Chapter Twenty-Two
Reaching the offices, she went to find Peter. He realised from his wife’s pale and worried face that something was wrong and was instantly out from behind his desk and beside her as she sat down wearily.
‘What’s the matter?’ he asked her.
‘Captain Washbrook has just told me that James died last week.’
‘What?’ Peter felt a shiver of disbelief run through him, but he knew there was no reason to doubt the veracity of what she’d said. He sank to his knees and took her hands in his, wondering how she would be affected by this news. ‘What was wrong?’
Lena quickly told him what she knew.‘I must go to the funeral,’ she added.
‘Hasn’t it taken place yet?’
‘No. Captain Washbrook told me it’s the day after tomorrow.’
‘That’s a long while after . . .’
‘They’ll be following the old conventions. The timing has worked well for me, at least. I’ll be able to go.’
Peter was momentarily confused. James was her step-brother; he and others close to him had slighted her. Why should Lena walk into a situation where she might be shunned or ostracised further? ‘Do you think it wise to go?’ he asked gently.
‘Why not?’ Lena replied with a touch of defiance. ‘James and I shared much of our lives. And, apart from that, I think I should be there, for Mother’s and Father’s sakes.’
‘Then I’ll come with you.’
She pressed his hand and, with a wan smile, said, ‘I think that would be most unwise. You look after things here, but hire me a coach and coachman to drive me to Whitby. It will be the quickest and easiest way. I’ll stay at the Angel. Expect me back when you see me. Who knows what will happen when I’m there?’
Arriving in Whitby next day, she took a room at the Angel and asked the landlord to arrange accommodation for her coachman. Recognising her, and approving of the black dress with its close-fitting bodice and jet ornamentation, he told his wife to show the lady to the best accommodation in the inn. Lena wore a simple bonnet but one item of her three-part luggage was a hat-box, which the landlord’s wife judged would contain a smarter veiled hat for the funeral.
She was right; Lena was wearing it at eleven o’clock the next morning when she left the Angel, having decided that she would join the family mourners at the house in New Buildings before the service and interment in the churchyard high on the East Cliff. That was to take place at twelve o’clock. The coachman had been told to hire a trap to take her to the house that had once been her home, and to wait there until she wanted to go to the church.
Lena stepped from the trap and paused to view the front of the house that still belonged to her. Memories of a happy childhood spent there flooded back, bringing a lump to her throat. She tightened her lips and drew her shoulders back. She did not know what reception she would receive but was determined to show no weakness. No one would know she was outside - the curtains and blinds were all drawn. She walked resolutely along the path and up the steps to the front door, where she tugged the iron bell-pull firmly.
A few moments later the door opened and a maid, dressed in sombre black, without any relief, gasped, ‘Miss Carnforth!’
‘Mrs Hustwick, Sarah,’ Lena corrected with a friendly half-smile as she swept past. ‘Are they in the drawing-room? ’ she queried over her shoulder.
‘Er . . . er . . . yes, miss . . . er . . . ma’am.’ Sarah scuttled in front of her. ‘Should I announce you?’
‘No need, I’ll announce myself.’
The maid bobbed a quick curtsey, and, now fully in control of her surprise, hurried away to impart the latest news to her fellow servants.
Lena did not hesitate; she flung open the door and swept in. She was immediately hit by the gloom, not only from the oil lamps that made a feeble attempt to emulate daylight but also in the atmosphere. People spoke in hushed voices as if afraid they might desecrate the sombre occasion.
‘Hello, everyone,’ she said, keeping her voice level and non-committal. Her eyes surveyed the room. Olivia, holding a handkerchief to her mouth, was sitting in the most comfortable arm-chair, her solemn-faced mother and father sitting to either side of her on straight-backed oak chairs. Alistair stood with Avril who dabbed her eyes with a delicate lace handkerchief. Dr and Mrs MacBride were sitting on the sofa, and standing behind them were Fiona and Robbie, trying to look more than serious while inwardly wishing they were safe at home in Scotland. Lena did not expect or wait for acknowledgement but went straight over to Olivia, carving her way to her former friend’s side.
‘Olivia, I only heard the news two days ago. Naturally I’m devastated.’ She bent down to kiss her on the cheek, felt Olivia recoil and saw her narrow astonished eyes fill with coldness. As Lena straightened she was aware of all other eyes on her before Alistair openly reacted.
He stepped towards her. ‘How dare you?’ The words were meant to cow her. He had not reckoned on Lena’s strength of will.
‘I have every right to be here.’ She defied his implication and added, ‘I see you informed my uncle and aunt? Quite right too. But you lacked the decency to inform me.’
‘Decency? You think you deserve that?’
Lena gave a little shrug of her shoulders. ‘Depends how you view it. You obviously thought not, but I know James would have wanted me here.’
‘You assume too much.’ The words came coldly from Olivia. ‘You don’t realise, nor ever will, the hurt you caused him. I saw more closely than anyone what your actions did to him. Before most people he coped admirably, but there was an inner wound that never healed. You are not welcome here.’
Her father, sensing how much worse this exchange could get, intervened then. He had risen from his chair. ‘It is almost time we left for the church. I would ask you all to allow Lena to attend the funeral. After all, she spent many happy years here with James, and they were a support to each other during their tragic loss.’ He fixed his gaze on Lena. ‘There is sadness enough here today. We want no more. I respectfully ask you not to return here after the funeral.’
This was not what she wanted; there were other things to be settled. But she could do nothing else but agree.
The church on the wind-swept cliff was packed as the people of Whitby paid their last respects to the leading member of a well-respected mercantile firm that had brought money and employment to this Yorkshire port. There were more people outside to witness the interment, conducted in a dignified fashion to match the short but poignant eulogy in the church. It brought so many memories flooding back for Lena. At one stage her conscience was pricked by the momentous decision she had made on the day of the launching of her brother’s new ship. But she quickly assured herself she had made a wise decision and set her course accordingly. She must see things through. Carnforth’s was in danger of being lost. She could not let that happen!
Lena moved away from the graveside before the rest of the mourners. As she walked to her carriage she felt many eyes fixed on her and saw heads draw close to whisper about her, as they had done when she first entered the church. She directed the coachman to the Angel where she was to stay until the following day when she would return to Hull as planned. But before that she had a call to make.
Lena breakfasted early and was driven to the family house in New Buildings where she judged that everyone would be gathered again, to ease the loneliness for Olivia. Her judgement proved to be correct. When the maid opened the door she was able to answer Lena’s question, ‘They are all in the dining-room, ma’am.’
Lena pushed the door open slowly and took in the low buzz of conversation as she stepped into the room. No one noticed her until the door clicked shut behind her, then conversation stopped abruptly and all eyes were on her.
Albert Nash jumped to his feet. ‘I thought I told you . . .’ he started angrily.
‘You did, but I need to speak to Olivia.’
‘I certainly don’t want to speak to you,’ came the sharp retort.
‘It will be to your advantage.’
‘Nothing you could ever say would be to my advantage! You destroyed our friendship, destroyed all that James felt for you, and almost broke my brother’s heart. You have already said quite enough!’
Lena retained an apperarance of calm, though her heart was pounding in her chest.
‘What I have to say now will I hope, go some way to repairing the estrangment between us. All I ask is that you listen to me, just for a short while.’
For a moment Olivia did not speak. Valuing her brother’s opinion, as always, she glanced at Alistair and saw his almost imperceptible nod.
‘Very well, we shall indulge you.’
‘I’d like to talk to you in private.’
Olivia frowned. What was Lena up to? Surely she wasn’t going to play on a friendship that once had been deep and sincere? Best not to give her the opportunity. She shook her head as she said. ‘No, I’ll only speak to you if Alistair is present as my witness.’
Lena knew it would be unwise to agree immediately or with any enthusiasm, but in fact Olivia’s demand suited her admirably. Far better to have a witness! ‘I agree,’ she said after a pause.
‘Let us use the drawing-room then.’ Olivia rose from her chair and headed for the door. ‘Come, Alistair,’ she called to him over her shoulder.
As Lena followed her from the room she realised that marriage had strengthened her former friend’s character. Olivia the widowed mother was not the malleable girl of yesterday. She was now a formidable woman.
Alistair closed the door of the drawing-room. Olivia took a stance in the middle of the floor and faced Lena, halting her in her steps with, ‘I don’t think there is any need for us to sit. This won’t take long.’ Her dismissive tone was not lost on Lena.
‘You are right, it won’t.’ She fixed her gaze firmly on her sister-in-law. ‘You will no doubt be in a quandary about the future of the firm my father and James built up. You have no interest in affairs mercantile and nor has Alistair. The only thing that may have crossed your mind is to sell to your father, but with no family member interested in following in his footsteps, I don’t think he will want to expand his present operation. Therefore I am offering to buy the firm from you.’
Lena’s mind was racing. She had spoken quickly, wanting to pre-empt any possible interruption. Now the enormity of what she had just done hit her, but she kept any visible reaction from showing. At that moment she did not even know where the purchase price would come from, but ‘Sufficient unto the day’ . . . She devoutly hoped she would have an ally once she told Peter what she had done and convinced him that the combined businesses would make them unbeatable in the North East. Her motivation, of course, was altogether simpler. She believed Carnforth’s should belong to its righful heir.
No one spoke for a moment. Olivia and Alistair just stared at her aghast. Lena started again: ‘I’ll get my lawyers to examine your accounts, make an assessment of the firm’s market worth. If you get your lawyers to work with them, we should be able to reach a speedy conclusion. ’ She felt she had gained ground, but she had interpreted their silence wrongly.
Olivia and Alistair exchanged knowing glances and then Alistair started to laugh. ‘You thought you could push your way in here and buy Olivia out? So that’s why you came to the funeral! Not out of any respect for James, you came to seize an opportunity to further your own ends.’
‘I did not!’ Lena replied indignantly, annoyed that her purpose was so transparent.
‘Don’t make matters worse by lying,’ Olivia spat contemptuously. ‘I cannot believe the change in you, Lena - a change very much for the worse. Ambition is everything to you. Is that why you rejected Alistair and chose Peter Hustwick?’
‘Your father cut you out, James kept you out . . . so you saw Peter as your means of creating a rival firm with which to challenge James,’ Alistair put in astutely.
‘What does any of that matter now?’ cried Lena passionately. ‘Neither of you can run the firm, and even if you could it’s not rightfully yours. A Carnforth should have it, and I’m the only true Carnforth left. I don’t want it to fall into the hands of strangers, whereas I . . .’
‘I? That’s all you think about . . . yourself,’ Alistair blazed. ‘Let me tell you, the firm has not come to a standstill because of James’s death. It will continue to thrive. With Olivia’s approval, I immediately gave Ralph Bell full authority to run Carnforth’s. Your father himself saw great potential in him as a boy. He became close to James, as you know, and worked closely with him. He was only too delighted to carry on managing it for Olivia, fulfilling James’s plans for the future and expanding upon them. We will have a solid thriving firm for Olivia’s son to inherit one day.’
Lena saw her plans crumbling around her. She had been outwitted by Olivia and Alistair, and she didn’t like it.
‘You have no say in this,’ put in Olivia coldly. ‘It will be my son’s inheritance and you can do nothing about that.’
Seething with frustration, Lena said, ‘We shall see! James was never a true Carnforth. He only bore the name through my father’s good grace. And if he wasn’t a true Carnforth, then neither is your son who carries no Carnforth blood. But I do, and don’t you forget it! One day the family firm will be mine.’
She left them then, straight-backed and resolute. She would not cry, not in front of these former friends who were now her enemies.
The journey back to Hull was torment for Lena. Moments of high resolve and determination were replaced by despair and dejection, but gradually she calmed herself and concentrated on the task ahead. She was angry with herself for ever thinking that obtaining the family firm would be easy and not foreseeing the change in Olivia and Alistair. But, no matter for that. They had never been her equal in business, and never would be. She would prevail.
She drove straight to Raby and was surprised to see Peter hurrying out to greet her.
‘This is unexpected,’ she said as they embraced. ‘I thought you’d be at the office.’
‘I thought you would be coming home today and anticipated you would come straight here,’ he said as they strolled into the house together. ‘I missed you, Lena.’
She smiled at him sweetly. ‘And I you.’
‘Did things pass off without undue hostility?’
‘I shocked them when I walked in shortly before they were to leave for church. They would have run me out there and then, but Albert Nash prevailed. The others remained antagonistic, except for Uncle Martin and Aunt Mary who managed to have a quick word with me as we left the service.’ They had entered the hall by now and she added, ‘Come, I’ll tell you all about it as I change.’ She headed for the stairs and Peter followed.
As the door closed behind him she said in a tone full of suggestion, ‘Lock it and unbutton me.’
He said nothing but his fingers deftly released the buttons down the back of her dress before returning to slip it from her shoulders. Lena let it slip to the floor and stepped out of it before turning to him and saying with a longing that was reflected in her eyes, ‘Love me.’
Later, as she lay in his arms, she felt all the frustration and disappointment she had experienced in Whitby had been purged, and the determination forged on the ride home had been tempered by what she had just shared with Peter.
He ran his fingers gently across her stomach. ‘You ought to go away more often,’ he said with clear implication.
Lena chuckled. ‘I don’t think that will be necessary, do you?’ She slid her arms around him and kissed him passionately.
‘Who’s running Carnforth’s now?’ he asked casually as they both dressed.
‘Olivia has appointed Ralph Bell as manager, with discretion to run the firm as he sees fit. It was all done very quickly after James died, on Alistair’s advice. I think they hoped to discourage speculative offers.’
He sensed the annoyance beneath her words. ‘And you don’t like that?’
Lena was annoyed that she had allowed her feelings to show. ‘No, I don’t. The firm should be in the hands of a true Carnforth and . . .’
‘. . . you are the only one?’ he finished for her.
‘Exactly!’
‘Well, you are going to have to get used to it, my love. There’s nothing we can do about it.’
Lena said nothing. Her mind was made up about her best course of action. But better to wait for now, tread carefully until Peter could be made to see the wisdom of her plan.
The day before the MacBrides were due to leave Whitby for Dundee, Olivia asked Avril to walk a while with her.
‘I wanted to have a word with you alone,’ she explained as they headed for the top of the West Cliff.
‘This sounds serious,’ said Avril when Olivia paused as if searching for the right words to go on.
She gave a half smile. ‘It is, and I have deliberated long and hard on how best to ask you.’
‘Come straight out with it then,’ Avril suggested.
‘It requires my asking a great favour of you.’
‘Ask away. I’ll do my best to oblige.’
‘It will involve your mother and father.’
Avril eyed her with curiosity. ‘Ask,’ she prompted.
Olivia left a slight pause and then the words poured out of her. ‘I have so appreciated your coming here to look after James. I don’t know how I would have managed without you. I have got used again to having a close female friend - like Lena used to be. I am dreading your departure Avril. You’ll leave an immense gap in my life with no special friend to fill it.’
‘Olivia, don’t think like that. I realise the void that must have been left in your life when you lost Lena’s friendship after all those years. But rest assured, I now regard you as a special friend.’
‘You do?’
‘Probably more than you know.’
Olivia brightened. ‘That makes it much easier for me to ask . . . could you possibly consider coming to live with me and helping with John? Not as a nurse or governess but purely as a friend - a dear, dear friend?’
‘That requires no deliberation. The answer, as far as I am concerned, is yes.’
‘Oh, Avril, are you sure?’
‘Yes. But I will have to see what Mother and Father have to say.’
‘Of course. I live in hope.’
Avril felt the same, though she did not voice it. This would present her with every possibility of seeing more of Alistair, and who knew what that might lead to?
When the women returned home they sought out Dr and Mrs MacBride and put the suggestion to them. After considering it carefully they gave their permission, with the doctor adding, ‘I am sure Dr Jollif and Alistair can make use of your nursing talents from time to time, Avril. Don’t neglect them.’
‘I won’t, Father,’ she reassured him. And, as eager as she was to inform Alistair that she was staying, she fought to curb the desire. After all, as yet he appeared to be offering her no more than friendship.
She did not see Alistair until the following morning when her family were about to get in the carriage for the journey to York. He came rushing up to make his farewells and received a surprise when he saw Avril was not attired for travelling.
‘What about you?’ he asked.
‘Avril is staying,’ put in Olivia, laughing at the expression on her brother’s face, and went on to explain.
‘That’s wonderful,’ he said, turning back to Avril. Her heart soared. But then her reaction was tempered when he went on, ‘It will be comforting to know Olivia has such a good friend with her.’
‘I’m only too glad to be of help,’ Avril replied demurely.
‘You’ll be more than that.’
She certainly hoped so. It was her entire object in staying.
A week after Lena’s return to Hull, when Captain Washbrook came down the gangway on to the quay to deliver her copy of the Whitby Gazette as usual, she said, ‘Captain, can you spare a few minutes to stroll along the quay with me?’
‘Very well, ma’am. My First Mate is able to see to the unloading. Your wish is my command,’ he said with a slight inclination of his head.
‘I hope that will always be so.’
A strange comment, he thought. What did she mean by it? He knew Mrs Hustwick worked alongside her husband in a local firm. They had recently added another ship to the one they already owned. Maybe there would be more; maybe a captaincy for him in a firm bigger than the one he worked for out of Whitby. He wouldn’t mind moving to Hull if it meant promotion; a bigger ship and more distant horizons.
‘The Whitby Gazette is most useful to me, Captain. I wonder, would you be willing to extend other services also?’
This was not quite what he had hoped for, but who knew what it might lead to in the future? ‘If I can, ma’am.’
‘I’m sure you can.’
‘I await what you have to say with interest, ma’am.’
‘Before I explain, let me stipulate that, no one, and I mean no one, must know of your connection to me. You’re a young man, Captain. To have reached the position you already have shows aptitude and determination. No doubt your ambition extends further than your present position. Who knows what prospects may arise in the future?’
‘True, ma’am, true. Particularly if my service to you proves valuable.’
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?’
‘Yes,’ replied Lena, not wanting her husband to show any uncertainty.
Adam made no comment but sat deep in contemplation. Peter was still mulling over what they had done, troubled that they might be risking the entire business.
Lena was alive with hope; she badly wanted this commission because she had a feeling that one of the quotations in Adam’s possession was from Ralph Bell, hoping to further the fortunes of Carnforth’s. She wanted the contract so as to best him.
Adam looked from one to the other of them and said, ‘The contract is yours.’
Relief swamped Lena. She felt the tension drain from her. Peter was touched more by apprehension. Had they done the right thing?
