by Derek Haines
‘And Vince. Have you seen him at all?’ David asked, now interested in anything he could find out before his lunch appointment the next day. He hoped he could contact Steve in the morning to find out a little more.
‘As a matter of fact, I have seen him. It was odd. He called by the warehouse just to say hello to me. He didn’t see anyone else. Just told me he was pleased I’d joined the company, and gave me his direct phone number, just in case I needed anything. He was very pleasant to me. All he really said was that if I needed my salary arranged to reduce the child support, just to let him know, and he would have Steve look at what could be done.’
‘And what did you say?’
‘Well, I said that it could be a help, and I’d let him know.’
‘And will you?’
‘Maybe. I’ll see what happens.’
‘So, are you a Vince convert?’
‘Not completely, but I’m reconsidering my first impressions.’
‘So did Steve tell him about your separation and child support payments?’
‘I didn’t ask Dave. But I’m sure that’s how he found out.’
‘Well, he rang me today.’
‘Who, Vince Walsh?’
‘Yes. He’s invited me to lunch tomorrow for a chat.’
‘Did you accept?’
‘Yes I did. Nothing to lose. I’ll be totally fucked shortly by this tax bill,’ David said almost jovially.
‘Well, best of luck. Look, do you feel like an Italian dinner? We could try that new café in Argyle Street.’
‘You know what Tony. I’d really like a mixed grill. What do you reckon?’ David asked with a broad smile.
‘Ok. You’ve waited long enough I suppose. I hope you’re hungry,’ Tony laughed.
‘I didn’t have lunch today, so I’m as hungry as I’ll ever be.’
‘Ok. A Joe’s mixed grill it is,’ Tony laughed.
David found Vince already at a table in the Surf and Turf at five to one. He was in deep conversation on his mobile phone. When he noticed David he waved his hand to invite David to sit down. Vince beckoned to the waiter to arrange a drink for David as he continued his conversation. All David could make of the conversation was that Vince was upset at whoever he was talking to. It concerned importing car parts. He finished his call.
‘Great to see you David. Sorry about that. It feels like I’m running a kindergarten and not a business sometimes.’
‘Thanks for the invitation, and I hope you resolved your problem.’
‘Well, no I haven’t. Maybe that’s where you can help,’ Vince said looking David straight in the eye.
‘How so?’ David asked, now certain that there would be no idle chat, and that the interview had started.
‘Steve tells me you were involved in importing and exporting.’
‘Yes. That’s correct,’ David answered, keeping his answers concise, letting Vince do the talking. His keen negotiation skills had taught him the value of silence and letting you opponent do the talking.
‘What sort of products were you dealing in?’ Vince asked. Now trying to use open probes to get David talking.
‘Plumbing components mainly. Europe into Australia, and from Australia to Asia mainly,’ David answered concisely again.
Both men knew what was happening. Both felt an instant respect for each other. They were both negotiators. They could sense it. David was enjoying the situation. It’d been so long since he’d been in a face to face negotiation. He’d already deduced that Vince needed expertise in some form of export or import. So it was Vince who was the buyer, and David the seller. This would be an interesting engagement.
‘Did you prepare your own documentation? I believe there’s a lot of paper work involved in international trade,’ Vince asked.
David was now on guard.
‘Do you conduct any international business at the moment? David asked, trying to shift the probing onto Vince.
‘Only a very small amount David. And it’s proving to be a nightmare. The people I have handling it are inexperienced in this sort of business. It’s not their fault. They’re really just glorified bookkeepers, so I shouldn’t be too hard on them when things go wrong.’
‘And are you hoping to expand this side of your business?’ David asked, now focused on finding out exactly what Vince was looking to buy.
‘Yes, yes I am. I can see great opportunities,’ Vince said as the waiter arrived to take their orders.
‘A New York steak for me thanks,’ David said to the waiter.
‘Same for me,’ Vince said.
‘And what opportunities do you see? If it’s not a rude question,’ David asked.
‘You’re a direct man David.’
‘And you’re not Vince?’
‘I think we’re of the same mind here David,’ Vince said. ‘Let me lay this on the table for you.’
‘Ok. Shoot.’
‘I have an exportable product. Automotive parts. Used parts. I can buy at a very fair price, and what I know of markets in Europe and Asia they could sell well there. I also know that I can import new accessories from Asia at prices way below what I can buy from wholesalers in Australia. I’d like to do a counter trade in these two products. And if successful, look at other products and opportunities,’ Vince explained.
‘Diversify from the motor vehicle business?’
‘Isn’t that the secret to a successful business? Diversify. Protect you business by having various elements that can offset rises and falls in profitability in each division,’ Vince replied.
‘Yes. But I’m sure you know the saying, know your own knitting,’ David said probing still for exactly what Vince wanted.
‘Yes, I know that expression. And that’s exactly why I’m talking to you David. I know an opportunity when I see it, but I know very little about international trade. I have no one in my company who does. I’m looking for someone who does know their knitting in this business.’
‘Trade is my business,’ David answered, without sounding cocky.
‘Now you might answer my question,’ Vince started. ‘Did you prepare you own documentation? Are you able to control that element?’
‘Yes Vince. Letters of credit, insurance. Bills of lading, transferable credits. Yes, that’s my stock and trade. The product’s of little relevance,’ David answered confidently.
‘I’ve done my homework David. I know you’re qualified to do what I need. I wouldn’t be talking to you now if I didn’t already know that. Do you mind if I’m blunt with you?’
‘No. Go ahead.’
‘You’d fit very well into my plans. But I believe you’re in a little predicament at the moment. The tax man has you by the balls I hear.’
‘Yes Vince. He does. He’s capped off a less than wonderful year for me,’ David said openly.
‘Well, I see it this way David. While that problem exists, you’ll be of little use to me. So for us both to progress it needs to be addressed. Agreed?’
‘Yes. Agreed,’ David said, not really sure of what was coming next.
‘Do you have any property you can use to clear the debt?’ Vince asked, knowing David’s situation full well.
‘Yes I do. But it’s locked up. I can’t borrow against it because it’s part of the settlement process with my ex wife. It’s for sale, but even if I had a buyer today, it wouldn’t settle in time to pay the tax by the due date. It’s just bad timing,’ David explained without sounding bitter. He sensed Vince already had a plan. This could save his skin. But at what cost? He wondered if he had any alternative.
‘How much is the property worth David?’
‘It is listed for sale for $350,000.’
‘Yes, but what’s it worth?’ Vince asked again.
‘Well, by my experience, it’s worth what it finally sells for,’ David answered, not wanting to corner himself just yet. But he could feel it coming.
‘And how much is your tax assessment?’ Vince probed knowing the answer already.
‘Just over eighty thousand,’ David admitted.
‘Do you have any idea what your ex wife would accept as her half of the property settlement? Vince asked. It was the only question he had asked that he didn’t already know the answer to. But he had a fair idea. He estimated at around one hundred and fifty thousand.
‘I’m not sure Vince. I’d be guessing, but somewhere around one hundred and fifty thousand. I don’t believe she would accept lower than that.’
‘Well, let’s look at this. Let’s say that she’ll accept one hundred and fifty thousand. Add you little problem. What’s that? Two hundred and thirty thousand. Is that right? Something like that?’
‘Yes,’ David said waiting for the sting in Vince’s plan.
‘Do you have any idea what’ll happen if you can’t pay your tax bill?’ Vince asked, applying the screws to David.
‘I’m not totally sure Vince. But none of the potential outcomes are pleasant. Bankruptcy, prison or at the very least confiscation of bank accounts and the property.’
‘Are you still active in your own business?’ Vince asked knowing David was doing nothing at all.
‘No. No Vince. There hasn’t seemed much point,’ David answered, almost embarrassed.
‘Would you consider a job proposal David?’ Vince asked, judging his timing to perfection.
‘Yes, of course I would,’ David said, and then could’ve kicked himself for sounding too eager. Vince caught his eagerness and knew he had David on the hook.
The waiter arrived with their New York steaks, and the conversation lightened. Vince wanted David to hang out to dry for a while. David was aware of Vince’s ploy. He knew Vince had a plan to save his skin. Patience was now needed. If he appeared over anxious he’d give the impression he couldn’t handle himself. Vince waited until they’d finished their meals, and coffee was being served before he approached the subject of his plan for David.
‘International Manager,’ Vince said. Then looked at David to await a response.
‘And what would this position entail?’ David asked as he circled the rim of his coffee cup with his finger.
‘Take full charge of my import export business. Consolidate and organise the business that’s already in place. Then build the business. Look for opportunities. Control the financial aspects of the trade. In a way, run your own business. I’ll only ask you to report to me once a quarter,’ Vince explained briefly.
David felt it was time to bite the bullet.
‘Ok Vince. Without going into precise details, I know I can handle this position. I believe you’ve done your homework on me. You wouldn’t be offering it to me if you had any doubts. So why not lay it out for me? Or would you like me to lay it out? I have a fair idea of what you have in mind,’ David said firmly.
‘I like you direct approach David. Ok, here it is in a nutshell. I’ll purchase your property. Expedite the settlement, or cover you for your tax commitment if the solicitors are a little slow. The price I’ll pay will be two hundred and thirty thousand,’ Vince said and waited for David’s reaction. David stayed silent. He knew he was being screwed, but had little choice. He waited for the sweeter part of the deal.
‘And?’ was David’s response.
‘And, you’ll take up the position of International Manager on the first of the month, ten days time. A salary of seventy five thousand, plus five percent of profit, plus a car. I’ll arrange for Steve Sharp to set up a new company structure so it’ll be an autonomous business unit. You’ll report to me alone,’ Vince explained.
‘Anything else?’ David asked, looking Vince squarely in the eye.
‘You’ll have to sign a five year contract and a confidentiality agreement.’
‘Vince, I won’t mess you about. There’s nothing to negotiate here. I’m in no position to be able to. In the circumstances your offer is a fair one. You get expertise, a profit from the property and my soul for five years. I get off the hook and employed. A simple win, win,’ David said calmly.
‘A good summary David,’ Vince smiled.
‘Ok Vince. I won’t waste your time this afternoon. I have all I need to know. I’ll call you in the morning with a simple yes or no,’ David said.
‘Fine,’ Vince said, as he wrote his direct phone number on one of his business cards and handed it to David. ‘Let me know before nine thirty,’ Vince said making sure he kept the upper hand in the negotiation.
David agreed. ‘Ok, by nine thirty.’
Vince put the meal on his account. Vince shook David’s hand as they rose to leave.
‘Talk to you tomorrow David.’
David had to control all his pent up emotion and anger when he rang his ex wife to get her agreement on the purchase. It was a simple matter of whether she would accept one hundred and fifty thousand dollars. She was asking questions about the sale price, and why it was so low. David had trouble controlling his temper.
‘For fuck sake. Enough questions. I would rather not be talking to you at all. Let alone answering your stupid questions. You fucked off. We wouldn’t be selling otherwise. You’re the cause of this total fuck up. So just tell me if you want your one hundred and fifty thousand fucking dollars or not. The rest is my business,’ he snapped.
‘I’ll accept the offer,’ was all she said.
‘I’ll have the solicitor contact you. Goodbye forever,’ David said as he slammed the phone down. ‘Bitch,’ he spat at the telephone.
The events of the last few months ran through David’s mind. The loss, the anger, the pain, the hurt, the frustration and the disappointment. One telephone call bought all the feelings to the surface. As he sat and waited for the feeling to pass, he wondered what his future was. Employed by a suspected criminal? Was this his reward, or his punishment? Whatever it was, he had little choice. He wished he had another choice. But, as things stood, he didn’t. After his lunch with Vince Walsh, David called Steve and asked him if they could meet this evening. It was now six thirty, and Steve said he would come by around seven. David tried to clear his mind of the crazy feelings that talking to his ex wife had produced. He wanted a clear head when he spoke to Steve. There were things he needed to know before giving Vince an answer. He took a shower to try and freshen his mind. A glimpse of the pathetic little man in the steamed mirror didn’t help his confidence.
Steve arrived a little late. It was nearly eight thirty when he arrived but David was happy to have the extra time to collect himself.
‘So what did you have to do with this job offer?’ David asked Steve directly.
‘Just a little. It just came up in conversation with Vince. Somehow the subject came around to you. I can’t remember exactly, but Vince was interested in your international experience.’
‘And do you know what he’s offered me?’ David asked.
‘Nope. Not a thing. I’m not in Vince’s confidence Dave. I just work for him. He doesn’t tell me all that much,’ Steve answered honestly.
‘Well, he’s made me an offer Steve. It’s two edged I feel. I get off the hook with the tax man, but maybe straight on the hook with Vince. Can you answer one question for me Steve?’
‘Sure. If I can Dave.’
‘Is Vince Walsh into anything illegal?’ David asked bluntly.
‘Depends what you classify as legal and illegal,’ Steve said, being careful in his answer. Steve had confidence in Vince. And himself. Steve didn’t have the same perceptions of right and wrong, legal and illegal as David had. To Steve, ninety five per cent of Vince Walsh’s businesses were perfectly legal. ‘Dave, every business walks the fine line. Look at yourself. What did you do? Could you say you conducted your business totally legally? Was it legal to not pay tax? If you’re asking me if Vince’s businesses are all legal and above board, I would say he operates no different to you. But I’d add that he’s maybe a lot smarter than you. He hasn’t been caught.’
‘Did that answer my question?’ David asked, knowing Steve was playing with words.
‘All I can
tell you Dave, is that I enjoy working for Vince. He’s been very fair to me. I’m on a good salary. I work hard, and get the benefits. And so does he.’
‘Steve. Does Vince deal in drugs?’
‘Dave. You were at the party with me at Vince’s place. You know as much as I do. I have my own opinion about that. I think you should form your own. Ok?’
‘Ok Steve, point taken.’
‘How did Vince end up owning all three of our souls?’
‘I don’t think he’s the devil Dave. And have you considered the simple rational idea that he’s one of the biggest employers in the district? I don’t think you can run with any conspiracy theories here. Just coincidence,’ Steve said matter of factly.
‘Yeah, I suppose you’re right Steve. Do you think I’m paranoid, and just looking a gift horse in the mouth?’
‘Another question for yourself Dave. While you answer it, maybe you could find a beer in the fridge.’
‘Oh shit! Sorry Steve. I’m not the perfect host, am I?’
David returned with two cans.
‘There you go Steve. Cheers.’
‘Yes, Good luck Dave.’
‘Thanks Steve. Looks like I might be employed.’
David lost himself in his thoughts after Steve left. Four cans of beer relaxed him a little, but not enough to dispel the feeling in his gut. It was in a knot. There was part of him that wanted to tell Vince Walsh to stick his offer up his arse. A year ago, he wouldn’t have dreamed of associating himself with someone like Vince. David knew in his own mind that Vince was into some sort of, if not illegal, at least dubious businesses. He suspected that he could be accepting a position that possibly involved the transport of drugs. The business of car parts just didn’t fully explain Vince’s eagerness to set up an international division.
‘Then again do I go to jail for tax evasion or drug running?’ David thought to himself.
‘As long as I don’t know a couple of pistons or disc brakes are full of heroin, should I worry?’ he thought, trying to justify what was a fait accompli anyway. ‘I’ll just do my job.’
David rang Vince at nine twenty five.