‘That’s wonderful,’ Sally said. ‘I’m thrilled. I loved Pygmalion when Ben took me to see it on the opening night at His Majesty’s Theatre and Mrs Patrick Campbell was brilliant as Eliza. I’m so pleased she agreed.’
‘She is coming into Harpers the morning we unveil the window and she will sign autographs if anyone wants – and they will. I wouldn’t mind betting we’ll be swamped.’
‘Yes, I’m sure we shall,’ Sally agreed. ‘Congratulations, Mr Marco. You’ve pulled off a coup by persuading her to come – how did you manage it?’
‘Well, I’ve met her at theatrical parties with a friend, who just happens to be a friend of a friend of hers…’
Sally nodded. She knew that Mr Marco was moving in artistic circles these days. He had – at least on the surface – got over the tragic loss of his lover and seemed to be out most evenings, either at the theatre or a party given by someone in that world.
Sally’s secretary brought in coffee after he’d departed, together with a plate of pink-iced biscuits. Sally ate them all while she drank a cup of coffee. When her appointment arrived, she ordered more coffee for him and invited the representative to sit down.
‘I hope you’ve brought something nice for me to see, Mr Charles?’
‘I think you will like our new lines,’ he said and placed a smart jeweller’s case on the desk. It was made of maroon Morocco leather with brass clasps and when opened revealed three layers lined with sheepskin. On each layer were several pieces of jewellery. The top two layers had silver jewellery, much of it similar to stock she’d bought before, but when he showed her the bottom layer, a little gasp of pleasure left her lips.
‘Beautiful…’
‘It’s lapis lazuli, Mrs Harper. I thought you would appreciate it…’
‘I do, very much – but what sort of price can you give me?’
The representative smiled confidently as she picked up the beautiful pieces one by one to admire them, her fingers moving over the deep shine of the stone with reverence.
‘You know I always give you a special price, Mrs Harper – and as this line is very new, I can do quite a good deal for you…’
When the representative left nearly an hour later, he had an order for three hundred pounds and Sally had six beautiful pieces of lapis lazuli jewellery on her desk. She’d ordered quite a few of the silver pieces, some of which she’d bought before, and several more pieces of lapis lazuli, some set in silver and some in 9 carat gold. Mr Charles had allowed her to pick six pieces from his stock and the rest would be delivered the next week.
It was more expensive jewellery than they’d stocked before, perhaps too expensive for the ordinary woman to purchase for herself as a treat, because it started at two guineas for a simple brooch and went up to five for a more elaborate piece. However, husbands, brothers and doting grandfathers often spent as much or more on gifts for loved ones and they would be the buyers of these wonderful Art Nouveau pieces.
Ben had actually bought Sally a wonderful lapis lazuli pendent set in 18 carat gold and given it to her over dinner the evening he’d secured the purchase of the shop. It had taken her breath away and she’d scolded him for spending so much money on her.
‘I wanted you to have it,’ he’d told her with a smile. ‘You’re worth it – and one day it will be diamonds from head to foot, Sally.’
‘You spoil me,’ she’d said. ‘I love it – and no diamonds could ever be as good…’
Lapis lazuli was a special stone, not just because of its wonderful deep blue colour but because it was mystical and Sally knew there were myths and stories surrounding such stones. It was said to be the stone of royalty, honour, gods and power and to help its wearer to wisdom and truth. As she priced up the items she had, Sally decided she would visit the library and research it more. If Beth and the girls knew the stories and could tell the customers, it would help to sell the jewellery and they would need to push them because these pieces were so expensive.
Mr Marco would feature them in the window when she had more stock, make a display around these special pieces in some way. If she could find a suitable myth, he might design a window about the story and make it as magical as she felt the stones deserved. He was such a talented designer that she knew he would do it justice.
Leaving the office, Sally went down to her favourite department. Beth was serving a customer with jewellery; Marion Kaye was wrapping silk scarves for a customer, while Maggie served another with leather gloves. Janice Browning was putting two of the new spring hats into the fancy boxes.
Sally felt pleased to see the store so busy. The free gifts and special window display, together with the champagne and chocolates offered to customers on the ground floor, had brought the crowds for their anniversary back in March. However, the profit margins had been small that week and she was uncertain whether her gamble had paid off. The trick was to sell more at the right price so that they made a healthy mark-up and turned over the stock at a good rate. Fortunately, Mr Marco’s windows seemed to attract crowds every week. It was because they kept the blinds up until they were finished and he was so clever that people often stood and stared for ages, taking in all the little things he’d done to amuse and titillate the senses.
Janice Browning came up to her when her customer had gone and Sally congratulated her on her sale.
‘Oh, I like to serve my customers, Mrs Harper,’ she gushed. ‘I think it’s because I give them such good advice that they buy more…’
‘Well, done, Miss Browning,’ Sally said with a crisp nod. Something about the girl grated on her nerves, though she was an excellent salesgirl. ‘Excuse me now; I must speak to Mrs Burrows…’
Beth had finished serving her customer and Sally went up to her, showing her the lovely pieces of lapis lazuli jewellery.
‘It looks expensive,’ Beth said as she touched it reverently. ‘Is it just these few pieces?’
‘For now, but I’ve ordered more. Mr Charles let me have these from his stock. He only does that for special customers… at least that’s what he said,’ Sally said, smiling, because she knew the little tricks the representatives used to flatter her and persuade her to buy. It didn’t always work, because Sally knew exactly what she wanted the minute she saw it but always held out for the best price.
‘Well, they are expensive, but I’ve sold three bracelets at thirty-five shillings this morning, all as birthday presents, so they should sell as gifts…’
‘Yes, that is what I’m hoping for,’ Sally said. ‘We’ve done well with that particular representative’s stock before, so fingers crossed…’ She frowned, placing a hand to her back and giving a little sigh. ‘Do you know, I think I shall have to…?’ She was going to say sit down, but before she could finish, her head went fuzzy and she started to sway.
Beth rushed to catch her before she could fall and Marion brought a chair. Together, they lowered her on to it and Beth supported her as Maggie brought a glass of water.
In another moment, Sally’s head had cleared. She sat up straighter and apologised. ‘I’m so sorry,’ she said. ‘That was foolish of me…’
‘You need to rest,’ Beth said. ‘Shall I help you to the office – or order you a taxi?’
‘No, I’ll be fine,’ Sally said firmly. ‘It was just a little faintness. I dare say I need my lunch. Ben will be here soon.’ She looked round at the girls. ‘You will oblige me by not mentioning this to anyone.’
‘Of course, Mrs Harper,’ Marion, Maggie and Beth said instantly.
Janice Browning went to serve a customer who had just entered the department.
‘Do