Emma was too big a woman to harbour grudges and she acknowledged anew that Joe Lowther had been a good husband in a variety of other ways. She remembered some of his generous gestures now. He had bought her this house, for one thing, in December of 1910. That had been four months after her marriage, when she was carrying their child. In the preceding June, just before their wedding, Joe had come into another unexpected inheritance, one far more impressive than his mother’s legacy. His ancient great-aunt, on the maternal side of the family, had died at the age of ninety-one. Since she was childless and without any other relatives, Joe had been the sole beneficiary in her will. Apart from the one-hundred-and-fifty-thousand pounds in cash and her large house in Old Farnley, he had become the new owner of four commercial properties in the centre of Leeds. These were operating factory buildings permanently rented to a tanner, a shoe manufacturer, a printer, and a wholesaler of dry goods. The annual income from these properties so far exceeded Joe’s expectations he was astounded. He had weighed his financial situation and decided he could easily afford to buy the vacant house in the Towers, and maintain its upkeep on a comfortable scale.
The house stood in a private and secluded little park in Upper Armley that was surrounded by high walls and fronted by great iron gates. A circular driveway led up to the eight fine mansions situated within the park’s precincts, each one self-contained, encircled by low walls and boasting a lavish garden. The moment Emma had walked into the house on that cold December day she had wanted it, marvelling at its grandness and delighted with its charming outlook over the garden and the park itself. There were numerous airy and well-proportioned reception rooms on the main floor, including a formal drawing room, an impressive dining room, a parlour, and a small study. At the back of the house there was a huge kitchen, a butler’s pantry, servants’ quarters, and a washhouse. Upstairs eight bedrooms of various dimensions and three bathrooms provided ample space for Joe’s family, soon to be increased with the impending arrival of the baby. The third floor, under the eaves of the old grey stone house, was composed of two attics and a cedar-lined room for storage.
Because of its size, and Emma’s insistence that she continue to run her business after the child’s birth, Joe had eventually agreed to engage a small staff. Mrs Fenton, a local widow, had been installed as the housekeeper-cook, and Mrs Hewitt, Joe’s former charwoman, came daily to clean. Mrs Hewitt’s niece, Clara, originally engaged as nursemaid for Edwina, had remained with them to take care of Christopher, born in June of 1911.
The day Emma, Edwina, and Joe moved into the house Emma had experienced such a profound sense of security she had relaxed for the first time in years. In this fine mansion, so elegant and secluded, Emma was at last convinced she was absolutely protected from the Fairleys, and in particular Gerald Fairley. Emma shivered, recalling his unanticipated and violent intrusion into her life four years ago. That hideous April evening was still vividly etched on her mind and Emma knew she would never forget it. She had lived in a state of burgeoning anxiety for months after that visit.
It had taken Emma several weeks to convince David Kallinski that she would not reverse her decision. Eventually he accepted it with sorrow, and although they remained friends and partners, David wisely limited their association to business. Understanding his motives, whilst yearning for him, Emma had disguised her feelings, displaying no emotions, hoping this would help to ease his pain.
And then with calculation and consummate feminine wiles, she had set out to inveigle Joe Lowther into marriage. Already in love with her, overwhelmed by her beauty and impressed with her industriousness and business acumen, Joe had been an easy and willing target. As their friendship had developed he had grown bolder in his courtship. Receiving no rebuff, he had nervously proposed one month later and had been overjoyed when she accepted him, not recognizing that it was he who had been courted and manoeuvred.
The night he had proposed and after she had accepted him, Emma had told Joe that Edwina was illegitimate. She had done so with absolute candour, at the same time sagaciously omitting the identity of the father. She had simply repeated the story she had invented for Blackie O’Neill years before. Joe, impressed with her honesty, had been admiring of her stoicism at carrying such a burden alone. He had told her that her past did not interest him, and it truly did not. He was so besotted with Emma the only thing that mattered was her acceptance of him for a husband.
Emma, who had not wanted to start their marriage with deception about her circumstances or her child, was, nevertheless, aware that she had no choice but to tell Joe the truth. Joe believed she was the widow of a sailor called Winston Harte. How then could she conceivably explain her brother to him—also a sailor with the same name as her deceased nonexistent husband? For this reason, she had confided those same half-truths to Laura, and eventually to David, some weeks after her marriage. Neither one had appeared to be shocked and they accepted her explanation with understanding.
Emma’s worst moment had been her confrontation with Winston and Frank, for it was also necessary to explain to her brothers the existence of a three-year-old daughter, who was obviously not Joe’s offspring. Frank, still in awe of Emma, had not dared to offer one word of criticism. Winston, on the other hand, had placed Emma on a pedestal, and he had flown into a rage, disappointed in her and full of recriminations. After he had calmed down, he managed to convince himself she had been duped and unwilling, so that he could absolve Emma of all blame and keep her image untarnished. He had cursed the scoundrel who had violated his innocent sister in naval-barracks language so colourful both Emma and Joe had been flabbergasted.
Conscious of her brothers’ intelligence and perception, Emma had coloured her story for their benefit, inventing a nebulous gentleman of doubtful background as the father of her child, whom she said she had met in Leeds. She had alerted Joe in advance, saying that she dare not tell them a boy from Fairley had taken advantage of her. There would be reprisals in the village if she did so. Joe had agreed there was sense in this and was her ally. For her part, Emma was relieved that she no longer had to fabricate stories about her past, for by nature she was not a liar.
Yes, Joe has been decent, Emma said to herself. He had insisted on adopting Edwina after their marriage and he had given her his name. And he loved Edwina as much as he loved his own child, if not more, Emma sometimes suspected.
As these wandering thoughts sifted through Emma’s head she felt an unprecedented stab of guilt about her anger with Joe. He had behaved like a gentleman and had shown a degree of generosity towards her, and Emma reproached herself. The gift of her body and wifely devotion was a small price to pay when she considered everything dispassionately.
It would not be easy, Emma knew, when she thought of his wanton lust in the privacy of their bedroom. But she took hold of herself with cold determination, and resolved to be more understanding and warmly attentive to her husband in the future.
THIRTY-EIGHT
The following morning found Emma at her desk in her department store earlier than usual. Elegantly dressed in a severely tailored black silk dress and pearls—‘the Harte uniform’, Joe called it—she sat studying two fat ledgers. Her deep absorption in those minute black figures running in punctilious columns down the wide pages was so complete she was only dimly aware of the store coming to life and of the sounds of traffic outside.
Emma’s attention was riveted on the books for the department store, which she had bought in the latter part of 1912, renovated and modernized with Blackie O’Neill’s assistance, and opened with fanfare in January of 1913.
The store had been an instantaneous success. Brilliant advertising, personally conceived by Emma, attracted the public to its doors. They came in droves to scrutinize and criticize this lavish and exotic emporium that had flowered within the hallowed precincts of Lister’s, formerly the most conservative of stores, which had been taken over by some parvenu, an ambitious young woman with newfangled ideas. To their incredulity they wer
e captivated by the glamorous ambiance and the air of exclusivity that pervaded every floor. Lulled into a state of euphoria by the elegant interiors with their glittering mirrors, plush carpeting, harmonious lighting effects, and the specially perfumed air, they remained to browse, to exclaim and admire, and were inevitably induced into buying, unaware that they had been cajoled by the tasteful and tranquil surroundings into spending money through a psychological approach far ahead of its time.
Emma’s skilful displays of all her products attracted marvelling eyes to its quality, its stylishness, and the reasonable prices. The merchandise was the dernier cri, so elegant that the ladies of Leeds and other nearby towns found themselves unable to resist temptation, dipping into their purses with enthusiasm, under the gentle encouragement of the charming and pleasant-mannered salesgirls, rigorously trained by Emma in what she termed ‘the art of the understated sell’, and which in later years she was to call ‘the soft sell’.
Another contributory factor to the store’s popularity was the cafe Emma had opened on the second floor. She had decorated it in the style of an English country garden, utilizing pastoral scenic wallpaper, white-painted trellises, artificial topiary, and birdcages housing exquisitely rendered copies of colourful birds. She named it the Elizabethan Gazebo and dressed the waitresses in simple pale green uniforms, frilled white organdy aprons and caps. The enchanting setting, a refreshing change from the overblown pomposity of Victorian décor, the serene atmosphere, superior service, and the simple but tasty dishes made the Elizabethan Gazebo all the rage. It became the chic gathering place for morning coffee, light luncheons, and afternoon tea. Smart women took to rendezvousing there and few left the store without making some kind of purchase, just as Emma had shrewdly anticipated. This innovation, a wholly unique departure for a department store, immediately started a trend in Leeds. It prompted her envious competitors to follow suit, but their rococo imitations were tasteless in comparison, and her stylish café was so well established its business was unaffected.
The gift wrapping of merchandise was another idea dreamed up by Emma, who remembered her own excitement at receiving that brightly wrapped gift from Blackie on her fifteenth birthday. This small service was not performed by other local stores and it gave her yet another sales advantage. With her unerring understanding of the public, Emma was convinced this token gesture, costing relatively little in time, effort, and money, would delight her customers, especially since she made no charge for it, and she was proven right. A gift wrapped in silver paper, tied with silver ribbon, and decorated with a tiny spray of silk violets became the cachet of Harte’s. So did the courtesy and helpfulness of the doorman who assisted with packages, opened carriage and motorcar doors, and performed other gallant little duties, and in his splendid gold-braided uniform of deep royal blue he added a touch of distinction to the main entrance. Finally, in an effort to persuade her customers to buy everything they needed from Harte’s, and in greater quantity, Emma offered door-to-door delivery of goods three times a week. Her customers came to rely on this service, and it boosted sales to such a staggering extent she had to revise her timetable and send out her royal-blue vans five and sometimes even six days a week to fulfil the orders.
On this Saturday morning, twenty months after the store had opened its doors, Emma Harte was in the black and profits were soaring. She had more than sufficient cash in hand to carry her for several years, she decided, as she reviewed the figures. Nonetheless, she was loath to pull fifty thousand pounds out of the store’s bank account at this moment, even though it was hefty with deposits. The country had only been at war for four days, but with her prescience Emma knew they could be in for a long siege, and she might suffer serious setbacks if trade fell off because of the public’s depressed mood, and their reluctance to buy in the grim days ahead. She recognized that she must not endanger the stability of the store by making rash moves or by over-extending herself.
Emma turned to the ledger for the Gregson Warehouse, a wholesale supply company she owned. Her eyes swept over the figures and she did some swift mental arithmetic. Her cash reserves for this company were considerably higher than the store’s bank balance, chiefly because she had owned it for a longer period, was selling products in bulk to the mass market, and had virtually no overheads. Moreover, she was heavily stocked and she would not need to buy new merchandise from the manufacturers for a year, and so she did not anticipate heavy cash expenditures.
She turned the page. Her glance settled on the Accounts Receivable columns. A quick tabulation of the figures reminded Emma that she was owed almost one-hundred-and-eighty-thousand pounds by the various stores in London, Manchester, and Scotland who bought from the wholesale warehouse on a regular basis. She was not worried. The money would start trickling in within the next thirty days. However, she had been aware for some weeks that a number of stores were tardy in their payments. She jotted down the names of those customers whose accounts were overdue and running into the ninety-day period, determining that pressure must be exerted on the delinquent companies immediately. Her terms were thirty to sixty days, although she often extended credit for longer periods to old and valued customers. Now that practice will have to cease, she concluded with detachment. Emma, who could be understanding of problems on a personal level, was hardheaded and without sentiment when it came to business. Joe had once accused her of having ice water in her veins and she had responded, ‘Yes, that’s true. Just like a banker.’
Emma sat back in her chair, tapping her teeth with the end of the pencil, lost in thought, and then she leaned forward and picked up the clipping from the Financial Times, which had been on her desk for the past week. The story in question detailed the closing of the London Stock Exchange and the raising of the bank rate from 4 per cent to 8 per cent on Friday, July 31. Both measures had been sensational, and to Emma they were indicative of the grave view of the crisis taken in financial circles. Emma had realized that the first action was simply intended to avoid panic in the City, by giving dealers time to steady themselves before being called upon to settle their disorganized Stock Exchange accounts. But she was aware that the raising of the bank rate was meant to hinder the drain of gold out of the country. To Emma, watchful and weighing all the odds, this had been the most ominous sign of all. Whatever the politicians said, war was imminent.
These developments had prompted her to take action regarding a business venture she had been contemplating. Rather than intimidating her into abandoning this new enterprise, it had actually encouraged her to plunge ahead with it. At the same time, the rise in the bank rate had induced her to reject the idea of borrowing from the bank to finance the project, as she had originally intended, and despite the fact that she had never been reluctant to use the bank’s money in the past.
In point of fact, when Emma began to extend her business in 1910, she had entered the arena of high finance with many powerful psychological advantages. By nature she was an optimist and totally unafraid of taking chances, believing she could make her own luck in business. Her risks were calculated risks and in a sense she was a guided gambler, as she was to be all of her life. David Kallinski understood her, being cast from the same mould himself.
Emma also had nerves of steel, and these characteristics set her apart from many of her male contemporaries and competitors who were unimaginative and fearful of losing what they had patiently accumulated. Emma was not at all inhibited by these fears, for she was dauntless, and responsive to all manner of business opportunities, which she seized with tenacious hands. Neither was she bothered by paper transactions or long-term borrowing. She had used all to her advantage in the past four years and would do so again if necessary.
But not at this moment, she said to herself, thinking of that 8 per cent bank rate. It was outrageous interest to pay. She had all that cash in the Gregson account and was owed a vast amount from the stores. She could easily take the fifty thousand pounds she needed without endangering the warehouse business. Re
moving the chequebook for the Gregson Warehouse from the drawer of her desk, she wrote out a cheque, put it in an envelope, addressed it to Frederick Ainsley, and returned the chequebook to the drawer. She looked at her watch, picked up the telephone, and dialled the warehouse.
Her manager, Vince Hartley, answered, as she had known he would. ‘Good morning, Vince. I’ve been going over the ledger and I notice that a number of our customers are behind in payment,’ she said.
‘Morning, Mrs Harte. Yes, I know. I was going to talk to you about them—’
‘I want you to start pulling that money in, Vince. First thing on Monday morning,’ Emma interrupted. ‘And don’t write the usual dunning letters. Telephone and follow up with telegrams. I want immediate results. If they can’t pay in full, insist on part payments. And you might point out to the stores whose accounts are outstanding for sixty days or longer that I intend to start charging interest. At once. Bank rates of 8 per cent.’
Vince Hartley sucked in his breath. ‘Mrs Harte, that’s a bit stiff, isn’t it? I don’t think they’ll like it. They might not buy from us again—’
‘I don’t give a damn whether they like it or not. And I certainly couldn’t care less if they don’t buy from us.’
‘But we’re bursting at the seams with stocks. We’ll have it on our hands if we’re not careful.’
A Woman of Substance Page 65
