Jun 30, 2017

Daily Banter


We were house number five on the milkman's daily set of stops.  His arrival was marked with the clanking of the semi-rusted galvanized metal cans against his equally rusted and aging bicycle. He'd promptly thrust his hand through the iron grill of the metal gate of our house and ask me for a tumbler of water. I'd stop sweeping the front yard, which was my daily chore, wash my hands, run inside and fetch the tumbler of water promptly. Offering water to the thirsty was one of the highest virtues in our drought ridden city, as ingrained into my naïve psyche.  I felt truly blessed earning my daily  quota of good deeds through this daily act. I could now skip doing my homework and still come out even at the end of the day on my good vs. evil balance.

This routine carried on for  a few days until my Dad showed up at school to pay a princely sum of Rs. 35 in school fees for that month. As my luck would have it, he ran into my teacher, who wanted my Dad's help in getting the ration of sugar for the month from the fair price shop. My Dad being in the food department could pull a few strings to ensure the sugar quota was met. Sweet for her, and would have been for me too, had she not ventured into the landmine zone related to missing homework. 

So somehow, the math did not add up. All the offerings of water to the milkman, didn't save my hide from my Dad's wrath that day. So much for good vs. evil, and the  scales of justice. 

The next morning, I was fuming as it was, at this unforeseen turn of events, and the milkman comes clanking again thrusting his hand out for the daily cup of water. Now I had to take fate into my own hands.  Muttering under my breath, I continued sweeping the courtyard, refusing to acknowledge his presence. I did not see a point of offering my good services that morning. He was persistent. I turned a blind eye, while he kept insisting. The commotion of my stubborn refusal and his obstinate persistence, brought my mother outside from the kitchen and she demanded to know what was going on.

The milkman's anger with me appeared to vanish very mysteriously into thin air; he appeared to have been hit by a speeding train, propelling him into an extreme rush to complete his task of dispensing milk and leave right away without losing a moment to spare.  But before he could make his run, much as I was growing skeptical about this whole balance of justice concept, I did not want to risk earning my mother's wrath too, and perhaps some bad karma in addition. So while she was interrogating him, I went and fetched the tumbler of water, and held it up for him.  His sudden outbreak out into a combination of pained smiles and a mumbo-jumbo of words made me realize he was petrified by something. I looked at my mother in askance, who was glaring at the tumbler in my hand, as it now started trembling.  I was at a total loss as I shuddered, what had I done wrong now? For a second I could see myself in the fires of hell, or mountains of homework shall I say, as I had clearly done something wrong. It was my turn to be petrified as she grabbed the tumbler and just sprayed the water away on the plants in the yard in a rush of anger.

Suddenly the confessions poured out of the milkman's strained vocal chords. No more dilution of milk from that day forward he repeated, trying to be as soft-spoken and discreet as best as he could, so neighbors would hear his stories of daily dilution. This was in sheer contrast to my mother's tirade that stopped the newspaper delivery boy, and the fruit and vegetable vendors in their tracks as well, as they waited in turn deliver their goods to our household and earn a part of the rants for the day. The neighbors from across the street bravoed and cheered my mom,  for taking on the fraudsters and landed a curse or two of their own too at the milkman and also the stream of other morning hawkers for the day.

In the melee, I managed to sneak away, so I could finish my homework which was pending from last night as I had mulled over the justice scales. I somehow got through the  homework and the rest of morning in a jiffy; fear is such a great motivator. Looking prim and proper and very sharp in my school uniform, I sat down for breakfast, not too far from Dad. As my parents spoke about the morning's events, they seemed oblivious to the guilty fluttering and eventual settling down of my heartbeat. In a bit, I was riding away on my Dad's motorbike to school, hugging him tightly with my arms wrapped around his waist, one side of my face pressed into his back, the other enjoying the rush of the morning wind.

And that was how things were settled back then.  No yelp ratings of vendors, no twitter storms, no emojis, no school messenger apps, no likes and dislikes. 

Life was simple.  The drama just continued at the sixth stop on the milkman's route, which we were oblivious to.

Maroon leather, golden print, arbitrage and rice pearl hoops

I did not know it was called entrepreneurship then. Nor had I heard of the term arbitrage. I'd seen the opportunity and grabbed it and made my first profit in life.

I was 16 when my second niece was born to my eldest sister. She lived at one end of the city, and my college was in the opposite direction, relative to my home. Like it or not, my sister and my mom had to live with my recalcitrance of my showing up at my sister's home straight after college, unannounced and a lot more often than was necessary. I was skipping my household chores, paying more for the bus fares for the extra trips and perhaps not so welcome by my sister's in-laws with whom she and her husband lived. I'm hoping my niece was a little more thrilled. Ah well, it didn't matter. I played with my little angel to my heart's content and only then went back home, well beyond typical curfew hours for an Indian girl.

On the way to my sister's house was a book-binding workshop. Every time I passed by the store, I admired the handiwork of the leather bound books in gorgeous shades of deep maroon and navy blue and beautiful golden calligraphy.  On one occasion, I gathered the courage to strike up a conversation with the book-binder and I told him I admired his work. The older gentleman smiled and thanked me.

After that day, I waved to him and he waved back to me every time I passed by his store.

Time flew before I realized it and I was into my final year of college. It was time to produce my own piece of art in the form of a project workbook.  Our professors provided us with a list of recommended book-binders.   The cost of binding each project book was a princely Rs. 60 from the regular binders. Or the equivalent of about 5 movies we could watch in a theater back then. Quite a steep amount for someone in college.  And then it occurred to me to compare prices with my favorite book-binder.

The next time I went past the store, I stepped, in this time and inquired about his cost for the same service. He looked down, seemingly focused on his work and avoiding his gaze told me "I charge Rs. 50, per book".  I was doing some quick math in my head as to how much money the class of about 60 could save, and therefore how many more movies we could watch that summer. I was silent for a few minutes. The vendor apparently perceived my silence to be hesitance on my part.

"Since I know you however, I can do this for Rs. 48 for you" he said. Hmm I thought.
"I'll get you an order for 60 books - how much for that?"
"45"
"40"
"42"
"40"

We settled at Rs. 40.

"I need a sample", I said.  He gifted me a beautifully bound diary, smiling, playing in to my ruse, for he knew of my love for the diaries he made. I'd earned the very first sales incentive in my life, and that too in advance. I felt highly motivated, excited! I likely created more of a racket that evening than usual playing with my niece. I never checked in with my sister, if I was ever a source of marital discord in that family. It's perhaps moot now.

I informed my class that I found a binder whose services cost only Rs. 50 per book, which included my services. They were skeptical and questioned the quality. I flashed the beautiful diary. They were impressed and convinced.  The entire class signed up.

My treks to my sister's place continued and along with me the stacks of paper delivered for binding. Between my labor, and my negotiation, I made a neat sum of Rs. 600.  I felt like prosperous.

With that Rs. 600, I bought a beautiful pair of  hoop earrings made with the tiniest rice-pearls for my third sister.  That's the only gift we talk about to this day, hard earned as it was and given the story behind it.  Or perhaps, I got away with giving her that only gift my entire life.

I learned many marketing lessons through this exercise; the value of being nice for no specific reason, of building  relationships,  identifying opportunity, estimating the arbitrage value, silence as a tactic in negotiations, customer trial with the sample book, and my motivation spurred on by the initial incentive and finally my courage to jump on the idea and slog it out to earn that money carrying stacks of paper and bound books back and forth in a public bus, not necessarily the easiest. Also the win-win I was creating for myself, my friends and my favorite book-binder who knew how to motivate me.

My entrepreneurial journey had begun that day.