A Very Good Life (14 page)

• • •

Dana and Andrew arrived just in time to see the Lauder family make a grand entrance onto the main floor of B. Atlman from Fifth Avenue. Ms. Lauder and her husband Joseph were flanked by their sons, Leonard and Ronald.

“A formidable group of people,” Dana whispered.

“Indeed,” said Andrew. “The company is a veritable empire. Wish me luck. And hold these floor plans while I greet our guests, if you don’t mind.”

Dana took the rolled-up plans and moved to the side.

Andrew stepped forward, introduced himself, and extended his hand to Mr. and Mrs. Lauder.

“Good morning,” he said. “My name is Andrew Ricci, display director for the store. “Welcome to B. Altman.”

“It’s a pleasure, Mr. Ricci,” Ms. Lauder said, “but where is Ira?”

“He’ll be here any minute,” Andrew said reassuringly.

Estée Lauder raised her eyebrows, glanced at her husband, and smiled thinly. She’d expected to be greeted by the executive vice president of the store, not a display director. She immediately began to pace around the wide aisle, surveying the layout of the main floor. Her attention was drawn to the first display on the left, which was what shoppers saw upon entering the store from Fifth Avenue.

“Mr. Ricci,” she said, “this location is preferable for obvious reasons. I think this will do nicely.”

“And it’s exactly where we’re hoping to place your display,” Andrew said.

“Hoping?” Ms. Lauder said. “I was expecting something more definitive this morning.”

Dana looked at Andrew, knowing that he had been cast in a difficult diplomatic role for the moment. The following exchange, she thought, would be very interesting.

“Yes,” Andrew said. “That’s exactly why we were happy you requested this private meeting. We’re still in the design stage and want your input before we finalize the other companies’ locations. We have a few options for you in the prime section that you want. We’ll also be joined shortly by the president of the Senger Display Company, who wants to hear firsthand how you want the fixtures designed. You’re sharing the cost, and we want everything to be perfect for you.”

In reality, Andrew was aware that Ira was in the process of trying to obtain a release for the desired space from Charles of the Ritz. The eyes of all four family members were on Andrew, who nevertheless remained calm under their scrutiny.

“And where exactly is Revlon going to be?” Ms. Lauder asked, turning in a circle. “I’ll need to know before I finalize anything.”

Andrew was temporarily at a loss for words.

“Leonard!” came a familiar voice five yards away. It was Mark Senger, who had stepped into the main aisle, confidently walking towards the group with a disarming smile. “It’s been quite a while. How have you been?”

“Mark!” exclaimed Leonard Lauder. “Great to see you! I’m sure you remember my family.”

Andrew wandered over to Dana, who’d been standing several yards away from the impromptu meeting on the main floor. “The cavalry has arrived,” he said. “Mark and Leonard were classmates and good friends at Wharton for a few years. As I mentioned upstairs, Ira, who was out of town for the holiday weekend, decided to dispatch him as a diversionary tactic while he tries to get that release. Mark’s timing couldn’t have been better.”

“It seems as if the diversion is working,” Dana said. “Interesting gamesmanship.”

Clasping his hands behind his back, Andrew smiled almost imperceptibly. “True, but what counts is Estée Lauder walking out of here with what she wants. It’s not easy making everyone happy.”

Andrew’s words resonated with Dana. She was supposed to follow the orders of Bea, Helen, and Bob on a daily basis, and each of them had different temperaments and tastes. And she was, according to Bob, supposed to be creative and innovative in the process, but there was literally no formula for accomplishing certain goals, a fact that was driven home all the more as she watched Estée Lauder anxiously examining the main floor while her son and Mark lightened the serious mood with their nostalgic talk of college days.

Estée Lauder was born Josephine Esther Mentzer in Corona, Queens. Growing up, she was more interested in her uncle’s work as a chemist than her family’s hardware store. She named one of her uncle’s chemical blends Super Rich All-Purpose Cream and sold it to friends. Her uncle, Dr. John Schotz, also made other products, such as Dr. Schotz’s Viennese Cream, which she sold to beauty salons, beach clubs and resorts. Founding the Estée Lauder Company in 1946, she later introduced the enormously popular bath oil and fragrance known as Youth Dew, and the first allergy tested, dermatologist-created cosmetic brand, Clinique. A perfectionist, Lauder kept a watchful eye on every aspect of her luxury brand, choosing pale turquoise for the packaging because it looked good in any color bathroom. Her instincts for promotion and marketing were just as keen, introducing the successful concept of “gift with purchase.” One of her most famous quotations was, “If I believe in something, I sell it, and sell it hard.”

To Dana, the story of Estée Lauder’s success was an incredible and inspirational tale. She had seized opportunities and worked aggressively to pursue “what she believed in.” There had been no prescription or formula for success other than following her interests and working hard when opportunities presented themselves, and it had all begun with a simple interest in her uncle’s chemical creations. Maybe that had been Bob’s underlying message in the conference room on Friday: keep your eyes open and look for advantages that others might not perceive. It’s certainly what Estée Lauder had done.

It was clear that Estée Lauder did not wish to be kept waiting any longer, and Andrew once again approached the group when it seemed as if Mark had exhausted pleasantries with Leonard.

“I really should wait until Mr. Neimark arrives before I show you what Mark and I have been working on,” Andrew stated, “but—”

“Mr. Ricci,” Ms. Lauder began, “there’s really only one issue here. May I have the first display on the left, assuming you can tell me where Revlon will be positioned?”

“Are you prepared to give us this space?” Joseph Lauder asked straightforwardly.

Dana saw that the moment of reckoning had come. The Lauder family expected an answer. They clearly perceived Andrew had been stalling for time.

“Good morning, everyone,” said a smiling Ira Neimark. “I’m so sorry I was detained with an international call. Now, what’s all the fuss about?” he asked matter-of-factly. He looked innocently from Andrew to Ms. Lauder, as if puzzled by the impasse.

“I’d like the first space on the left,” Ms. Lauder said. “It’s the most strategic display since it gets traffic from the main aisle.”

Ira clapped his hands together and beamed. “The space is yours, of course, Estée!”

Dana came forward and handed Ira the floor plans Andrew and Mark had worked on early that morning. Ira unrolled them, glanced quickly at what he already knew would be there, and spoke confidently. “Charles of the Ritz will be to your left, towards the wall. We’ll remove the sofa and palms against the wall to extend its counter. You will, therefore, have the first display on the left and receive the volume of traffic from the main aisle.”

The Lauder family looked visibly relieved, as did Andrew and Mark.

“But no one has yet told me where Revlon is going to be,” Ms. Lauder said.

“That’s currently being discussed,” Ira said, still wearing his conciliatory smile.

“Well, let me know when it’s decided,” Ms. Lauder declared.

Andrew glanced at Dana, clearly worried. Estée Lauder and Revlon had always maintained a fierce rivalry, and Dana could read Andrew’s mind:
defeat is about to be snatched from the jaws of victory
.

“Mother, I don’t think there’s any better location than the one you’ve chosen,” Leonard said. “It’s perfect.”

Estée Lauder looked around pensively, not uttering a word for over a minute. The tension was palpable as people waited for her reaction with suspended breath.

“I agree,” Ms. Lauder finally announced. “The space will be fine.”

“Splendid,” Ira said. “Andrew, make it happen.”

Andrew nodded as the Lauder family politely thanked Mr. Neimark and left B. Altman.

“Thanks for helping out,” Ira told Mark. “I was on the phone, and it took forever to get the final thumbs-up from Charles of the Ritz. Nice work, everyone.”

Ira turned and walked away, leaving Andrew, Mark, and Dana to survey the plans.

“Do you mind if we sit on the sofa against the wall?” Dana asked, taking the plans from Andrew.

“Not at all,” Mark said.

The three relocated to the sofa, Dana seated in the middle with the plans spread open in her lap. She borrowed a pencil from Andrew and made a quick sketch on the edge of the floor plan.

“What are you doing?” asked Mark.

“I guess you might say that I’m going to try to sell my uncle’s all-purpose cream,” Dana said.

Andrew frowned. “What are you talking about?”

Dana put pencil to paper again and wrote two words next to her sketch.

“Interesting,” said Andrew. “Are you going to sell this . . . uh, cream, as you call it, to Bea, Helen, and Bob?”

“I think you definitely should,” Mark said. “Go for it.”

Andrew laughed. “Next, you’ll be asking for an expense account to travel to the Himalayas.”

Dana returned the floor plans to Andrew, stood up, and looked at her companions. “I’ve got a contest to schedule,” she said, winking before she left for her office upstairs.

B
rett sat in the conference room of Davis, Konen and Wright on Monday morning, Janice seated across the table. Richard Patterson delivered a broad outline of what was in the offing during the coming week. He assigned new cases to litigators, announced postponements in pending cases, and confirmed the time for the firm’s annual Christmas party, which would be held in ten days. Before concluding, he spoke of the firm’s newest client.

“I’m pleased to announce that Davis, Konen and Wright will be representing Bertelli Imports, an international beverage company,” Richard said proudly. “And I want to give a special nod to our corporate associate, Patrick Denner, for landing this latest client.”

Patrick smiled as a round of applause erupted around the table. New clients were always good news, but an international client usually translated into large profits for the firm.

Brett shifted uneasily in his chair. As a litigator, he didn’t have many opportunities to bring in new clients. He’d been feeling very confident about his prospects for making partner, even tying plans with Dana to his anticipated advancement. After hearing Richard’s announcement, however, a tinge of doubt crept into his thinking. The current economic climate was tough, and it wasn’t beyond the realm of possibility that he might get passed over in favor of those who could generate revenue for the firm by soliciting new clients. Janice noted the sober look on Brett’s face as he glanced across the table, but he quickly shifted his gaze from the seductress.

“Along the same lines,” Richard continued, “we are currently negotiating with Jack Hartlen of Hartlen Response, a subsidiary of Hartlen Oil. Mr. Hartlen is opening an office in New York City after the first of the year.”

“So they haven’t officially retained the firm yet?” Brett asked, his curiosity instantly piqued.

“No,” Richard answered. “The sticking point is that Hartlen Response developed revolutionary equipment and techniques to deal with oil spills, which have become a growing problem. They’re literally the only manufacturers of this equipment. Maybe it’s because I’m such an avid competitive sailor and am fond of the water, but I’d like to see Davis, Konen and Wright approach this from a wide perspective. What I’m proposing is that Hartlen Response be part of a consortium to become first responders to oil spills along the eastern shoreline.”

“Why do you think they’re delaying?” Patrick asked.

“Because of the proprietary nature of their new technology,” Richard answered. “They are currently unwilling to share their techniques for obvious monetary reasons. Personally, I think they could still retain a decided financial advantage through leasing options I’ve proposed in relation to their equipment, but thus far they’re balking. They’re impressed with the firm, however, so I’m hopeful.”

As the meeting adjourned, Brett realized that he might be the perfect person to bring the Hartlens into the fold. If he succeeded in doing so, he thought his chances for partnership would increase exponentially

• • •

“I can see the wheels turning,” Janice said as she sat in Brett’s office after the meeting. “You believe that you can get Jack on board, don’t you? What happened to maintaining your distance from Patti?”

“The best defense is a good offense,” Brett countered. “If you hold up your end of the bargain, I’ll go straight to the Hartlens as if nothing is wrong.”

Janice raised her eyebrows in surprise and smiled broadly. “Very aggressive move. I like the new Brett McGarry. This kind of talk is a definite turn-on.”

Brett shrugged matter-of-factly, although he secretly relished the compliment. “As lawyers, most of what we do involves taking risks. If you give me the protection I need, I see no reason why such a bold move might not reinforce my position rather than jeopardize it.”

Janice had stood and was walking around the office while Brett spoke. “Speaking of my protection,” she said as she picked up a photograph on the credenza behind Brett, “this is the person I want people to think I’m dating.”

“You’ve got to be kidding,” he said. “This is a bold move in itself.”

“No, I’m not kidding at all,” Janice said. “Just make sure that he’s at your party on Thursday.”

“He’ll be there, but y
ou’re
not on the guest list.”

Janice smiled as she left the office. “But I am now. And make sure that the Hartlens are invited as well so they can witness my new dalliance.”

It was an interesting gambit, Brett thought. It just might work. His adrenaline was pumping. Having an affair now seemed like good strategy, and strategy is what he used when preparing to litigate a case. It was his strong suit.