James felt absolutely shagged out. It had been a tight schedule. Tonight he needed to sleep. Tomorrow Magda and he would take the day off, and go sight-seeing around Tokyo. The day after tomorrow they would be completing an around the world journey by flying to Seattle in the United States, at the request of Junkers.
The German aircraft manufacturer had asked him to do this for them as a favour. One of their star salesmen had been in an aircraft accident — ‘Bloody hell’, thought James — and another was sick. They were short-staffed. It would take James much the same time returning to Europe via the USA, as it would via Asia and the Middle East. The potential buyer in the United States was unsure what type of aircraft he wanted, or how many.
When he departed from England, he had been directed first to Shanghai in China, by Junkers. A Sino-French consortium wanted to buy six Ju52s cargo carriers, and needed the finance. The initial assessment looked good and James had wrapped this one up quickly. Then he was off to Tokyo where a Japanese industrial conglomerate wanted eight Ju52s, two of them being executive passenger versions, again requiring finance. This one also looked good, and James had finalised the matter with little time wasted.
When his Japanese clients discovered that he and Magda would be touring Tokyo the following day, they insisted on providing a taxi and tour guide for them, courtesy of the Japanese tax man!
They had a marvellous leisurely day. They spent an hour at the Meiji Jingu Shrine, probably Japan’s most famous Shinto shrine. Another hour flew by as they strolled hand in hand around the stunning gardens of the Imperial Palace. Later, the traditional Japanese dance, kabuki, was less interesting for James, but Magda was transfixed. He studied her as she watched the performance. He had tried to be strong but he could not help it. He was hopelessly in love with her!
After an interesting — that was the only way to describe it — lunch, they went nautical. They had a one hour boat tour of Tokyo Bay, arranged by their taxi driver. They had now done enough touring for one day. It was time to return to their hotel and relax.
They had been back at the hotel only thirty minutes. James and Magda were luxuriating in a large hot soapy bath when the telephone rang. James chose to ignore it, but Magda wouldn’t. She hastily wrapped a towel around herself and ran to answer. It was the Japanese industrialist. So sorry, but his partners had decided they no longer needed eight of the German aircraft. She relayed the message to James, who swore loudly, it was a good thing Magda had the mouthpiece covered with her hand. He continued to moan, “All this bloody way for nothing. Damn”.
Magda continued to listen to the speaker at the other end of the phone. When he finished she said she understood and thanked the Japanese for the call. She replaced the receiver.
“Bloody time waster” James continued with his moaning.
Magda said nothing. She just threw off her towel, revealing her magnificent body, and climbed into the bath again. She looked at James. “So do you want to hear what he said, or not?”
“Okay, tell me” James replied disinterestedly.
“Mister Yashita sincerely apologises for inconveniencing you. His partners were unanimous about the aircraft”. She paused, trying to keep a straight face. “Eight is no good for them, they want sixteen”.
Two days later James presented himself at the headquarters of Western & Pacific Airlines, (Wespac), in Seattle.
Before they had left their hotel in Tokyo, a letter had duly been delivered to him, confirming the Japanese purchase of sixteen JU52s, subject to finance being provided. James was very content with his visit to the Far East.
Now that he was at Wespac, he was feeling a little apprehensive about his ability to actually sell aircraft. It turned out that he had no need to worry. During the course of many, many discussions with the people at Junkers and their customers, he had picked up far more technical information than he realised. To his surprise he handled the negotiations to the complete satisfaction of the buyers. Minor details that he was unable to answer could be dealt with through correspondence later.
Wespac was a small regional airline currently using Douglas DC3s, the sturdy and ubiquitous Dakota. Seven Junkers JU52 were required by them for some shorter routes, including mail carrying. They signed an order subject to finance.
Wespac was not yet finished with James. The President of the airline, Frank O’Donnell, invited James and Magda to dinner that evening at his golf club. Over a pleasant and relaxed meal they spoke at length on many and varied subjects. James thought the dinner invitation was just the American’s way of showing his appreciation of James’ assistance.
Once coffee and cognac was served, O’Donnell became more business-like. He commenced to outline his vision for Wespac. This included the introduction of scheduled flights to Canada, Mexico, China and Japan in the near future. Everything he said seemed to make sense. He questioned James about his bank and its ties with the Germans. He knew a lot about the Starflight. And the future jet powered airliner.
O’Donnell now arrived at the real reason for dinner. He had been assessing James during their talks earlier in the day, as well for the past two hours over dinner. He was ready to talk further business.
He was ready to place an initial order for ten Focke-Wulf Starflights. In return, he required preferential treatment with deliveries of these, from the German manufacturer. He wanted Wespac to be the first operator of the Starflight on the US west coast. He anticipated placing further orders as he phased the DC3s out of service, and again he needed preference over other US airlines.
This preference must be extended to cover the future jet airliner, if and when it went into production. In return, Bradlington Thornberry Bank would become Wespac’s lead bank for all of their financial requirements, both aircraft and other.
Although he did not show it, James was impressed with what he had heard. And excited! Wespac was a well-funded and financially sound organisation. Nigel Thornberry will love this. Our first major breakthrough into the US banking market!
O’Donnell wasn’t finished. “There is another scenario I would like to put to you”. He paused to finish his cognac. “My family and I have a minority shareholding in a small bank based in San Francisco. The Mercantile bank of California. As you probably know, San Francisco is considered to be a well-established financial centre in the States, with a first class reputation. Not a single San Francisco based bank failed in the wake of the 1929 stock market crash.
Mercantile Bank has been in existence for nearly a hundred years. In that time it has managed to accomplish — nothing! The family that has the majority shareholding, recently suffered a personal tragedy. Their two sons died in a yachting accident. Their business holdings have also been in decline for many years. Victims of the same inertia and mismanagement that is characteristic at the bank.
I acquired twenty percent of the bank’s stock five years ago. I now have been asked if I would like to buy the rest.
What would you think of the idea of your bank, and perhaps also Deutsche Bank, partnering me in taking over Mercantile and making it the best goddamn asset finance bank on the west coast?”
James was speechless. He had been overwhelmed on this business trip. O’Donnell’s propositions had his brain racing. What opportunities! He was sold on the ideas. As always, he would have to present a detailed and well prepared proposal to the board of directors, but he was sure it would be given serious consideration. All he wanted to do now was get back to London.