Chapter Eight
‘Most businesses are small before they are large,’ Fontus said. ‘As time passes they increase their productivity. Sometimes the business revolves around a single piece of equipment.’
Adam knew what he was talking about. Some of the people who sold food in the market cooked it fresh on a huge skillet. While the initial cost of the skillet would have been high, it had no doubt paid for itself many times over.
‘But what if someone buys the rock cutter while we’re away?’ he asked.
Fontus shrugged. ‘Then they own it and we don’t,’ he said. ‘It is better than risking so much on an untried endeavour.’
They went back inside and informed Canion of their decision. He seemed pragmatic. ‘When you have changed your mind,’ he said, ‘let me know.’
Before returning to the boat they made their way inland and picked up some of the rocks. It was now late in the day and starting to turn cold. By the time they reached the boat, the faint lights of Prosperity were already flickering on the horizon.
Adam was deep in thought during their journey back to the city. He had found a source of rock for carving. He had also found a way to cut it quickly and efficiently—if he cared to outlay the money.
Night had fallen by the time they reached Prosperity, and Adam felt weary as they crossed the city to Fontus’s home. He offered to carry all the rocks, but Fontus insisted on helping him.
‘I’m not old,’ Fontus said. ‘Yet.’
Adam awoke early the next morning. His goal was now clear in his mind. He began by taking stock of what he had. He had thirty-two rocks. Taking breakages into account, he could produce about thirty carvings. Working long hours he could produce two a day, which meant it would take him fifteen days to finish.
Fontus had already left for the day and he found Kara readying herself to go out to the shop.
‘Father told me you had mixed success yesterday,’ she said.
‘Not everything went as expected. At least I now know what I’m going to do, though.’
He explained his plan.
Kara nodded thoughtfully. ‘That sounds like a good course of action,’ she said. ‘And I think you were wise to not buy the carving machine.’
‘It would have taken all my money,’ Adam said, ‘and I don’t even know that there’s a market for my carvings.’
Starting for the door, she paused. ‘I’ll be buying quite a lot at the market today,’ Kara said. ‘I could use another pair of hands.’
Adam nodded. Heading for the market alongside Kara, he pondered how much his opinion of her had changed. In the beginning he had thought her surly and difficult. Now he saw she was kind and considerate. She helped her father operate his business, as well as running the house. And she had shown kindness to Adam—despite barely knowing him.
‘You are good to your father,’ Adam said as they strolled through the streets.
‘Why would I not be? He is a good man. The best I’ve known.’
‘It must have been hard when your mother passed away.’
She paused under the awning of a bakery. ‘I have never seen my father so unhappy,’ she said. ‘For a week after she died he stared into space and barely spoke. The house was so quiet, as if time was standing still.’
‘But he came out of it?’
‘Yes. It was after that he started taking Matilda out on trading runs.’
Remembering his own parents, Adam looked away so that Kara would not see the tears that welled in his eyes. The anger still boiled in his belly when he thought of their home in the forest and the way the Dagarni had destroyed everything.
I will have revenge on them, he thought. I will!
Continuing towards the market, Adam noticed Kara greeting many people along the way. He also noticed a great number of the young men giving her appraising glances.
‘You have many admirers,’ Adam said.
‘Really? I hadn’t noticed.’
Adam burst out laughing.
‘Maybe I have noticed,’ Kara said, stifling a smile. ‘Just a little.’
‘You’re a pretty woman.’
‘How can you know? You grew up with only deer and foxes for friends.’
‘Some of them were very attractive deer.’
They both laughed.
‘But I am surprised you are not married,’ Adam continued. ‘Men must have asked you.’
‘A few have,’ she said. ‘But I am in no hurry. I have to look after my father, plus I run most of the business now that he is travelling more often.’
‘I would have thought he’d have no need of the money.’
Kara laughed. ‘He could have retired long ago,’ she said. ‘I think he goes out there looking for some peace and quiet rather than benefit from trade.’
They reached the market. Kara made her way from stall to stall, bartering and buying from many of the stallholders. Within the hour Adam was loaded up with half-a-dozen full bags.
‘We should have brought Matilda,’ he puffed.
‘Who needs a donkey when I’ve got you!’
Returning home, Adam excused himself and went to his room. Scooping up his rocks and tools he went to the small courtyard in the rear of the house and started by cutting the stones with his hammer and chisel. Most of them broke cleanly, but a few broke at unfortunate angles and weren’t large enough.
By the time night fell he had twenty-eight usable pieces. His back was aching and his eyes hurt from focusing for so long. He went to bed tired, but satisfied.
When he awoke, he realised he had dreamt the whole night about his new business. He had been thinking about birds and fish: these were what he had mostly carved over the years. Now he wanted to try something new: trees, bears and a boat. A variety of carvings would appeal to more customers.
Returning to the courtyard, he thought about Canion’s machine. Although it couldn’t do fine work, it would have made all the major work easier.
Well, Adam thought. I can’t have everything. Not all at once.
The following days passed in the same fashion. Each morning he rose early and set to work while the sun was still low in the sky. At this time, sounds of the city mingled with the crying of a restless baby in the next house. Slowly, Prosperity would come to life with the ring of oxen pulling carts along the cobblestones, and people calling to each other.
The more Adam worked, the more proficient he became. It didn’t take long for his old skills to return. He was surprised that a carving business had not occurred to him in the first place.
Sometimes the most obvious things are right in front of your face, he thought.
Each day, Fontus and Kara would look in to check his progress. He was pleased to see they appeared enthusiastic.
‘You are coming along well,’ Fontus said at the end of one long day. ‘How long till you are finished?’
‘Another week, at least,’ Adam said. ‘They all need to go through their final polishing.’
Fontus picked up one of the bears. ‘They are excellent work,’ he said. ‘I’ve never seen anything like them.’
‘That’s high praise coming from you.’ Adam knew that Fontus had travelled to many places and would have seen the work of many artisans. ‘Do you think they’re really that good?’
‘I do, but it’s not my opinion that counts.’
‘It’s the customer?’
‘It is.’
The week passed slowly. Gradually, Adam was able to put aside each of the pieces as they were finished. Even he was surprised by their quality. He was sure they would sell at the market.
He went to see Keldar again about hiring a market stall.
‘Ah,’ Keldar said. ‘The painter has returned.’
‘I’m not a painter anymore. I have been sculpting.’
‘Really?’ The market owner’s eyes were twinkling. ‘Are they as good as your paintings?’
‘Better!’ Adam said, now able to laugh about the wasted effort. ‘Anyone w
ho buys two or more carvings gets a painting for free!’
‘How lucky they are!’ Keldar said, clapping him on the shoulder. ‘If you’re interested, I can again position you at the bridge, and for the same rent and conditions.’
‘I’ll take it.’
He arranged to rent the stall again for a week, starting from the following Monday. Returning home, he told Fontus his latest news.
‘My boy,’ the old man said. ‘You seem very happy.’
‘I am.’ He explained what he had arranged with Keldar. ‘So I have two days before I will start selling my goods.’
‘Have you thought about price?’
‘I’ve been thinking about not charging very much,’ Adam said. ‘I want to keep prices down.’
‘I know you didn’t have any success with your paintings, but I think things will be different with your carvings.’
‘What would you suggest?’
‘You should always charge as much as you can. Never undersell yourself.’
Lesson 8: Never undersell yourself.