by Peter Ralph
Brad Hooper was the antithesis of Kerry Bartlett. He wore a lemon-coloured shirt with a tan tie, fawn neatly-pressed slacks, and bone Cuban-heeled shoes. He had short cropped hair, a protruding jaw, and hazel eyes that had a hardness that belied his age. There was strength and confidence in his handshake.
“How did you get into selling, Brad?”
“My Dad died when I was half-way through year ten. I left school and went out flogging vacuum cleaners door-to-door on a commission basis.”
“You became the family breadwinner?”
“Yeah, and if I didn’t sell, we didn’t eat.”
“Did you ever go hungry?”
“Never,” Brad smiled, but his eyes remained cold.
“You’ve sold life insurance, funeral plots and home loans. Why don’t you stay with one product?”
“Shit, I’ve sold a lot more products than those. I just look for the biggest commission earner at the time, and flog it. Home loans were great, but now every prick’s selling them, and the banks have cut back their commission payments.”
“Have you ever managed a sales team?”
“Nah, and I’ve never wanted to. I’ve never trusted management. Every time I’ve made a shit-load of money, they’ve changed the rules to reduce my commission.”
“What’s the most you’ve ever made?”
“I’ve had quite a few years where I’ve made more than two hundred and fifty thousand.”
“So you’ve set yourself up nicely?”
“I didn’t say that,” Brad laughed. “I like the good life. Fast cars, fast women and slow horses are expensive interests.”
“That they are,” Aspine chuckled. “You’re not embarrassed to tell me about your weakn..., interests?”
“Why should I be? You’re not looking for a rich salesman. You’re looking for a hungry salesman with the arse out of his pants, who has to make sales or starve.”
“You’re selling to me right now aren’t you? Find out what the customer wants and give it to him.”
Brad crossed his legs and rolled up his shirtsleeves to expose his powerful forearms. “Look, I’m the best salesman you’ll interview, but I’m not right for the sales manager’s job.”
“Why don’t you let me decide that? I know you can sell finance, but what do you know about selling off-the-plan?”
“I bought a few apartments on the Gold Coast off-the-plan, and sold them before completion. I made some nice money. Selling off-the-plan wouldn’t be very difficult.”
“Did you have to put down a deposit?”
“Yeah, ten per cent. I would have bought more if I could have, but I had to borrow the deposits.”
“What if I told you that you could have bought them without deposits?”
“How’s that?”
“You haven’t heard about insurance bonds?”
“Nah.”
“Let me tell you how they work. If you want to buy an apartment off-the-plan you go to an insurance company that’s in the business of issuing deposit bonds. You pay them between a half and one per cent of the sales price, and they provide the seller with a guarantee of deposit. Of course you still have to settle in full on completion.” Aspine grinned, as he watched Brad absorb what he’d said.
“Shit! You’re saying I could be selling your apartments without having to ask the punters for a deposit?”
“It’s a little more complicated than that, but yes, in many cases you’ll be able to make deposit-free sales.”
“Jesus, I’d be making so much commission you wouldn’t be able to pay me.”
“If you’re half as good as you say you are, you could earn more than three hundred thousand a year as a salesman.”
“When do I start?”
“Not so fast. What would you say if I told you that you could make a million as sales manager?”
“You’re not going to pay me a million dollar salary.”
“You can be certain of that, but I am prepared to pay you a commission on every sale made by the sales reps in your team. All you have to do is teach them how to sell like you, and then crack the whip.”
“How many reps?”
“Twenty-five, but you’ll have to employ more.”
“Do I have to keep the existing sales force?”
“What do you have in mind?”
“I know some great floggers who’d jump at a deal like this, and they’d need minimal training.”
“If you take on the sales manager’s position, I’ll hold you solely responsible for the company’s sales performance. If you want to sack the existing sales team, that’s fine with me. Just remember, if you can’t generate sales you’ll go the same way as them.”
“Are you offering me the sales manager’s position?”
“Yes.”
“I’ll take it, Doug. I’m between jobs, so I can start tomorrow if you like.”
“Welcome to the team, Brad,” Aspine said, grasping his hand. “I’ll see you in the morning. What are you going to do for the rest of the day?”
“I’m going home to Google insurance bonds. I’ll know more about them than you by the morning.” Brad grinned, but his eyes remained cold and hungry.
“I was hoping you’d say that.”
As Aspine left the office he bumped into Jeremy in the hallway. “Douglas, I’m sorry that girl wasn’t here seeking employment. She’s just a Telstra customer service officer,” Jeremy smirked.
“Did you get her name and phone number?”
“No. Why would I?”
“Because I damn well asked you to.”
“Calm down. I’ll find out and let you know.”
“Before I leave?”
“Yes, yes, if you need to know so badly.”
“Thank you. Oh, and hold off on looking for a PA for me until I get back to you.”
“You’re going to employ the Telstra girl? God, you have to stop thinking with your dick.”
“Don’t ever fucking talk to me like that. I never get involved in affairs with my employees,” Aspine lied.
“I’m sorry, it’s just that I think this girl is totally unsuitable. She’s not even a PA,” Jeremy whined.
“That’s not important. She’s got pizzazz, personality, charisma and charm. She’ll relate well to our major customers.”
“And you can tell that just by looking at her?”
Aspine yawned. “Yes I can.”
“Very well, I just hope you’re not making a mistake. There’s another matter I’d like to discuss with you.”
“Yes.”
“I was wondering when we might expect the fifty thousand?”
“What fifty thousand?”
“You know. The amount you offered to pay us if we acted exclusively for you in respect of the Mercury position.”
“Oh, yes, but if I recollect properly you said that I was the best candidate for the position, and it had nothing to with money. Didn’t you say that?”
“Yes, yes, I did, but you misunderstood. I didn’t say we didn’t need the additional fee. After all we didn’t interview anyone else.”
“Why would you? You already had the best person.” Aspine smiled.
“We had an agreement,” Jeremy responded angrily.
“I hope you’re not suggesting that I’ve gone back on my word.”
“No-no, of course not bu-but I think you misconstrued our earlier conversation.”
“Are you sure that you didn’t?”
“Positive.”
“I guess I’ll have to write you a cheque then,” Aspine said, his tone cold and measured, “but you do realize I’ll have to put Mercury’s recruiting out to tender.”
“Bu-but you said we’d be handling it exclusively?”
“I’m sorry, you must have misconstrued our conversation.”
Jeremy coughed loudly, and Aspine heard him mutter, “Bastard.”
“What’d you say?”
“Nothing, I just got something stuck in my throat. Look, I don’t want to so
ur my relationship with you over a misunderstanding. Let’s forget the fifty thousand.”
“Thank you, Jeremy. I’m glad we agree.”
“Now what are you going to do about putting your recruiting out to tender?”
“Tender? What tender? Your firm handles our recruiting work.”
As Aspine drove away from Jeremy’s offices, he marveled at how easy it’d been to renege on the fifty thousand.
“Hello, customer relations, Kelly Jenner speaking.” She had a friendly, bubbly voice without any hint of pomposity.
“Hello, Kelly. My name’s Douglas Aspine. We almost met today.”
She sounded puzzled. “How can I help you, Mr Aspine?”
“You were at Smythe & Associates. You were leaving as I was arriving.”
“The Ferrari.”
“I’m pleased to see you remember me.”
“You were staring,” she said. “How did you get my phone number?”
“Jeremy Smythe.”
“Do you have a Telstra problem?”
“No, but I’d like to see you.”
“Oh, I’m sorry. I have a partner.”
“Kelly, this isn’t a personal call. I’m CEO of Mercury Properties, and I have a proposition for you that I think you’ll find interesting. Can you come and see me in the morning, at say nine o’clock?”
“But you said you didn’t have a problem.” She paused. “Yes I can, but I’m a little confused. Can you tell me what you want to see me about?”
“I will in the morning, Kelly. See you then.”
- 11 -
KELLY WORE a smart black suit and white blouse. She was smaller than he recalled, but everything was in perfect proportion. More importantly, she exuded vibrancy. “Thank you for coming in, Kelly, Aspine said.”
“Why do you want to see me?”
“We’ll get to that shortly. Tell me about what you do for Telstra? Have you been there long?”
“Six years. I handle telephony complaints and problems for large commercial clients. If there’s a problem, I liaise with our service divisions to minimize any inconvenience that our clients might suffer.”
“What did you do before?”
“I worked in various sales positions, mainly in real estate.”
“Have you always had a lot of people involvement?”
“Yes. Look, what is this about?”
“Bear with me. I have only a few more questions. In addition to your salary, do you receive any benefits?”
“Yes, a car.”
“How much do you get paid?”
“How much do you get paid? I’m not telling you that.”
“Kelly, I’m looking for a PA.”
“So that’s what this is about. You saw me for the first time yesterday and decided that I’d make a good PA. It’s ridiculous. Is that how you find all your employees? I type at twenty words a minute, my spelling is diabolical, and I make lousy coffee. You can do far better than me.”
“Call me, Doug. And Kelly, I checked your presentation and people skills out with Smythe & Associates,” he lied. “I couldn’t care less about your typing and spelling, and we’ll shortly be shifting to more up-market offices where we’ll employ a tea lady. The job entails organizing my appointments, making sure I keep them, liaising with our major clients and financiers, and keeping the losers away from me. My PA will end up knowing more about the company than anyone, except me. Most importantly she’ll look after my back.”
“It sounds appealing. Would I have to travel?”
“You may have to accompany me interstate, and on rare occasions there’ll be some overseas travel. Is that a problem?” he asked, trying not to leer.
“No. How much does the position pay, and is there a car provided?”
“Ninety thousand to start with. We’ll lease any car that you want, but the cost will come out of your salary. I’m sure that’s a lot more than Telstra are paying you.”
“No, it’s not a lot more. Where are the new offices located?”
“One of your first assignments will be to find and furnish them. I’ll let you know what I’m looking for, and anywhere close to the city will be fine.”
“If I accept, that is.” she said, frowning.
“If?”
“I won’t switch jobs for ninety thousand.”
“It’s more than you’re earning now.”
“Yes, but you’re the one who’s buying. I want one hundred and ten thousand to start, and a review to one hundred and twenty thousand after three months.”
He was torn between begrudging admiration for her spirit and his hatred of being bettered in any business negotiation − particularly by a female. The money wasn’t important, but he couldn’t be seen to be a pushover. “One hundred thousand with a review to one hundred and ten after six months, subject to your performance.”
“You won’t be able to fault my performance. When would you like me to start?”
“Tomorrow, I’m sure you noticed that I don’t have a PA,” he laughed.
“What happened to your last one?”
“That’s a long story,” he said, escorting her to the foyer.
“I’ll be able to start on Monday fortnight. If I can do better, I will.”
Aspine reclined in his chair and thought about his team, and smiled. A greedy sales manager, a weak financial controller, a savvy and stunning PA, a puny design engineer, an ambitious senior project manager, an insecure HR manager and an indecisive supply manager. He would meld them together, ensuring that their very survival depended on him. He had ensured that there was no-one who could fill his shoes, so, in time; the board would also become totally dependent on him. The company would be described in the media as Douglas Aspine’s Mercury Properties. He was interrupted by a loud cough, and looked up to see Brad Hooper. “Hello, Brad,” he said, standing up. “Let me show you your office, and introduce you to your staff.”
“That’s fine, Doug. I’ve already found my office and met some of the reps. Christ, they’re sales virgins − they have no idea how to sell! They’re all on salaries and get paid whether they sell or not. Do you know that we’ve got two hundred completed, unsold apartments in the Docklands?”
“I knew we had unsold apartments, but not to the value of eighty million dollars. Are you going to sack the reps and replace them with your guys?”
“I can’t afford to. There’s another seven partly completed high-rises, and that’s two thousand units. Do you know how many have been sold? I’ll need every rep I can get, and then some, but first I’ve gotta get this lot on commission and show them how to sell. Oh, and there’s three office buildings in various stages of completion, that I haven’t been able to find out much about.”
“I told you that we’ve never sold off-the-plan. Don’t worry about the office buildings; they’re pre-sold on fixed-price contracts to property trusts and insurance companies.
“Two of those apartment blocks in Richmond are ninety per cent complete and not one apartment has been sold. It has nothing to do with selling off-the-plan. The sales guys are slack and no-one’s been pushing them.”
“Shit! Let’s get the Docklands apartments sold pronto and then you can hit Richmond. What’s the competition like?”
“Urban pre-sell all their apartments and provide finance, so they don’t have anything. Apartco have fifty to sell, and Vicland about thirty. You could say that we’re the bunnies.” Brad grinned. “We don’t even have site sales offices.”
“How the hell have we been selling anything then?”
“Potential customers’ phone and our reps arrange to meet them on site.”
Aspine groaned. “They’re order takers, not sales reps.”
“Are we going to offer finance?”
“Why wouldn’t we? We’re already financing the unsold and partly completed
apartments. Try and get the customers bank or credit company finance but, if you can’t, we’ll provide it. And don’t forget we’re now selling off-the-pl
an, and accepting insurance bonds.”
“I’m hardly likely to forget,” Brad laughed. “I reckon I now know more about insurance bonds and selling off-the-plan than you do. I just don’t think we should confuse the reps until we’ve sold the Docklands apartments. Remember, these guys have never sold finance before, so even that will be a learning experience. Luckily we still have two Docklands ground floor apartments. I’ve got a team of eight heading there this afternoon. They’ll have phones, desks and cubicles, and I’ll show them how to close a sale.”
“I’m impressed. You’ve certainly hit the ground running.”
“Yeah, I worked out that the Docklands, plus the two partly completed Richmond buildings, will net me close to half a mil.”
“Only if they’re sold, and at full list price!”
“You obviously don’t know that our list prices are less than our competitors.”
“God, it’s getting worse. I’ll need to review the pricing with you.”
“If I get the opportunity to sell twenty apartments at wholesale prices to Henry Kaye, do you want me to take it?”
“Yeah, it’ll cost us margin but give us cash flow, so don’t offer finance. Henry can organize it, by selling direct to the suckers he’s conned.”
“Fine. I’ll be at the Docklands for the next few days.”
“You’re not going to get any buyers out there without advertising.”
“Yeah, I know. I’ve got reps from the newspapers meeting me later this afternoon. I’m running full-page advertisements this weekend. In the meantime I’ll try and show our ‘virgins’ how to sell.”
“You’ve made a great start, Brad.”
When Brad arrived at the Docklands, he noticed the small ‘open for inspection’ signs, and resolved to replace them with larger, brightly painted signs. The building was quiet, except for the bustle of the eight reps setting up the sales offices. Surprisingly, there were three fully furnished display apartments of one, two and three bedroom configuration. Brad decided that he would nominate one rep to role play how he would attempt to make a sale to him, as a potential customer; in front of the others. He would then show them how the sale should have been handled. As he was contemplating this, one of the reps, Rob Sorenson, said. “There’s an elderly couple in the foyer who want to make an inspection. Do you want to handle it?”