Childan picked up two bracelets. Then a pin. Then another pin. He held them for a moment, then set them off to one side.
The salesman’s face twitched. Hope.
Examining the price tag on a necklace, Childan said, “Is this—”
“Retail. Your price is fifty percent of that. And you buy say around a hundred dollars or so, we give you an additional two percent.”
One by one Childan laid several more pieces aside. With each additional one, the salesman became more agitated; he talked faster and faster, finally repeating himself, even saying meaningless foolish things, all in an undertone and very urgently. He really thinks he’s going to sell, Childan knew. By his own expression he showed nothing; he went on with the game of picking pieces.
“That’s an especially good one,” the salesman was rambling on, as Childan fished out a large pendant and then ceased. “I think you got our best. All our best.” The man laughed.
“You really have good taste.” His eyes darted. He was adding in his mind what Childan had chosen. The total of the sale.
Childan said, “Our policy, with untried merchandise, has to be consignment.”
For a few seconds the salesman did not understand. He stopped his talking, but he stared without comprehension.
Childan smiled at him.
“Consignment,” the salesman echoed at last.
“Would you prefer not to leave it?” Childan said.
Stammering, the man finally said, “You mean I leave it and you pay me later on when—”
“You get two-thirds of the proceeds. When the pieces sell. That way you make much more. You have to wait, of course, but—” Childan shrugged. “It’s up to you. I can give it some window display, possibly. And if it moves, then possibly later on, in a month or so, with the next order—well, we might see our way clear to buy some outright.”
The salesman had now spent well over an hour showing his wares, Childan realized. And he had everything out. All his displays disarranged and dismantled. Another hour’s work to get it back ready to take somewhere else. There was silence. Neither man spoke.
“Those pieces you put to one side—” the salesman said in a low voice. “They’re the ones you want?”
“Yes. I’ll let you leave them all.” Childan strolled over to his office in the rear of the store. “I’ll write up a tag. So you’ll have a record of what you’ve left with me.” As he came back with his tag book he added, “You understand that when merchandise is left on a consignment basis the store doesn’t assume liability in case of theft or damage.” He had a little mimeographed release for the salesman to sign. The store would never have to account for the items left. When the unsold portion was returned, if some could not be located—they must have been stolen, Childan declared to himself. There’s always theft going on in stores. Especially small items like jewelry.
There was no way that Robert Childan could lose. He did not have to pay for this man’s jewelry; he had no investment in this kind of inventory. If any of it sold he made a profit, and if it did not, he simply returned it all—or as much as could be found—to the salesman at some vague later date.
Childan made out the tag, listing the items. He signed it and gave a copy to the salesman. “You can give me a call,” he said, “in a month or so. To find out how it’s been doing.”
Taking the jewelry which he wanted he went off to the back of the store, leaving the salesman to gather up his remaining stuff.
I didn”t think he’d go along with it, he thought. You never know. That’s why it’s always worth trying.
When he next looked up, he saw that the salesman was ready to leave. He had his wicker hamper under his arm and the counter was clear. The salesman was coming toward him, holding something out.