"Your clothes are English, but your accent isn't."
"Grew up in Connecticut; lived in or around New York all my life."
"School?"
"Amherst."
"I was at Oxford, probably about the same time."
"I envy you the experience. I tried for a Rhodes scholarship, but didn't make it."
"You're the right age for Vietnam."
"Missed it; had a wife and child by the time I left Amherst."
"What did you do right out of university?" Peter asked. "
"Went into advertising, like my father."
"When did the wine trade come along?"
"Not for some time; it was liquor, at first. My wife's father has had a large distributorship since Prohibition ended."
"Sounds like he might have been in the business before it ended," Peter said, smiling.
"Right. His family were distillers in Scotland. He was the second son, so they shipped him to Canada to see if he could move some of their goods to a thirsty America."
"And did he?"
"Oh, yes, and the goods of a lot of other distillers, too. By the time he was twenty-one, he was driving fast motorboats down the Bay of Fundy to the coast between Boston and Portsmouth. He knew Meyer Lansky, Lucky Luciano, the lot of them. They convinced him he should stick to importing, rather than distributing. They had that well in hand."
"So, when Prohibition ended, he went legal?"
"That's right. His father died about that time, and his older brother inherited. But he had the distribution rights to the family brands, and he was well connected with other distillers, as a result of his recent activities. He poured his illicit profits into the business, and pretty soon he was leading the pack."
"And how long did he run the business?"
"Right up until yesterday. He had a stroke last night."
"That's a long run; how old was he?"
"Ninety-one."
"So you'll take over, now?"
"That remains to be seen," Sandy sighed. "Old Jock had a son and a daughter late in life. The son's in the business; I'm married to the daughter." He sighed again.
"You don't make it sound like the happiest of circumstances."
"I'm sorry, I didn't mean to whine."
"Oh, nothing like that, Sandy, but I can see how that sort of family could be difficult to live in."
Sandy pulled at the whisky again and began to relax. He found he needed to talk, and he had the ear of a sympathetic stranger, someone he'd never see again after this flight.
"It was difficult at first," he said. "I married Joan the summer after my junior year at Amherst; she was at Mount Holyoke, and she was pregnant, if the truth be known, and I wanted to do the right thing."
"Were you in love with her?"
"Yes, and I was, oddly, very happy when she told me she was pregnant. Old Jock, her father, thought I was after his money, of course, so I made a point of not taking a penny from him. I worked two jobs my senior year, and we lived in a garage apartment. I don't think I've ever been happier."
"Why advertising? You said your father was in the business?"
"Yes, he was an old-timer at Young and Rubicam, and I joined the trainee program there. Did well, too. Jock had assumed I'd want a job with him, so I managed again not to meet his worst expectations. He liked that. Before long, he was insulted that I hadn't come to work for him, and he began to press me hard. When I thought I had played hard-to-get for long enough, I gave in. Since I was by that time a successful account executive at Y and R, I thought he'd want me to take over his marketing." Sandy laughed ruefully at the memory "Let me tell you something, don't ever go to work for a Scotsman without a contract."
"I take it you did."
"I did. He put me to selling booze, and do you know what my territory was?"
"Not good?"
"The Bowery! One day I had a nice office and a secretary on Madison Avenue; the next, I was in and out of every gin joint from Eighth Street to Houston, in the regular company of what used to be called bums-that was before they became the homeless."
"I don't guess you sold much single malt whisky."
"Not much. Sixty percent of my sales were in cheap gin and rye. We weren't in the wine business in those days, so I didn't have to sell muscatel."
"Was it tough work?"
"I worked my ass off and never made a squawk, either; Jock was waiting for that. Meantime, his son, John Junior, or Laddie, as he's always been called, was working the Upper East Side, lunching at 21 every day and getting his suits made at Dunhill's. If I'd showed up on the Bowery in a Dunhill suit, I wouldn't have lived through the first week. I worked in coveralls, out of a panel truck."
"I take it this didn't last forever."
"No, after two and a half years, Jock brought me uptown and put me in marketing-as assistant marketing manager, working for an old rummy who didn't know a third of what I did about marketing and advertising."
"And how long did you take that particular form of abuse?"
"Not long. After about two weeks, I walked into Jock's office and, more or less, told him to go to hell. I told him I wouldn't work for him another day, that he didn't have sense enough to use talent where it would do some good."
"And what was his reaction?"
"I don't think anybody had ever talked to him that way before, but he took it surprisingly well. Cunningly, he asked if I had another offer somewhere. I told him the truth-I didn't, but I'd go out and make a job for myself. Advertising was in something of a depression at the time, and Jock knew it, but he knew I wasn't bluffing, either, so he surprised me."
"He gave you the marketing job?"
"No, he asked me what I'd like to do in the business."
"And what did you tell him?"
"I hadn't expected the question, so I didn't have a ready answer. Rather impulsively, I blurted out that I wanted to start a wine division. Jock didn't know anything about wine; I mean, he drank single malt scotch with his meals. Not that I knew a hell of a lot about it, either, but I had the advantage of knowing more than
Jock did, and to my surprise, he took me up on it. 'Okay,' he said, "I'll give you a hundred thousand dollars of capital and a thousand square feet of warehouse space. Go start a wine division of Bailley and Son, and let me know how you do.'"
"That was quite an opportunity."
"I was flabbergasted, really. I walked out of his office in a daze. I don't think I slept for a week; I read every book about wine I could get my hands on, I visited every wine shop on the East Side, and I found an empty storefront on Madison Avenue and rented it. I invested most of my capital in California wines, and I took full page ads in the Times and sold at steep discounts. It was my only way into the market, and it worked; I turned a twenty thousand dollar profit my first year, and I established some invaluable contacts with growers. The business grew rapidly.
"Then, three years ago, I heard from a friend that Cornwall and Company, an old established London shipper and retailer, was about to go on the block. The last Cornwall was on his deathbed, and he had not done a good job with the business when he was healthy. They had a golden reputation and a severe cash-flow problem, and I persuaded Jock to go for it. I bought it from the widow a week after Cornwall died, and it's been the most fun I ever had."
"That's great," Peter said. "What happens now?" Sandy finished his drink and signaled for another. "I don't know. If Jock had stayed healthy for another month, I'd have been a major stockholder in Bailley and Son."
"You mean you're not?"
"I own about three percent of the stock, but Jock was finally ready to do the right thing. The success of Cornwall finally convinced him that I was indispensable, I think, and he made me some extravagant promises."
"Which now, he may not be able to keep." Sandy started on the new drink. "Right. I don't know why I'm telling you all this."
"Can I make a guess about something? The marriage to Joan isn't what it once was."
"Hasn't been for, I don't know, twelve, fifteen years."
"And Jock has a grandson?"