Anjali smiled. “Perfect timing, then.”
“I’m looking for something that’s kind of light and summery and yet Indian…you know…” Roopa made a helpless gesture with a dainty, manicured hand and Rishi noticed the diamond engagement ring, an impressive solitaire set in platinum—two carats or thereabout.
Anjali promptly brought out a writing pad and pen. “Okay, are you going to have a ceremonial Hindu wedding or…” She deliberately let that hang, Rishi realized, so the customer would tell her if her fiancé was Indian or of some other faith. Clever.
“Ajit and I want a nice East-West mix.” She looked longingly at the display Rishi had admired earlier. “I love that. Is it possible to have something along those lines?”
“No problem,” assured Anjali, already busy taking notes. “We can design something for both of you in coordination, and for anybody else in the bridal party, too. What color did you have in mind?”
“The usual red and gold for the ceremony, of course.” Roopa bit her lower lip in that cute way some women did when they were undecided or befuddled. She looked around at the racks and shook her head. “For the reception, I don’t know yet.” She turned to Anjali. “I’m open to suggestions.”
Anjali studied Roopa critically for a minute. Rishi could almost sense the wheels turning in her brain. “I think I know exactly what would look good. A rosy peach would be perfect…almost like apricot, only lighter.”
The customer looked skeptical. “You really think it would be a good color for me? I’m usually partial to blues and greens.”
“I’m positive.” Anjali nudged Roopa to one of the racks that held the more elaborate and glitzy salwar-kameez outfits. She pulled one down that was indeed a rare color.
Rishi thought light apricot sounded about right to describe it.
“This is the shade I’m talking about.” With a quick flick of her wrist Anjali plucked the chunni and draped it around the young lady’s neck, then turned her around to face the mirrored wall. “What do you think?”
Roopa Singh stared at herself for a moment, then turned this way and that several times. “I think I like it. A lot!”
“Looks great on you. It emphasizes your lovely complexion and brown eyes.” Anjali walked back a few steps and eyed the image for a second. “I could design something special for you in that color.”
“You can do that?”
“I’ve designed all the clothes in the store myself. They’re exclusively made for Silk & Sapphires.” She picked up her pad and pencil again. “Let me show you what I have in mind.” With a few bold strokes Anjali began to draw a simple yet elegant design.
Rishi watched her sketch, fascinated by the deft hand and the imagination. She was good at this design thing. Damn good.
Roopa looked at the picture and her eyes went wide with delight. “That’s cute! I love it.” She gave it a moment’s thought. “I think I want exactly that.”
“You’re sure you don’t need to discuss it with your fiancé…or your parents?” Anjali seemed to be throwing in the practical and cautionary hints.
Mentally Rishi approved of Anjali’s sales strategy. It was good to remind eager young shoppers of the costs involved. Wedding clothes were expensive and the bride’s parents were most likely paying for them.
But young Roopa shook her head. “Nah, my parents and Ajit want me to pick whatever I like. But Ajit will have to come in here himself and see what he wants in the groom-wear area.” She was already off and fingering other outfits.
Rishi moved to a portion of the wall where he could lean back and observe the transaction. His knee was beginning to ache again, and standing for long periods of time left it feeling worse. Having sat in a plane for hours earlier and with jet lag beginning to set in, he’d already put his leg under a lot of stress. Absently he bent his right leg, rested the heel flat against the wall, and rubbed the knee.
Nearly an hour later, the two young ladies had discussed bride and groom attire and Roopa had settled on her wedding and reception costumes, and they moved to the jewelry display area. Rishi once again casually sauntered to get closer to them.
When Anjali had Roopa convinced that rubies would go perfectly with the red ensemble while pink corals with pearl accents were the right jewelry to set off her reception outfit, the sale was more or less concluded.
Roopa Singh looked thoroughly pleased with herself. “It’s a good thing I walked in here on your day off. I got individualized service and everything just like I wanted,” she said with a smug grin. “I’ll bring Ajit here soon.”
“Excellent,” said Anjali. “We can design something for him that harmonizes perfectly with your ensembles.”
Roopa looked questioningly at Anjali. “Do you know any good salons around here that do hair and bridal makeup, mehndi and all that?”
“I can give you the names of several places around here,” Anjali replied.
Mehndi referred to the henna designs that women, especially brides, decorated their hands and feet with. It was traditional for brides in India, but now the West had discovered it and it was all the rage, especially with second-generation Indian-Brits and Indian-Americans. In London, Rishi had introduced a full-time mehndi artist in one of his stores, and she was kept busy.
That’s exactly what this place needs, he reflected, as he moved forward to join the two women. “Miss Singh, may I offer a suggestion?”
Roopa glanced at him. “Sure.”
Anjali threw him another distressed look. He ignored it and said to Roopa, “We plan to put a salon on the premises very soon. It will offer makeup, hairstyling, nails, mehndi, and just about everything a bride or a party guest would need. We’ll be adding on a full-service photo studio and printing options, wedding and party decorations, flowers. All our services will be first-class, just like the clothing and jewelry you just selected. You might want to wait a few weeks and stop by again?”
Roopa gave him an eager nod while she pulled out a checkbook from her handbag. “I can wait. That’ll be great—everything under one roof. It’s such a hassle going to ten different places to plan a wedding.”
Rishi turned his gaze on Anjali. I told you so. But all he got was a bland look. She wasn’t about to allow him his moment of triumph. He wished she’d loosen up a little.
Meanwhile Roopa cast a skeptical glance around the store. “Isn’t this place a bit small to include a salon and studio, though?”
Anjali tossed him a glance this time. I told you so.
“But we’re planning to expand soon,” Rishi said. “We’ll be taking over the space next door. The whole building will become one large boutique.” Privately he hoped he hadn’t counted his chickens even before they were eggs. Now he’d really have to work hard on Mr. Tejmal.
Perhaps sensing the undercurrent of dissension between Rishi and Anjali, Roopa looked speculatively first at one and then the other. “I’ll come back in the next couple of days with Ajit and maybe we can all discuss this some more.” She lifted a thin, tweezed eyebrow at Anjali. “How much deposit do you need for today?”
Rishi heard the amount Anjali quoted. With an inward smile he realized Anjali had just concluded a substantial sale to this rich young woman with a fat checkbook. Not bad for a day’s worth of business—and on a day they were supposed to be closed, too.
Earlier he had told himself he’d wait and see how bright Anjali Kapadia was. He was slowly beginning to recognize that Jeevan-kaka was right about her.
Anjali printed up an invoice on her computer. “I’m going to order the fabrics tomorrow and when they come in, I’d like you to see them…just to make sure that’s what you