Bob of Small End (33 page)

“
They’re
never cheap. I’ve been to lots of conferences, as a supplier in my
early years and as a manager later and I know what renting a space
costs. We can afford it and it’s well worth while. We have to
become known in the business and this is one of the best ways to do
it.’

“
Well,
if you say so Ken. Leo just phoned me. He wants more sets. Ten of
each. The tourist trade is already under way I guess. How are the
villages coming?”

“
They’ll
be finished tomorrow and I’ll paint the first coat. Would you do
the rest?”

“
Sure.
Next weekend, if no one wants any before then. You know, I’m a bit
worried about Leo’s call. He seemed annoyed about something. He
didn’t say what but his voice seemed less friendly. I’ll try and
find out why when I see him. Are you having lunch here
today?”

“
Yes.
I’ll always do that in future.”

“
Alright. I’ll put the kettle on for coffee now and give you
a hand afterwards.”

He helped Ken
sand the village pieces after coffee stopping for lunch at two
o‘clock. They ate it in the garden, moving from their stools to two
old lawn chairs that Bob kept in the garden lean-too. They were
much more comfortable. As they ate they discussed the display
booth.

“
I can
make it,” said Ken. “I’ve got some plywood that’ll make a top. The
legs I’ll fit so they can be removed or folded. I’ll do it this
weekend unless Mary has something planned.”

“
Good.
I’ll make a sign to say who we are. I’ve listed what we should put
on the table. I’ll fetch it.” Bob got up and came back with the
list and some biscuits. “Help yourself. Here’s the list. Can you
think of anything else?”

“
A large
photo of our new workshop would be nice. That’s if it’s finished by
then.”

“
That’s
a good idea, but it’ll show that we are just a small company.
Wouldn’t that be a bad thing?”

“
I don’t
think so. Retailers are often more friendly if they think they are
helping someone grow.”

“
All
right. Then let’s hope the shop’s ready in time,” said Bob. “You
know, if they like to help small companies we should have a photo
of this place too.”

“
Yes,
good idea, we should do that too.”

Bob added
‘photos’ to the list and said, “It’s too late to go to Southampton
now. I’ll just take Leo his sets and find out what’s bothering
him.”

They put the
chairs back in the lean-to and Ken returned to sanding. Bob
collected the sets for Leo and since the sun was still shining and
the sky a bright blue decided to drive to Twinner along the coast
road. Along the way he stopped by the entrance to Smuggler’s Cove
and wondered how Claire was doing and how much her brief presence
in his life had changed him. He smiled as he drove off; he was
enjoying the change.

Leo was just
completing a sale to a customer when he arrived. Bob put the bag
with the toys on the counter and waited until he had finished. Leo
then said, “Hello Bob. Have you got ten of each?”

“
Yes
Leo.”

“
Then
I’ll give you a receipt.” He did that then said, “Come to the back
room for a minute. I’ve something to discuss with you.”

His assistant
put the sets away as Leo closed the door.

“
Take a
seat Bob. I want to talk to you about the commission rate. It’s
something that I don’t think you know about. The owners and
managers of shops like ours like to help artists, people like you,
for instance, sell their creations. We sell their things, usually,
for a thirty or twenty-five percent commission. That’s what I did
for you as did Rose and Jenny. But when manufacturers bring their
stuff to us we negotiate a rate between forty and fifty percent.
Now you’ve become a company I must tell you that any retailers you
approach will want that rate. I do too, and I think Jenny and Rose
will, although they might not tell you. You see, it’s something we
quite often talk about at our meetings, what manufacturers and
distributors are costing us.”

“
Oh
dear. I didn’t know that. Thanks for telling me Leo. What rate
should I be giving you please?”

“
Well
I’d be satisfied with forty percent since you’re still a very small
company. I think most other retailers would. What do you
think?”

“
I want
to do what’s right Leo. I’d gladly give you forty percent. We
became a company at the beginning of this month and I’ll pay you
and Jenny and Rose forty percent from that time. I’m happy you told
me about this.” He stood up and they shook hands.

“
Thank
you Bob.”

As they were
about to leave the room Bob said, “Are you going to the Gifts and
Toys’ conference Leo?”

“
Yes
indeed. I never miss it. Why? Are you going?”

“
Rose
told me about it and yes, I’ve booked space for a booth. She said
that it’s the best way to meet retailers. She’s going to write
something about selling my toys for several years and she suggested
I ask you if you would do the same.”

“
Yes,
gladly, Bob. Sit down and I’ll write something now.”

They sat and
Leo pulled out a piece of paper and wrote a note saying how easily
and quickly Bob’s toys sold then signed it. “Here. This is all
you’ll need. Most people know me and will know I tell the truth. I
think that several will want you to supply them.”

“
Thank
you very much Leo. And for straightening me out about the
commission rates. “

“
I
thought it best to tell you Bob. If you asked other people to sell
at the old rate they’d be annoyed and might simply refuse. Well.
I’ll see you at the conference then. Or before, perhaps. More and
more people are buying wooden items these days.”

“
That’s
good news for both of us, isn’t it. ‘Bye Leo, and thanks
again.

Bob was very
glad Leo had told him about the proper rate to charge. He’d have to
see Rose and Jenny and tell them what commission rate they’d give
now. But what would Ken think? He’d probably calculated what their
income would be and used it when planning their future. Receiving
only sixty percent instead of seventy or seventy-five made a big
difference, especially if they sold a hundred or more sets each
month.

Bob drove the
direct way back to Small End, parked the van in the station’s
parking lot then walked through the back garden to the shop. He
told Ken what Leo had told him and what he had agreed to do.

“
I’m
sorry Ken, I had to make the decision without first discussing it
with you. I felt I had to do that. I thought it was important to
decide right then.”

“
You did
the right thing Bob. You did have to decide then. I had thought
earlier that we should be giving our retailers a higher rate. At
the factory we only received about thirty percent because our
distributor got their cut as well. Leo could have said he should
receive fifty percent. I’m glad he agreed to forty and said the
other owners would probably sell for that. Don’t worry. We’ll do
all right as long as you find plenty of sellers. We’ll still make
ten or more thousand pounds a year.”

“
I won’t
think about making that much until it happens Ken. You realise that
when we gave them twenty five percent we’d get over five thousand
pounds a hundred but now we’ll get under four?”

“
I
guessed it might be about that.”

“
And
we’ll be alright with just that?”

“
Of
course we will.”

“
Okay.
So what are you doing now?”

“
Just
begun painting. I’ll keep doing that until I’ve finished the first
coat. I’ve also ordered two dust extractors, one for the jigs and
one for the sanding booth and an exhaust fan for the paint shop.
They’ll be delivered in about two weeks. I got second-hand ones and
they cost £337.50. and I ordered a mop sander, which, with some
extra mops of different grits, cost £55.”

“
I hope
we can cover all this. I’ve changed my mind about going to
Southampton. It seems best to wait until I see all the retailers at
the conference. Instead I’ll tell Rose the new rate then drive to
Big End, tell Jenny and see if she needs any more sets. Is there
anything you need from the town Ken?”

“
Yes. A
thousand, one inch, or shorter, needles for the dipping holders and
some long, shallow, trays, about three inches wide and four foot
long. Ask the paint shop man if they sell an acrylic paint suitable
for dipping. If they do, ask how much it costs. And go to the
lumber yard, order enough wood for two hundred of each set and ask
them to deliver it to our new address, say, next Thursday. The shop
should be mostly finished by then.”

“
Okay,”
and he made a quick note of everything. “When are you going to
stop? I’d like to see how much Jack and John have done.”

“
Let’s
see. It’s after five. Lets go now. You can see Rose afterwards and
I’ll come back to finish the painting.”

“
Okay.”

So they tidied
up, locked the doors and walked to Joe’s farm. There was an
electrician’s van in the parking space and a man was pushing wires
into a box near the door as they walked in.

“
Hello
Pat. Do you know Bob Barns? How are you doing?”

“
Hello
Mr. Barns. It’s going okay but I’ll not finish today. I’ll come
back early tomorrow, it’ll take about two more hours. I hope the
fluorescents are in the right place. Let me know if they’re not and
I’ll move them.”

“
They
look about right but I won’t know for sure until the benches are
in. Has the telephone man been here?”

“
Yes, he
came this morning. He said you should be connected sometime this
afternoon and he wrote your ‘phone number on a piece of paper. It’s
on the desk in the office.”

“
When
did Jack and John leave?”

“
About
an hour ago. They said that if you came in I was to tell you that
next thing they’ll do is gyprock the rest of the ceiling and the
stud walls. They decided to wait until I’d finished so they won’t
be in until about nine tomorrow. I’ll be done by then.”

“
Okay.
Oh, did you wire the toilet? We need a light there.”

“
Yes.
That’s done.”

“
Good.”

Ken and Bob
went to the office and Ken picked up the phone to see if it worked.
It did and they each copied down the new number then walked around
the shop looking at the outlets, checking to see if there were
enough to handle the current and future equipment. Ken asked Pat to
install two more, one on each side of the room and marked where
they should go.

“
That’ll
be no trouble. I’ll do it tomorrow. Okay, I’m off now,” and he put
his tools in his box and headed for the door. “Leave this door
unlocked tonight. I’ll be here about seven.”

“
They
did that as they left and Ken returned to Bob’s shop and Bob walked
along to the
Gift
Shop
.

“
Hello
Rose. How’re you doing?”

“
Fine
Bob. Business is picking up.”

“
That’s
good. Rose, I’ve something to tell you.”

“
Is it
good news or bad news?”

“
Good
news. I talked to Leo this afternoon and he told me that toy
manufactures give retailers between forty and fifty percent of the
selling price. He told me that because I’ve become a manufacturer
now rather than an artist or hobbyist I should change the
commission rates if I wanted to succeed. He’s agreed to take forty
percent and Ken and I want to ask you if you would sell for us at
that rate.”

“
You
don’t have to do that Bob. You’re a friend and I’m glad to sell at
thirty percent.”

“
Thanks’
Rose but we can’t do that. We’d feel much better if you take forty.
I’ll talk to Jenny tomorrow and tell her that’s what we are going
to do.”

“
Well
thank you Bob.”

“
Leo
says some retailers might ask for fifty percent though.

“
Yes.
I’m sure some will but you don’t have to give it to them. It’s best
if everyone’s on the same rate. However the rate’s negotiable. You
might give a higher rate to a retailer if he sells more than the
average for instance. We all know that can happen and wouldn’t be
upset if someone got more for selling two or three times more than
anyone else.”

“
Ah I
see. I’ll have to remember that. Thanks. Well, I’m off to make my
supper. Probably a stir fry tonight—shrimps, vegetables, a sauce
and some rice.”

“
You’d
better be careful Bob or I’ll be inviting myself to a
meal!”

Ken was still
painting when Bob entered the workshop and asked if he could help.
“Not much left Bob. I’ll finish and lock up. You go in and have a
rest.”

And that’s
what he did. He sat in his chair and when he heard Ken leave he got
up and began to make his supper. Keeping busy stopped him from
feeling lonely. He didn’t mind being alone, he just didn’t like
knowing there was no one to talk to in the evenings.

Chapter 12 Holiday planning

Bob was
finishing his first mug of tea Friday morning when the postman
pushed two letters and a small package through the front door. He
bent to pick them up, took them to his easy chair and opened the
package. It was the cheques for the company. Then he looked at the
letters. One had a Portuguese stamp and he deduced it was from
Maria. He opened it and read that the agency was going to run a
church-visiting tour in the fall along the south coast and that she
would be running it. ‘Good,’ he thought, ‘it’ll be nice to see her
again.’ Then he read that she would be guiding two Lake District
tours, one in July and one in August and gave their dates. “And,”
she added, “you might be interested in the August holiday because
it will be conducted in English, not Portuguese. A group of adult
English-language learners asked us to arrange it. They’re combining
a holiday with a chance to practice their English. You could join
them for they would be glad of another person to talk to. What do
you think?” ‘That’s not a bad idea,’ he thought. ‘It’s one place I
want to see and it shouldn’t be too expensive since I’m already in
England. I’ll write to Maria and ask for more information.’