren’t you? In the truck. I’ll park around the corner.”
As they got into their pickup truck with their wicker hamper, Frink thought, God knows how good a salesman Ed is, or I am. Childan can be sold, but it’s going to take a presentation, like they say.
If Juliana were here, he thought, she could stroll in there and do it without batting an eye; she’s pretty, she can talk to anybody on earth, and she’s a woman. After all, this is women’s jewelry. She could wear it into the store. Shutting his eyes, he tried to imagine how she would look with one of their bracelets on. Or one of their large silver necklaces. With her black hair and her pale skin, doleful, probing eyes
wearing a gray jersey sweater, a little bit too tight, the silver resting against her bare flesh, metal rising and falling as she breathed .
God, she was vivid in his mind, right now. Every piece they made, the strong, thin fingers picked up, examined; tossing her head back, holding the piece high. Juliana sorting, always a witness to what he had done.
Best for her, he decided, would be earrings. The bright dangly ones, especially the brass. With her hair held back by a clip or cut short so that her neck and ears could be seen. And we could take photos of her for advertising and display. He and Ed had discussed a catalog, so they could sell by mail to stores in other parts of the world. She would look terrific . . . her skin is nice, very healthy, no sagging or wrinkles, and a fine color. Would she do it, if I could locate her? No matter what she thinks of me; nothing to do with our personal life. This would be a strictly business matter.
Hell, I wouldn’t even take the pictures. We’d get a professional photographer to do it. That would please her. Her vanity probably as great as always. She always liked people to look at her, admire her; anybody. I guess most women are like that. They crave attention all the time. They’re very babyish that way.
He thought, Juliana could never stand being alone; she had to have me around all the time complimenting her. Little kids are that way; they feel if their parents aren’t watching what they do then what they do isn’t real. No doubt she’s got some guy noticing her right now. Telling her how pretty she is. Her legs. Her smooth, flat stomach .
“What’s the matter?” Ed said, glancing at him. “Losing your nerve?”
“No,” Frink said.
“I’m not just going to stand there,” Ed said. “I’ve got a few ideas of my own. And I’ll-tell you something else: I’m not scared. I’m not intimidated just because it’s a fancy place and I have to put on this fancy suit. I admit I don’t like to dress up. I admit I’m not comfortable. But that doesn’t matter a bit. I’m still going in there and really give it to that poophead.”
Good for you, Frink thought.
“Hell, if you could go in there like you did,” Ed said, “and give him that line about being a Jap admiral’s gentleman, I ought to be able to tell him the truth, that this is really good creative original handmade jewelry, that—“
“Handwrought,” Frink said.
“Yeah. Hand wrought. I mean, I’ll go in there and Iwon’t come back out until I’ve given him a run for his money. He ought to buy this. If he doesn’t he’s really nuts. I’ve looked around; there isn’t anything like ours for sale anywhere. God, when I think of him maybe looking at it and not buying it—it makes me so goddam mad I could start swinging.”
“Make sure you tell him it’s not plated,” Frink said. “That copper means solid copper and brass solid brass.”
“You let me work out my own approach,” Ed said, “Igot some really good ideas.”
Frink thought, What I can do is this. I can take a couple of pieces—Ed’ll never care—and box them up and send them to Juliana. So she’ll see what I’m doing. The postal authorities will trace her; I’ll send it registered to her last known address. What’ll she say when she opens the box? There’ll have to be a note from me explaining that I made it myself; that I’m a partner in a little new creative jewelry business. I’ll fire her imagination, give her an account that’ll make her want to know more, that’ll get her interested. I’ll talk about the gems and the metals. The places we’re selling to, the fancy stores .
“Isn’t it along here?” Ed said, slowing the truck. They were in heavy downtown traffic; buildings blotted out the sky. “I better park.”
“Another five blocks,” Frink said.
“Got one of those marijuana cigarettes?” Ed said. “One would calm me right about now.”
Frink passed him his package of T’ien-lais, the “Heavenly Music” brand he had learned to smoke at W-M Corporation.
I know she’s living with some guy, Frink said to himself. Sleeping with him. As if she was his wife. I know Juliana. She couldn’t survive any other way; I know how she gets around nightfall. When it gets cold and dark and everybody’s home sitting around the living room. She was never made for a solitary life. Me neither, he realized.
Maybe the guy’s a real nice guy. Some shy student she picked up. She’d be a good woman for some young guy who had never had the courage to approach a woman before. She’s not hard or cynical. It would do him a lot of good. I hope to hell she’s not with some older guy. That’s what I couldn’t stand. Some experienced mean guy with a toothpick sticking out of the side of his mouth, pushing her around.
He felt himself begin to breathe heavily. Image of some beefy hairy guy stepping down hard on Juliana, making her life miserable . . . I know she’d finally wind up killing herself, he thought. It’s in the cards for her, if she doesn’t find the right man—and that means a really gentle, sensitive, kindly student type who would be able to appreciate all those thoughts she has.