Jimmy

I watched our newest client whack his golf ball out into the woods. The man was terrible at the sport. He used mulligans like they were “get out of jail free” cards. But anything to procure a client was what I would do. He was looking for someone to supply him with some basic model helicopters for helicopter tours around the Miami area. He had touched down with a new luxury resort, and he was looking for a few things to add into the high ticket price for his customers to enjoy.

“Helicopter tours are lots of fun for the tourists, and you can charge different prices for the length of the ride. You can work a basic ride into your vacation prices, then upcharge if they want to stay in the air longer or survey a wider range of Miami,” I said.

“You don’t have to instruct me on my business model, Mr. Sheldon. I know how it works. I built it. I know what works for me.”

“Then, for a man of your intelligence, you know what I can provide for you,” I said.

“Yes, but even your bargain price is very steep.”

“If your customers are going to pay a luxury price, they’re going to want luxury. Even at the bargain price,” I said. “That’s simply good business. That’s how you build a reputation.”

“Did you think I brought you out here to coach me on how to build business relationships?” the client asked.

“All Mr. Sheldon is trying to say is we can work with you on the price,” Ross said. “If it’s steep, we can work out a payment plan that suits your needs. It’s what we’re known for.”

“With high interest rates, I’m sure,” the client said.

“If you want to set up a payment plan, I’m willing to give you no interest for two years on your payments,” I said.

“I don’t need any more debt to anyone,” the client said. “I’ve got enough of my money being paid out on a monthly basis. I have a fund I’m pulling from so I can pay up front for these helicopters.”

“Well, why didn’t you say that?” I asked as I teed up. “I’m more than willing to come down on the price of our helicopters if you have the cash to foot up front.”

I whacked the ball and watched it soar through the sky. It arched perfectly and landed square on the green. Ross clapped me on the shoulder as I turned back to our client, but he was walking toward our golf cart grumbling to himself.

Great. Another golf game I’d have to throw in order to secure a grumpy client.

“How much are we talking about?” he asked.

“How much am I willing to come down in price?” I asked.

“No, how much alcohol can you guzzle before we get to the hole. Yes, the price.”

I looked at Ross and widened my eyes as I nodded for him to take the lead.

“If you want a range of helicopters with different seating arrangements, that will help with your price. We can come down on the five-seater helicopters from one point five million to one point one million, and if you wanted some two-seater helicopters for those wanting to fly solo with the pilot, we can make those for as little as two hundred thousand out of your pocket.”

“That doesn’t seem like much of a deal,” the client said.

“Seven five-seater helicopters like you are asking for would cost you ten and a half million at the original cost. Dropping that to one point one million each brings that total down to seven point seven million. But, if you make that order with five big copters and two or three small ones, then the price comes down even more to a measly five and a half million and change,” Ross said.

The client went silent as I grinned at Ross. I could tell he was sweating because, at those prices, we’d be absorbing the cost, but I was ready to do that. He was a first-time client who saw our value in not only selling our product but providing maintenance packages as well. Getting into the luxury hotel and vacation business would be a massive shoo-in for us, which meant nailing this guy was imperative.

“I’m sure your maintenance packages for the helicopters will throw that last number back up over eight million,” the client said

And there it was.

His top-dollar budget.

“Mr. Pruitt, I’m ready to make you a deal today where I can get you four of our largest helicopters and three of our smallest ones for eight million dollars, including our top maintenance package. On each.”

“On each?” he asked.

“Yes, sir. Eight million flat, the best warranties in the country, and not another dime out of your pocket for the next five years.”

“Five years?”

“Yes, sir,” I said. “Five. Entire. Years. Of free service no matter what the reason.”

“You boys have a deal,” Pruitt said.

We finished up the golf game, and I let the man win just to put the icing on the cake. We shook on the deal, signed the paperwork I had Ross draw up before the game, and then shook hands with our newest client. If we could get him to give us a spectacular review, that would be our golden ticket into the luxury resort industry. Yachts to rent out for hotels and helicopter rides with our company’s logo on them in the sky. Cars for those hotels to buy to go get their customers from airports.

I could smell the money we would make from this one deal.

“Don’t worry, Ross. I know what you’re thinking. And I’m prepared to absorb the loss up front we have with this deal,” I said.

“I wasn’t nervous over that. I didn’t know if you were going to be able to pull it out with that client,” Ross said.

“I always pull it out with clients. And why are you not worried about the numbers?” I asked.

“Because of Ashley. That woman saved us damn near three million dollars with all those new tax breaks she found.”

“She found?” I asked.

“Apparently, she wanted to take matters into her own hands and purchased a copy of the tax code. She went to Jack with the entire damn thing highlighted with benefits for us.”

“She what?” I asked.

“Yeah. The entire tax code. In a week.”

“We pay our lawyers hundreds of thousands of dollars to do that.”

“And she did it in a week,” he said.

“Are you sure it was just her? Just Ashley?”

“That’s what Jack said. And you know Jack. If anything, he downplays things.”

“I hate that about him,” I said.

“The things she found saved us more than enough money to absorb the cost of this deal.”

Other than our brief meeting, I hadn’t talked to Ashley since the night of the party, but now I wanted to. I needed to. I wanted to thank her for the incredibly hard work she put into this job. One week. She had pulled that out of her ass in less than one week. It was almost hard to believe, and yet, somehow, I believed it.

“I’m impressed,” I said.

“You should be. I was impressed, and I’m never impressed when it comes to numbers,” Ross said.

“She didn’t slip in her work at all doing this?” I asked.

“Nope. Still kept after the accounts we handed her and even got a few to bump up their monthly payments a bit.”

“And her numbers were accurate? You didn’t have to rewrite anything?”

“I didn’t have to touch a thing. There were actually some things I questioned and had to go to her for clarification, and that was when she pulled out the tax code from her fucking desk.”

“Come on. You’re pulling my leg. This can’t be real,” I said.

“Don’t believe me? We’ll go back to that woman’s desk right now.”

“You’re serious.”

“As a fucking heart attack.”

“If that’s the case, we need to find her another position. She’s wasted potential sitting on the main floor of Accounting,” I said.

“I couldn't agree with you more. Where do you want to put her?”

On my desk. On my lap. In my bedroom.

“Let’s think on it. I’m sure there’s a place in our company for her smarts. Dig around a bit and see what you can find. And make sure her bonus reflects all she did for us,” I said.

“Trust me, I made sure it did.”