Page 76 of The Best of Friends

Blaine smiled. “What did you find?”

“We do well. We have a reputation for excellence and innovation. Our clients are loyal and nearly forty percent of them make multiple purchases a year. Mothers bring daughters. Brides want to be able to tell their friends their ring is from Worden’s.”

Blaine picked up his coffee. “But?”

David pointed to one of the necklaces Élan had made. “As someone asked me recently, Does the world really need another one-hundred-and-fifty-thousand-dollar necklace?”

“It’s our market.”

“Agreed, and it’s a good one. But what about everyone else? Do you know who is the largest jewelry retailer in the country?”

“Walmart.”

David grinned. “Go, Dad. You’re right. Walmart. Sears, JCPenney, and QVC are also in the top ten.”

“Our market share is small, but we make considerably more on each piece.” Blaine picked up a dented snake chain. “Do you want to sell something like this?”

“No, but there is a fifty-billion-dollar-a-year market out there, and we’re not part of it. There’s a big difference between this”—he pointed at Élan’s piece—“and cheap crap. What about the middle ground? What about a more entry-level collection? Tiffany does sterling. That’s an option. There have also been technological innovations with cladding. And stainless steel is an emerging market. It’s harder to work with, but the material is cheap, and if the pieces are well made, they’ll last forever.”

He leaned forward and touched Rebecca’s pieces. “We find two or three designers willing to start a line exclusively for us in silver, clad, or stainless. Maybe one of each. We approach QVC and offer them one of the lines for a start. We take the other two retail.” He passed his father one of the folders.

Blaine took it and read through the first couple of pages. “Interesting,” he said. “You have numbers?”

“I have estimates of costs, a list of potential retailers, the steps necessary to get a product on QVC, and some rough profit percentages.”

“I’ve seen QVC a few times,” Blaine said. “They want a personality to go with the product.”

David couldn’t get past the first part of the statement. “You watch shopping on television?”

His father grinned. “Not regularly, but every now and then. It’s interesting and impressive. They move massive amounts of merchandise. From what I’ve seen, a new line requires a person selling it. Have you talked to Rebecca? Would she be willing to be our front person?”

David didn’t know what to say. Rebecca, as in his father knew she was Rivalsa? “I, ah…”

“She’d do well on television. She’s beautiful and flashy. As long as she didn’t put her foot in her mouth. We could get her some media training.” Blaine eyed him. “Or you. They have men selling jewelry. The Tacori spokesperson is a member of the Tacori family.”

“You know they sell Tacori on QVC?”

“I know a lot of things.”

David figured there was no point in pretending. “How long have you known about Rebecca’s designing jewelry?”

“Since you showed me her first piece. That talent’s in the blood. I had an aunt who did some design work. There was a similarity. Your mother doesn’t know.”

“I’m not going to tell her,” David said quickly.

“She’ll figure it out on her own.”

“You think?” David asked. “That would mean assuming Rebecca has ability.”

“Not Elizabeth’s strong suit,” Blaine admitted. “Now that Rebecca’s back, it will come out, one way or another. Secrets have a way of doing that. In the meantime, I’ll talk to her. Let her know I’m proud of what she’s done and see if she’s interested in coming on board with your project.”

David felt a flush of excitement. “We’re moving forward?”

“I think you’ve come up with an excellent plan. Let’s get a couple of designers lined up and get samples made. That will give us products to take out. From there, we’ll work margins and put it in progress.” Blaine closed the report. “I’ll finish this later and give you any thoughts I have. I’m glad you came up with this idea, David. It’s why I wanted you here, helping me run things. We have a long history of making beautiful jewelry.”

“That’s not going to change.”

“I agree.” Blaine reached for his coffee again. “Are you settling in all right? Getting bored being in one place?”

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