Stay with Me (38 page)

Lena smiled. ‘I think you and I understand each other. Then you are interested in what I have to say?'

‘Very. Might I add, even if nothing comes of it, my lips will remain sealed on whatever you are about to propose.'

‘Good. You are most understanding. Now, what I want from you is information.'

‘Information?'

‘Not just now but every time you dock in Hull, I want you to keep me up to date on what is happening in Whitby: what is being traded by which firm, what expeditions are being mounted, what deals are being made. You are in a position to glean what is been rumoured along the quays, what is being talked about in the ale-houses, the inns and dining-rooms where captains and merchants gather. Information of that sort could be very useful to a firm trading out of Hull.'

‘So that you, ma'am, can pre-empt any of the projects you see as of likely benefit to Hustwick's?'

‘Exactly. And why not, if I have prior information?'

He gave a little chuckle. ‘Why not?' His smile broadened when their eyes met.

‘I see you like my proposition,' Lena said.

‘Aye, but I like my future prospects better.'

‘Then keep them always in mind. And in the meantime you will find me generous. One last warning: the arrangement is void if word gets out about our joint undertaking.'

‘Understood, ma'am.'

 

‘Good day, ma'am,' Captain Washbrook greeted Lena brightly as he handed her the newspaper as usual after docking in Hull two weeks later.

She eyed him with curiosity. ‘I think you have something to tell me.'

He smiled. ‘Is it that obvious?'

‘To me. If you have, you have exceeded my expectations. It is only a fortnight since I put my proposition to you, and a week ago you were a little despondent that you had nothing to tell me. So what is it that has brightened your eye? I hope it brightens mine.'

‘An agent for a Spanish wine business has been visiting ship-owners in Whitby, sounding them out about shipping from Spain.'

‘With any success?'

‘As far as I could gather no particular firm has been engaged as yet because he wanted to visit other ports. I understand he is coming to Hull tomorrow.'

‘How fortuitous that you arrived today.'

‘Maybe. I always say that in your world, ma'am, you need a little bit of luck on occasion.'

‘How true, Captain. Do you know any more about this gentleman?'

‘I made it in my way to get a sighting of him by visiting the Angel when I heard he would be dining there with Ralph Bell.'

‘Carnforth's,' hissed Lena. ‘But he can't have concluded a deal with them if he is coming here tomorrow. What does he look like?'

‘Small, rather weighty round the middle, fussy, dark, small moustache, well-dressed. He's English, name of Adam Carter-Brown. I also found out he would be staying at the Cross Keys in the Market Place here.'

‘I know it. Good work, Captain. You have exceeded all expectations. Now I can meet him there, and hopefully charm him into giving us the contract.'

‘I am sure you will meet with no resistance, ma'am.'

‘You are too kind. And thank you again. This is proving to be a good partnership already. You have done well.'

As she left the quay for the office Lena was in a buoyant mood. Developments had started sooner than expected; she must seize her chance. She considered the best tactics and in doing so realised she could not side-step Peter. He needed to know about the possibility of their entering the wine trade; it was hardly something she could keep to herself.

Accordingly she went straight to her husband's room. ‘Tomorrow evening we are going to dine with Adam Carter-Brown at the Cross Keys.'

‘Who's he?' asked a mystified Peter.

‘By the end of the evening, I hope we will have a contract to ship wine from Spain for him.'

‘What's this all about, Lena?'

She explained what Adam Carter-Brown was doing in Hull. She made no mention of his visit to Whitby nor of how she came to have news of his visit, making it appear it was through a conversation she had overheard in the draper's shop. ‘One of the ladies was a Mrs Hopwell who let slip something about a contract her husband was hoping to win for a shipping firm in Newcastle.' An explanation that Peter did not question. ‘This is a prime opportunity for us, Peter. With this foreknowledge we can get our proposal in first, charm him, and sign a deal before anyone else can.'

‘Don't get carried away,' said her husband cautiously. ‘The terms will have to be favourable. And, remember, the
Lena
will not be available, she's under contract to Chris Strutman. But we could probably have the
William Hustwick
free, depending when this man wants the first shipment made.'

‘Then you are agreed, we should pursue it?' Peter looked thoughtful. ‘The decision is yours,' added Lena, wanting it to appear that
he
was making the decision but prepared to argue if he decided against it.

He looked up from the pencil he was fiddling with and met her gaze. ‘Of course we'll pursue it. We'd be foolish to miss the chance of widening our operations.'

‘Good.' Lena's mind was racing but she kept her excitement firmly under control. Peter had just unwittingly agreed to go into direct competition with Carnforth's! ‘I think you should arrange a dinner for three at the Cross Keys tomorrow. Leave a message for Mr Carter-Brown that he is invited to dine with us, and say we will meet him there at six-thirty.'

‘I'll do it right away.' Lena followed him out but, after wishing him luck, went into her own room, feeling highly delighted with the way things had turned out.

 

Lena and Peter arrived at the inn a quarter of an hour before the appointed time and a boy was sent to inform Mr Carter-Brown of their arrival. Minutes later he appeared and Lena immediately realised that Captain Washbrook's description of him was accurate except that he had not mentioned the man's eyes. Although they were friendly, she knew they would be capable of shrewd assessment and behind them lay a razor-sharp brain, able to make swift judgements and decisions. She and Peter would have to be on their mettle tonight.

With introductions over, Peter summoned the wine he had commanded the day before. It was expensive, but for a possible client in the wine trade no ordinary vintage would do.

Carter-Brown took a sip, savoured it and said, ‘Mr Hustwick, you have made an excellent choice.'

‘I am pleased to hear you say so, sir. Though I readily admit I am an amateur of wine - unlike yourself.'

‘Indeed. I have to take a professional interest when I am buying for several English companies who all vary in their requirements, according to the market they are supplying. May I add how much I appreciate your invitation to me this evening? Generally I dine alone or in male company so it is a great pleasure to have such a charming and beautiful lady present.'

‘You flatter me, Mr Carter-Brown,' put in Lena demurely.

‘My name is a little ponderous in informal exchanges, so please, let us use Christian names. It leads to a more convivial atmosphere.'

Lena and Peter were only too ready to agree. They both felt the evening was starting well.

‘Good,' said Adam. ‘Now I'll make my last request. If you are agreeable, perhaps we should not talk business while we eat? I enjoy my food and don't like it spoiled by the intrusion of the mundane necessities of life. This evening, with such delightful company,' he glanced at Lena, ‘why should we allow them to intrude?'

The enjoyable meal, fortified with appropriate wines, passed off pleasantly, with the conversation ranging over a wide array of topics that Lena realised Adam had introduced in order to assess these people who were busily courting his trade.

‘That was a splendid meal,' he commented, leaning back in his chair pleasantly satisfied. ‘I thank you both for your hospitality and most agreeable conversation. Now, should we find a quiet corner and get down to the real purpose of this evening?'

When they were seated comfortably Adam opened the discussion. ‘I must say at the outset that I was intrigued to receive your invitation because I have never been to Hull before and as far as I know no one here knew of my visit. So I wondered how you came to contact me?' He looked from one to the other of them for the reply.

‘My wife will have to answer that,' said Peter.

Lena glanced coyly at Adam. ‘If you were in my shoes, would you reveal the source of such information?'

He smiled. ‘Ah, you catch me out. I admire your discretion as well as your loyalty to your source.'

She inclined her head graciously.

‘But I will be frank with you on one matter. Arriving in Hull when I did gave me the opportunity to check on your firm's reputation.' He smiled. ‘Like you, I will not willingly reveal my source. I was surprised to learn however, that Mrs Hustwick . . . sorry, Lena . . . is actively involved in the business. That is most unusual.' He looked hard at Lena.

‘Yes, it is, but Peter realised I could be an asset to him, having learned a great deal from my father,' she explained, and added quickly to divert Adam from enquiring more about that, ‘who sadly was killed in the Tay Bridge disaster.'

‘My condolences,' Adam said quietly.

Lena went on to express her opinion about female involvement in the world of commerce, and how one day it would be quite the norm. ‘I believe I have much to contribute to the growth of our firm, and Peter is of the same opinion.'

‘From what I have seen, and heard so far this evening, I'm sure you are both right. Now let us get down to more detail. As I mentioned, I buy for several English companies principally from one big Spanish firm. I arrange the deals and transport and endeavour to find new markets in England. I found that there was an opening to be exploited in the North particularly on the eastern side of the country. The first necessity was to find someone to ship the wine to one of the north-east ports. I have been to Newcastle and Whitby, now I am here in Hull. So far I have two firms in mind.'

Lena took advantage of his pause. ‘Might I ask who those firms are?'

Adam gave a little laugh. ‘You would not expect me to tell you, nor to reveal their offers, surely?'

She met the implied rebuke with a disarming smile.

He went on to detail the cargo he wanted shipping and asked, ‘If you received the commission, would you be able to arrange onward transport to the English companies in the North East?'

‘Sounds like a big shipment,' said Peter when Adam had finished speaking.

‘It is,' he agreed. ‘Could you manage it?'

‘I estimate it will require two ships.'

‘You have two, and of the right capacity,' said Adam, ‘I learned that from my enquiries.'

‘We have,' agreed Peter, ‘but one is engaged more or less permanently in shipping goods to the growing market in Middlesbrough.'

‘A lucrative business on the back of the iron trade, no doubt.'

Recognising his uncertainty about giving them the contract with only one ship available, Lena intervened quickly. ‘If we get the contract we will hire a second ship.' She saw unease in Peter's eyes but chose to ignore it.

‘You can do that?' asked Adam.

‘Yes,' replied Lena firmly, and with obvious assurance.

‘All right. Then we'll get down to details and you can quote me a price.'

An hour later, with all aspects of the proposed shipment thrashed out, Adam said, ‘Do you want to see me tomorrow with your figure or would you like a few minutes on your own now?'

‘Now,' said Lena quickly, sensing her husband's hesitation.

‘Very well,' said Adam, rising from his chair. ‘Twenty minutes?'

‘Twenty minutes,' Lena confirmed. ‘What are we going to quote?' she asked, urgency in her tone as Adam walked away and left them to confer.

‘I don't think we can proceed,' replied Peter.

‘We must!'

‘But we haven't secured a second ship.'

‘As I said, we hire one.'

‘Where?'

‘We'll find one.'

‘We have no idea of the likely cost.'

‘We'll guess.'

‘We might be a long way out, and that could prove to be a disaster.'

‘We've got to take a chance and estimate now! I don't think we'll be far out.'

‘Then we have to find a new captain and crew . . .'

‘That shouldn't be any trouble.'

‘They'd have to be vetted and found reliable. We've got a comfortable business as it is, why take on more?'

‘Oh, Peter, haven't you any ambition?'

‘Yes, to keep things as they are.'

‘But we've a great opportunity here. I think we have created a favourable impression on Adam - we shouldn't miss our chance. I want to take it.' Her eyes bright with enthusiasm, she trained them tantalisingly on Peter. ‘ No, I want
us
to take it.'

He hesitated but could not resist the promise she was exuding. ‘All right, we'll quote, but it's going to be a shot in the dark.'

They quickly discussed figures, made their calculations, and by the time Adam returned had settled on a quotation.

He sat down and looked at them expectantly, seeming thoughtful when Peter put the total to him. ‘You are sure that is your final figure?'

‘Certain,' replied Peter.

Adam glanced at Lena for confirmation and received it when she nodded.

‘You are sure you'll have two vessels ready by the date I mentioned?'