“You’re not closing the sale,” Reid said.
“That’s right,” Cassie said, sounding crisp and businesslike. “Traffic is at the same levels, totally consistent from month to month and aligned with last year perfectly, but 25% less sales. The price range of merchandise is the same. We have cheap impulse buys and bigger options. We have new choices and proven bestsellers. Things like T-shirts rotate constantly in terms of color and design.”
“Do you see a difference in how many things any given customer buys?” Reid asked.
“Yes,” Cassie said, obviously startled. “The average purchase used to be 2.3 items. It’s now one.”
“What music do you play?” he asked, well aware the others were watching the discussion.
“Excuse me?” Cassie asked.
“In the store.” He looked at her and lifted a brow, inviting her answer.
Cassie shrugged. “Mix of house music, rock, tunes we use for workouts.”
“80’s hits?”
“Maybe some but not very much,” she admitted.
“Play 80’s rock and pop,” Reid suggested. “Think MTV videos.”
“But our demographic skews younger,” Cassie protested. “They don’t all remember the 80’s.” She smiled. “I don’t remember the 80’s!” Everyone laughed.
“Wrong. They might not remember the 80’s but they know the music.” Reid put down his fork and knife. “I went to a presentation at an independent grocers’ conference and this guy said that customers spend at least 20% more if the store plays popular music from the 80’s. I thought he was crazy, but I went back to Montrose River and tried it.”
Cassie was clearly thinking and he guessed that she was remembering the music at the Shop ’n Save. “It must have worked. You’re still playing it.”
He nodded. “People in Montrose River spend 33% more when I play that music.” He shook a finger at her. “Remember that you bought both jars of salsa, instead of choosing between them.”
“I did!” Cassie frowned. “And that organic one was more than I’d intended to spend. I probably spent 70% more.”
Her partners laughed.
Reid was unsurprised. “This guy’s theory is that when people know the words, they sing along, maybe out loud or maybe just in their heads. They’re happy and their resistance to purchasing is lower because they’re in a good mood.”
“But the demographics...”
“Those songs are classics,” Reid said. “We hear them all the time and even people who don’t remember MTV know about YouTube. They’re familiar.”
“We hear them all the time because customers spend at least 20% more in stores that play them,” Damon said wryly and everyone laughed again.
Kyle wagged a finger at Cassie. “Remember that instructor we had who used 80’s tunes for her aerobics class? The room was packed every time.”
“I thought it was because she taught such a good workout,” Cassie said. “I wasn’t the only one who missed her when she moved away.”
“But we could try the same thing with the classes,” Kyle insisted. “Think of those classes. They were singing along, and they weren’t all old enough to remember the 80’s.”
“You’re right,” Cassie said. “We had those NYU girls who didn’t miss a single session.” She shook her head. “Wow, did they spend money in the store.”
“Oh, to be in college with no financial obligations,” Lauren said with a laugh.
“Try it in the store,” Reid suggested. “Mix it up to rule out variations by day or time or weather, but track what music was playing along with your sales for the day.”
“And in class, too,” Kyle said. “Let’s track what music was playing in each class, then correlate it with sales in the store. Maybe we can beat Reid’s 33%.” He leaned across the table to give Reid a high five. “Awesome suggestion. Thanks!”
Reid felt in that moment as if they’d accepted him as being in their league.
“You were amazing,” Cassie said as they rode the elevator back up to the suite. It was late and Reid had a little buzz from the wine at dinner. He had a stronger buzz from Cassie’s presence and the anticipation of what they’d soon be doing.
Funny how he always wanted to be with her one more time.
It had to be because he’d never met anyone else like her. Or maybe it was because he knew her secret. Either way, there was a connection between them and he was glad to have this weekend in her company.
Then they’d both walk away, satisfied.
“I don’t think so,” he said, aware that she was waiting for his reply. They were alone in the elevator and the small space was filled with the sweet feminine lure of her perfume.
“I do,” she said with conviction. “I guess I’ll have to reward you for being so awesome.”
“Good. I’m feeling bad about disappointing you over the whip.”
She laughed, her voice throaty and her eyes sparkling. Her hand was in his elbow and she was leaning against his side. “I don’t think I’ve ever heard you say so much at once. You were...positively loquacious.” She pulled back to study him. “Maybe you’re an imposter.”
Reid grinned and the elevator doors opened. “I didn’t want your friends to think you were imposing some inarticulate loser on them.”
Cassie scoffed and preceded him into the suite when he unlocked the door. “They can deal with whoever I bring. You shouldn’t have felt compelled to impress them.”
“I didn’t. I just wanted to explain it.”
She turned to smile at him. “They were impressed.”
“Should that matter?”
It did to him, but Reid didn’t want to say that aloud.
“I guess not,” she mused. “But it was nice.” She walked into the suite, heading for the large windows. “Look at the view,” she murmured and Reid didn’t turn on the lights. She dropped her purse and kicked off her shoes, then returned to the window. Reid moved to stand beside her and she glanced up at him. “I was impressed. Does that matter?”
“Of course,” Reid said easily, as if it mattered less than it did. Cassie was watching him and he thought she might be able to read his thoughts so he turned away. He shed his jacket and stretched. “I’ve got to do some swimming tomorrow. Another dinner like that and my jeans won’t fit.”
“Come to the club with me. I’m going to a cardio drumming class at 8.” Reid didn’t reply but knew she was still looking at him. “You could come, too. It won’t be hard on your knees and you can swim laps anytime.”
“Not this time. But thanks.”
“Something wrong?”
“Just tired.”
“Just being evasive,” she teased.
“No, really, just tired.”
“Too tired to talk?”
“About what?”
“I don’t know how much time I’ll have to be with you for the next couple of days,” she said and Reid wasn’t surprised.
“You did come out here to work. As marketing person, you must have a lot to do for the opening.”
Cassie smiled at him. “Thanks for understanding.”
“It’s the deal. This is your business. I admire that you’re committed to it and that you do so well with it.”
“There are a lot of events, culminating with Theo’s big party on Saturday night. He’s got one incredible guest list lined up and if only half of them show, we’ll be on all over Instagram and Facebook. There’s no dance club in this location, so we’re turning the whole foyer and lobby into a dance floor for the party. Somehow, between six and eight, the transformation has to happen.”
“You’re nervous about it.”
“There’s a lot of gear. Speakers and lights and security and more. It’s going to be like changing a stage set, without having had a real practice.” She took a deep breath. “I’m reconciling myself to some glitches.”
“Even though you’d like it to be perfect,” Reid guessed, understanding that she had pride in her work.
She
nodded but didn’t say more.
“Want a drink?” he asked.
Cassie shook her head but didn’t say more.
“Is there something else?”
She heaved a sigh. “I want to ask you about something.”
“Must be big. You’re usually pretty forthright.”
She didn’t smile or answer right away, and Reid saw her purse her lips. “What do you think about kids?”
Reid winced. “Not that idea with Ally again.”
“No.” Cassie laughed. “You talked me out of that.”
“Good,” he said and meant it.
“I mean kids, generally. Haley’s comment that you were building a legacy made me wonder. Are you?”
“Not on purpose. Just trying to make a difference.” Reid headed for the bedroom, pretty much certain the conversation wouldn’t end there.
He was right. Cassie followed him. He hung up his jacket and took off his shirt. She took off her shoes and unzipped her dress, as if they’d been married for a thousand years and he could just ignore her being practically naked six feet away.
Reid wasn’t dead yet.
He looked and Cassie noticed, posing a little for him as she smiled. He took that as an invitation and went to her side, drawing her into his arms. Her kiss was sweet and potent, the best way on the planet to ensure he was ready for another round in five seconds or less.
“Do you want to have kids?” she asked when he lifted his head.
Reid looked down at her, wondering why she was suddenly curious about this. He understood enough about her to know that she would keep asking questions until she knew what she wanted to know. She’d confided a lot in him: he could share a little bit.
“I never thought about it much,” he admitted. “I guess I figured I would have some one day, but I haven’t been stressing about it.” He winked at her. “Of course, I would only have to do the fun part, as you said.”
Cassie nodded and looked out the window again. She nibbled her bottom lip as if she was considering something of great import.
Reid watched her for a minute. “What about you?”
“I thought it would all become clear when I met the right person.” Cassie sighed. “Otherwise, I pretty much avoid thinking about it, because...” Her voice faltered.
“Well, what happened to you would give anyone second thoughts.”
She smiled at him in gratitude. “And I just kind of put it out of my mind. But my mom is right about one thing. If I’m going to do it, I’d better do it soon.” She didn’t step out of his embrace and Reid tried to guess what she wanted to say but couldn’t.
“So, now you’re looking for a donor for you?”
Cassie shook her head. “No. It’s not something anyone should do alone. At least I don’t think so. Emily made me aware of my shortcomings, and I really might just snap under pressure.” She winced. “It could be ugly.”
“You don’t give yourself enough credit. You’re really strong, Cassie. And you’re too nice to do anything wicked.”
“And you’re saying that right before the wedding I asked you to attend with me,” she teased. “Does that mean you want to go home early?”
“It just means that I don’t think you need me.”
She eyed him for a long moment. “There are different kinds of need.”
“True.” Reid stole another kiss and it turned hot even though he tried to keep it slow. The fact that she was wearing just a bra and panties didn’t help him keep the thread of the conversation.
She sighed and ran her hands across his chest when he lifted his head. “But I don’t want to have a child alone.”
“There’s that partner thing again.”
“Yes, I guess it is.” A flirtatious smile played over her lips then and he dared to be relieved that they hadn’t followed the obvious path. He really didn’t want to say no to her, but he wasn’t interested in any unconventional arrangements for having kids.
He had to wonder if Shannon’s suggestion was really that conventional.
“Thank you, Reid,” Cassie said and kissed his chin.
“For what?”
“For coming. For being how you are.” Her eyes gleamed with an intent that sent fire through his veins. “I think you deserve a reward, Mr. Jackson.”
“A bonus?”
“Maybe several of them,” she whispered, her voice turning sultry. “I want another one of those kisses but I don’t want you to stop. I want it to go on forever. I want a kiss that will keep me warm for the rest of the weekend.”
“I think I can help with that.”
“I know you can.” She slid her hand around the back of his neck and pulled his head down, opening her mouth for his kiss. She arched her back when his mouth closed over hers and Reid slid his hands around her waist, pulling her closer and deepening their kiss.
Whatever she wanted to give him, he was more than happy to take it.
The weekend would end all too soon.
Cassie saw how it troubled Reid for her to talk about babies and their respective objectives. She was steering their negotiation into deeper waters, out of the safe harbor of sex in exchange for his presence, but she’d wanted to see how he would react. She had to think that most of his liaisons were very short, and that their relationship was already becoming unusual for him.
Maybe he was already nervous about her expectations.
Maybe he was concerned about his own, and unsure what to do about it.
Maybe he thought she might want to change the rules.
But Cassie thought that something good was happening. After all, Reid had been determined to impress her partners. She’d never heard him talk so much. If he didn’t care, she couldn’t believe he would have bothered to say so much, given that sharing his thoughts was so out of character. No, he would have sat in companionable silence, smiled at their jokes, listened to their stories, and eaten his dinner. He didn’t have to step up and justify himself to Ty.
Had he been jealous of Ty? Cassie wondered. She couldn’t have helped with that, given her unfortunate outburst. The two men certainly came from different worlds.
But she liked that Reid had a little proverbial dirt under his nails. She liked his concern with honesty and straight talk. She loved how he touched her—with reverence and admiration, but also with need. She saw his desire in his eyes and felt it in his touch, and the combination made her feel both sexy and wanton. She knew that she could show him all of herself, reveal any of her fantasies and all of her secrets, and Reid would just smile that slow hot smile, draw her into his arms and give her exactly what she needed.
He accepted her as she was, which was the greatest gift of all.
She just had to convince him that she reciprocated in kind.
There were no toys this time, no games, no boots, and no tease. She was out of her lingerie in no time, naked in his arms, her skin against the warmth of his. He lifted his head, then trailed kisses down her throat, cupping one breast in his hand then laving the nipple. He grazed it with his teeth then closed his mouth over it, making her moan as he teased it to a peak. She made an inarticulate sound and he reached for the condoms, inhaling deeply as she smoothed one over him. They kissed again, a hot and hungry embrace that left her heart racing.
He scooped her into his arms, then claimed the nipple again as he carried her to the bed. When he rolled onto the mattress with her cradled against his chest, Cassie felt cherished—then his fingers were between her thighs, caressing her with such surety that she moaned aloud. He turned his attentions to the other peak and she writhed in his lap. He grinned and she seized his hair to pull him closer, straddling him and kissing that smile off his face.
It didn’t work. She could feel the curve of his mouth beneath her own, despite her best efforts. She straddled him but his fingers kept sliding over her and she couldn’t bear to draw away from his seductive touch. He even chuckled when she shivered, well aware of how he was driving her wild, then he eased his fingers insid
e her. His thumb landed on her clitoris, pressing against it so that Cassie gasped. She reached down to caress him, but he caught her wrist in his other hand and rolled over top of her. He eased inside her in one smooth move, his thumb still flicking her clitoris, and Cassie caught her breath, aware only of Reid as he braced his weight over her. She grabbed him around the waist and pulled him closer, taking him deeper inside her, and they both moaned in pleasure.
Then he moved and she whispered his name, pressing kisses to his shoulder and his throat, loving how his muscles strained as he tried to keep control and prolong the moment. He braced his hands on either side of her, driving deep and slow, then pulling back so that each stroke made a long slide against her. Cassie wrapped her legs around his waist and smiled up at him, matching his rhythm when he began to move faster. She kept her gaze locked on him and watched his eyes darken, watched his gaze become more intense, felt his body go taut. She bucked her hips and rubbed against him, hearing herself pant, smelling the magic of their arousal.
“After you,” she whispered and he shook his head.
“After you,” he countered, his words no more than a growl.
“Together,” she suggested and he nodded, then buried himself inside her with a power that sent her over the edge. She gripped his shoulders and held him close as the shudder of release erupted within her. He cried her name as he found his release and Cassie held him tightly, knowing this was the moment.
“I love you, Reid,” she said in a rush and felt him clench.
Instead of collapsing over her, he stiffened and pulled back. “You’re doing that again?” he asked, but there wasn’t a question in his voice.
“I know who I’m with,” she said, stroking his cheek. She smiled. “And I did say your name, Reid Jackson.”
He stared at her, apparently horrified.
Cassie tapped his chest with a fingertip to punctuate her words. “I love you, Reid Jackson. I want to be together for more than just sex. Let’s talk about it.”
Some Guys Have All the Luck Page 25
