The computer showed not only current sales but provided comparison with income of the same week during the previous five years. The numbers Clayton studied showed that Starrett's business was essentially flat; the increase was barely enough to cover the inflation rate. He was now more firmly convinced than ever that Starrett could not depend solely on retail sales for continued profits and growth.
He then switched to a software program for which only he possessed the access code. Now the numbers shown on the screen were much more encouraging. Exciting, in fact, and he blessed the day Helene and Turner Pierce had come into his life. Helene had brought joy, and sometimes rapture; Turner had provided financial salvation.
His first meeting was with an in-house designer to go over proposed designs for a new line of sterling silver keyrings in the shapes of mythological beasts. They had a surrealistic discussion as to whether or not the unicorn was a phallic symbol and if so, what effect it might have on sales. Clayton eventually initialed all the sketches except for the centaur, which he deemed too suggestive for public display and sale.
He accepted a phone call from Eleanor and spoke with her for almost fifteen minutes, marveling (not for the first time) how his adulterous affair had made him a better husband, more patient with his wife and amenable to her wishes. She had called to remind him that they were to attend a charity dinner and fashion show at the Metropolitan Museum.
Eleanor was not directly involved, but the Starretts had subscribed ($1,000 a couple) because one of Eleanor's close friends had organized the affair. These endless charity parties were, Clayton knew, a world of mutual back-scratching. He submitted because they kept his wife busy and naPPy› and because they were good public relations. Also, he enjoyed wearing a dinner jacket.
He then met with an interior decorator and went over plans to redecorate his office. The day after his father's funeral, Clayton had moved into his office, the largest in the executive suite. But it was crammed with dark oak furniture, the windows overlooking Park Avenue half-hidden behind dusty velvet drapes, the walls covered with flocked paper. Clayton spent an hour describing exactly what he wanted: stainless steel, glass, Bauhaus-style chairs, bright Warhols on the walls, and perhaps a Biedermeier couch as a conversation piece.
He lunched at a Japanese restaurant, the guest of a Tokyo merchant who wanted Starrett to carry a choice selection of antique inro and netsuke. While they ate sa-shimi and drank hot sake, the exporter displayed a few samples of his exquisitely carved wares. Clayton was fascinated and agreed to accept a small shipment on consignment as a test of the sales potential.
He returned to his office, wondering if Starrett might emulate Gump's of San Francisco and offer imported curios, bibelots, and objets d'art. They could, he reckoned, be sold in the department now handling estate jewelry, and might very well find a market.
He dictated several letters to his secretary and, after she left, called Helene's apartment on his private line. But there was no answer, and he guessed she was out spending money. "Shopping," she had once told him, "is my second favorite pastime."
It was then almost 4:30, and Clayton decided to call his limousine, return home, and take a nap before he dressed for dinner. But then Solomon Guthrie phoned and asked if he could come up immediately. Guthrie was Starrett's chief financial officer, and Clayton knew what he wanted to talk about.
Sol was sixty-three, had worked for Starrett forty years, and called his bosses Mister Lewis and Mister Clayton. He had a horseshoe of frazzled white hair around a bald pate, and was possibly the last office worker in New York to wear celluloid cuff protectors. He had learned, with difficulty, to use computers, but still insisted in keeping a duplicate set of records in his spidery script in giant ledgers that covered half his desk.
He came stomping into Clayton's office carrying a thick roll of computer printout under his arm.
"Mister Clayton," he said aggrievedly, "I don't know what the hell's going on around here."
"I suppose you mean the bullion trades," Clayton said, sighing. "I explained it to you once, but I'll go over it again if you want me to."
"It's the paperwork," the CFO said angrily. "We're getting invoices, canceled checks, bills of lading, warehouse receipts, insurance premium notices-it's a snowfall! Look at this printout-one day's paper!"
"Just temporary," Clayton soothed him. "When our new systems integration goes on-line, the paperwork will be reduced to a minimum I assure you."
"But it never used to be like this," Sol complained. "I used to be able to keep up. All right, so I had to work late some nights-that comes with the territory. But with these bullion trades, I'm lost. I'm falling farther and farther behind."
"What are you telling me, Sol-that you need more people?"
"No, I don't need more people. By the time I tell them what to do, I could do it myself. What I want to know is the reason for all this. For years we were a jewelry store. Now suddenly we're gold dealers-a whole different business entirely."
"Not necessarily," Clayton said. "There's money to be made buying and selling bullion. Why should we let the dealers skim the cream? With our contacts we can buy in bulk and sell to independent jewelers at a price they can't match anywhere else."
"But where are we buying the gold? I get the invoices, but I never heard of some of these suppliers."
"All legitimate," Clayton told him. "You get the warehouse receipts, don't you? That's proof they're delivering, and the gold is going in our vaults."
"And the customers-who are they?"
"First of all, I plan to make all our stores autonomous. They'll be more subsidiaries than branches. I want them to do more designing and manufacturing on their own. New York will sell them the raw materials: gold, silver, gemstones, and so forth. At a markup, of course. In turn, the subsidiaries can sell to small jewelers in their area."
Guthrie shook his head. "It sounds meshugenah to me. And right now we got too much invested in bullion. What if Russia or South Africa dumps, and the market price takes a nosedive. Then we're dead."
Clayton smiled. "We're hedged," he said. "There's no way we can be hurt. Sol, you see the bottom line. Are we losing money on our gold deals?"
"No," the CFO admitted.
"We're making money, aren't we? Lots of money."
Sol nodded. "I just don't understand it," he said fretfully. "I don't understand how you figure to unload so much gold. I think our inventory is much, much too heavy. And your father, God rest his soul, if he was alive today, believe me he'd be telling you the same thing."
Clayton took a cigar from a handsome mahogany humidor on his desk. It was a much better brand than his father had smoked. But he didn't light the cigar immediately. Just rolled it gently between his fingers.
"Sol," he said, "you're sixty-three-right?"
"Yes."
"Retirement in two years. I'll bet you're looking forward to it."
"I haven't thought about it."
"You should, Sol. It isn't too soon to start training someone to take your place."
"Who? These kids-what do they know. They come out of college and can't even balance a checkbook."
"How about the new man I hired-Dick Satterlee?"
"He's a noodle!" Sol cried.
"Teach him," Clayton urged. "Teach him, Sol. He comes very highly recommended."
"I don't like him," Sol said angrily. "Something creepy about that guy. Last week I caught him going through my ledgers."
"So?" Clayton said. "How else is he going to learn?"
"Listen, Mister Clayton," the older man said, "those ledgers are private business. Everyone in my ofiice knows-hands off. I don't want anyone touching them; they're my responsibility."
Starrett slowly pierced and lighted his cigar. "Sol," he said, "when was your last raise?"