13 comments/ 13114 views/ 12 favorites Georgie Girl Ch. 19-21 By: coaster2 Chapter 19 The Big Step The morning after we returned from Sacramento, I was on the phone to Dow. "Bob, I wanted to let you know that the tests we conducted with the state water resources board were a complete success. Your filter material performed perfectly and we're having some of it sent to you today for your inspection." "That's great, John. Congratulations. I'm sure Rex will be delighted to hear that too. He convinced us to listen to you, so he gets a lot of credit as well." "I'll call him right after we're done. If you see anything you don't like or we should know about, please call us. We want to make sure we've got everything just the way it should be." "Count on it. I'll let our people know as well. By the way, we followed up on Milos Czerny. He represents a company in Romania who were developing something along the same lines as you. However, there aren't any examples of it yet and I'm hearing it might be some time before they have anything to show. I wouldn't worry about them for now. Your results in California are going to carry a lot of weight. We all know how stringent your state is on environmental regulation." "Okay. I think Thomas was going to give you a call later on to give you a blow-by-blow of our tests." "That's great. I haven't talked to him in a long time. I'll look forward to his call." I called Rex immediately after hanging up with Bob Mears and he was equally pleased with the results. I thanked him for all his efforts and I hoped he would get the recognition he deserved for sticking his neck out on our behalf. *** Georgette and Kevin had their heads together as they discussed the redesign of the shrouds. There would be only two sizes; one for the sides and one for the ends. Both would be hinged on top and designed like plantation or jalousie shutters to give ventilation when needed. It was now a matter of what material to use. "We can get these custom-made locally," Georgette said. "If we use PVC we can test to see how they perform before we decide to add Kevlar to the composition." "I agree," Kevin said quickly. "That would give us an inexpensive way to see if they will do the job and stand up to our testing. If they are strong enough, so much the better. If not, we can go to the stronger Kevlar option. Good thinking," he smiled. I was watching the two of them working together like they'd been doing it for years. Kevin was a pragmatic, deliberate man with a well thought-out plan for each step he took in our development. But I was repeatedly surprised by Georgette's immersion into the work as well. The shutters were a detail, not a core component, but they treated the work like it was just as important as any other piece. "When do you plan to apply for your license, John?" Georgette asked later that evening. We were sitting on the sofa reviewing the trials we had completed and the plans for our next testing sessions. "As soon as my degree is granted. I'm assuming I've passed, but I'll know for sure next week. I've got all my practical experience, so I should be able to get my certification in California shortly." "I'm sorry you missed your graduation ceremony. You worked so hard for your degree and you didn't get to celebrate it." "I had something more important going on at the time. The woman I love was in trouble and I had to be there for her. But what about your Ph.D.?" "I've finished my interviews and we've finalized the questionnaire. The two interns will be conducting the tests with three groups. One will be college graduates, one college sophomore undergraduates, and the final group will be non-college men who have either dropped out or completed only high school. "I may even have to conduct testing on older college graduates to see what changes might appear in their behavior. From there, I can determine what patterns emerge in behavior. Then, I present my conclusions. Assuming they are accepted, I would be awarded my Ph.D." "You don't sound very excited about that. You put a lot of work and effort into it." "I don't plan to practice, John. I've made up my mind. I'm not going to go into private practice." "Why?" I asked, surprised and concerned at this turn of events. "It isn't important. I mean, compared to what you are doing, it pales in significance. I've decided I want to work with you at Smithton, contributing whatever I can. It's much more fulfilling." "I don't understand. You've done all that work and now you want to ... discard it? That doesn't make sense, Georgette." "I won't discard it. I will complete it, John. I just won't use it or open a practice." "But why?" "It's simple, really. I have come to understand why you started this project and why it is so important to you. These machines will have a huge impact on thousands, if not millions of people. It's going to change people's lives for the better. It's going to improve people's health. It's going to reclaim lost land. That is so much more important than what I was doing, it's not even fair to compare them. "Besides, market research is at least partly experimental psychology. Focus groups and customer surveys... when properly run, use the same research disciplines that my thesis requires. So it's formal training for my position with the company. On top of that, if I'm going to be an officer and spokesperson for Smithton, the PhD will help my credibility." I took her hand in mine. "If that's what you've decided, then I'll support you all the way. I can't think of anyone I'd rather have on our team than you." "Thank you, love, but I intend to earn my way. I'm taking some industrial design courses at school and I'll be digging into design and material alternatives. You and Kevin sweat the big stuff and I'll work on the details. And, if I can keep from getting into trouble, I enjoy the market research too," she smiled. "I don't know what to say. What will your parents think when you tell them of your decision?" "I'm not sure. I hope they'll support me. I'm pretty sure my father will. He's as into this project as anyone. Mother might be another story, though. I'll have to wait and see." The rough handling testing began the following week. We found a well-used patch of land east of Walnut Grove that ATVs and motorcycles regularly tore up for fun. Kevin's truck was going to get a workout that day before we returned to the shop and tested the equipment. "The shrouds took a beating, John," Kevin reported the next day. "Several cracks in the frames and shutter mechanism. We'll have to beef them up. The PVC slats survived, however. I want to weld the top hinges to the frame. I can see the screws working themselves loose over time. Also, the braces that hold the shutters open when we service the units bent in a couple of instances. We need stronger material there too." "Okay, but what about the guts of the machine?" I asked, anxious about how it had survived the continuous rough handling. He grinned. "No problem. Everything is in good condition. The attention we paid to making it durable has paid off. I think we have a solid design. If we fix the shrouds, I think we've got a commercial product." "Damn that's good to hear. We did it! You did it! I couldn't have done it without you, Kevin. You made this whole idea come to life. Thank you so much." "Give yourself some credit, John. It's your design and your concept. It works because you understand the process and what it takes to get a proper result. I was just a structural consultant. You used your expertise and I used mine. Together we make a pretty good team," he smiled. He was right, of course. We did make a great team. All of us had contributed in some way or another. Thomas got the ball rolling for me with his contact at Dow Chemical. Rex Lyman put me on to Kevin Riordan, our "plumber." Georgette helped us realize that one size would not fit all and we needed two machines with separate functions. Devon created the company that would become Smithton PWTS. And behind all that, Sarah, Mary and Nan had cheered us on. It was immensely satisfying to have it come together with so few technical problems. Now, what was next? *** "Meeting come to order," Devon pronounced. "This is an historic occasion. The prototypes have passed their evaluations and we are ready to discuss financing, manufacturing, and distribution of the Smithton PWTS. John, would you like to begin?" I looked around the room at our directors, the TV screen with my father and mother present, along with Mary, Sarah and Nan as guests who were encouraged to participate when appropriate. "I know this is a little thing, but I'm not happy with not having a name for our machines. I don't see us trying to market them with a forgettable handle like PWTS. I think we need something that will catch the public's attention and still imply what the machines do." "It isn't a small thing," Thomas said. "Your reasoning is quite correct. It's one thing to have a great machine, but if the public don't understand what it does and the name doesn't resonate with them, you're adding a handicap to yourself." "Do you have something in mind, John?" my father asked. "No. I wish I did, but I haven't been able to come up with anything. I'd like to throw it out to our entire group to see if we could come up with a number of suggestions." "Since that's going to take some thought by our group," Devon said, "I suggest we move on to the next topic and leave the name issue for a further meeting." There was general agreement. "Thomas, the next item on the agenda is raising capital. Would you like to report?" "I have begun to seek significant funding to create the manufacturing facilities we will need. Although I don't know how much space will be required, there are any number of empty buildings in the Bay area, casualties of the current economy. While land costs are high, we should be able to lease sizable square footage at a very reasonable price, working on the principle that, for the landlords, some income on a property is better than none. "Money is tight and I won't suggest we even bother to look at the banking community. We want venture capitalists and I have a lead on two or three that have made it known they are looking for a good opportunity. My hope is to escape without giving up much equity, but we'll have to see how that goes. John, Georgette, Devon and I are meeting with the first of these people tomorrow morning at the shop." "Any questions?" Devon asked. "What do you think the chances are that you'll find financing?" Mary asked. Thomas grinned but didn't get a chance to answer. "If I have to finance it myself, I'll do it," Nan announced. There was nothing equivocal in her tone of voice. It also brought about general laughter at her complete faith in the project. "I don't think that will be necessary, Nan," Thomas said in a kindly voice. "This is a great project and I think we might have to fight off investors when they realize the potential." "Do we know how much we need to find?" Sarah asked her husband. "Not exactly, but five million will get us started. Kevin has let me know what kind of equipment will be required. Much of what we will be doing is assembly, so sophisticated machinery isn't going to be required in the beginning. Our costs will mostly be components and assembly labor, along with distribution." "On to the next topic then," Devon said. "Where will this plant be located?" "I see it right here in the Bay Area," Thomas answered. "We've got access to labor and transportation locally. There is an abandoned dairy operation in Fremont and a closed candy plant in Union City. The advantage of either of those locations would be cleanliness. We wouldn't have to worry about a big clean-up before the space would be usable. I have a real estate broker working on that and other options as we speak." "They're also within reasonable commuting distance," I remarked. "There are a number of locations in the Richmond-San Pablo area, and further out toward Vallejo, Benitez and Pittsburg. But for now, we'll concentrate a little closer to home as a starting point. We're a San Francisco family, and I'd like to see us with a Bay Area base for our business." Once again, I had made a statement and didn't think of someone else's reaction to it. I glanced quickly at the TV to see how my parents reacted to it, but I couldn't tell. "What about future development?" Devon asked. "We'll set aside an area for Kevin, Georgette and me to do exactly that," I said without thinking. "What about your practice?" Sarah asked immediately of her daughter. I saw Georgette take on her distinctive flush as she struggled to answer her mother's question. "It's ... on hold ... permanently," she finally managed. "I'm committing myself to John's company. I think I have something to contribute, but as I told John, what he's doing is far more important than what I was planning. I think I can bring something to the company and I want the opportunity." Sarah seemed a bit befuddled for a moment before she asked, "Is that what you've been doing back at school lately?" "Yes. I'm taking some industrial design courses to help me understand what goes into making our machines." Georgette's mother had a strange look about her, but I couldn't interpret it. She didn't seem to be angry or upset, but certainly surprised and maybe baffled. I hoped her daughter would explain her reasoning away from this meeting. "Is there any other business?" Devon asked. "Distribution," I answered. "When we have a product and a marketing program, we are going to have to seek distribution. Who is going to sell this product and how is it going to be marketed?" "Shouldn't we be hiring expertise for this part?" Georgette asked. I could see several heads nod. "Sounds like a reasonable way to proceed, but who would be the right firm?" Thomas asked. "If I can make a suggestion," Kevin spoke up. "There are companies that handle industrial product accounts. Machine tools, heavy equipment, that sort of thing. I think they would make the best use of our money." "I can think of one myself," Thomas said. "I've had experience with Richardson Brothers in the past. I helped them finance their national expansion program a few years ago. I think they would be a good place to start." "I agree," I said. "As far as the marketing program goes, maybe hiring a professional company could also help us with a product name." "I can look into that," Georgette volunteered. "I know a woman from college who majored in marketing and joined one of the established firms here in the city. I could contact her and see what her company has to offer." "Good idea," Thomas said, "but don't commit to anything until we've had a chance to meet with her and see if her company is right for our needs." Georgette nodded, but seemed a little put-off by her father's warning. I caught her attention and gave her a smile and a wink. I was hoping my message was received. But I also had a funny feeling that Thomas was becoming the leader here. He was doing things on his own initiative. Although I had no complaint with his thinking or actions, I would have liked to know in advance as a courtesy. "So, in summary then," I said in wrapping up, "Thomas has arranged for us to look at two properties in the east bay that might be suitable for leasing. He has also agreed to contact Richardson Brothers about distribution. He will join Devon, Georgette and me when we meet with the prospective investors. Georgette will explore her contact with a marketing firm to see if they would be suitable for our needs. Devon, as always, will be the guardian of any contracts and leases we might consider. Have I missed anything?" "Is there anything we can do?" my father asked as we turned to the TV set. "Well, we don't have a product name," I said, "and if you can think of any likely outlets for distribution from your days in the equipment business, that would be a big help." "Well, it's been a long time since I was in that business, John, but let me make a few calls and I'll see what I can find out." "Thanks, Dad." Devon adjourned the meeting and we began to break up. "Were you thinking we might need more than one distribution outlet?" Thomas asked. "That thought occurred to me. I don't know Richardson Brothers, but our product is going to serve widespread needs and I wonder if one company can look after our requirements fully. When I originally conceived this equipment, I was thinking of something that could be sold in hardware stores or other retail outlets. I wanted it to have universal visibility. Maybe I'm wrong, but I'll let someone with more experience tell me that." I could see Thomas mulling that over in his mind, but he was nodding. Was that in agreement, or understanding? That night, as Georgette and I lay in bed, she turned to me. "I think I'm going to have to have a talk with Father." "Why?" "He's taking over this project. Maybe it isn't intentional, but he's doing and saying things as if he were in charge. It's your business, John. It doesn't mean we ignore him, but I think he owes you the courtesy of discussing his ideas and his experience before he just drops them on the table like it's a done deal. He pissed me off when he suggested I shouldn't sign anything when I talked to my friend at the marketing agency. I didn't need that." "Calm down, Sweetheart. He means well and he has a ton of experience and contacts that have been, and will be, invaluable to us. I think he's so into this project that he wants to make sure we succeed and he's doing everything he can to insure that happens." "That's very generous of you, John, but I still think I need to remind him who invented this company and who is the driver of the bus." "Be careful, love. I want and need your father's help and guidance. I'm the kid with the idea, all right, but he's the voice of experience and I need him. We need him. I'll put my foot down if I have to, but at this stage, it isn't necessary." "You are not a kid," she said. "You keep proving that day after day. You are a man. A real man! My man!" "Glad you think so. Mind if I demonstrate my manliness again?" "Yes, please," she grinned. Chapter 20 Acceleration Things seemed to move at warp speed over the next six months. Georgette and I were finally married in Coeur d'Alene in early September and spent an abbreviated honeymoon in the San Juan Islands in northwest Washington. We allowed ourselves to forget about Smithton PWTS for a few days and enjoy the scenery and wildlife. We had perfect weather and it was a getaway both of us needed. It took very little discussion to decide to lease the former candy packaging plant in Union City. It was clean, spacious, had excellent offices and was in a great location. It had also been empty for over a year and Thomas and Devon had skillfully negotiated a five year lease with an option that would keep our overhead at a reasonable level. Kevin and I had begun to plan the layout of the assembly area, detailing what construction would be necessary to isolate the welding area from the general population. We had the space to keep it well away from any potential hazard as well as provide proper ventilation. Material storage would be racked and still take up half the floor space available. When full production was achieved we would know our capacity and it would determine our future in the building. Kevin, Georgette and I were commuting to Union City almost everyday. He was interviewing candidates for our welding shop. Qualified welders were in short supply and it was going to be a costly part of our labor bill. Georgie Girl Ch. 19-21 "There are a couple of possible solutions," Kevin began as we sat around our makeshift lunch table in the office area. "We could farm the welding out to another company. I'm not real pleased with that option. We need high quality workmanship and we need to be their first priority for delivery and not an afterthought. "The second option is to keep looking for qualified welders and hire as they become available. My concern with that plan is how long it might take to get a full complement. It might mean we fall behind in production and therefore behind on deliveries. That could be fatal for a new company. "The third option is to hire two or three top-notch welders and have them teach a group of apprentices on the standards we have to have. Again, that could be a slow process, but we would end up with what we need. "The fourth and only other option I'm almost afraid to suggest. We go the way of a larger, more sophisticated operation and put in a robotic system." "What's that cost?" was my immediate reaction. "I have no idea," Kevin admitted. "I know they are a lot cheaper than they used to be and we don't really need an exotic one for the type of welding we need. The usual formula for the smaller units is that they can do the work of five men without taking any breaks and they can process more work per hour than six men." "Five top quality welders would earn sixty or seventy thousand a year each, plus benefits," Kevin said. "That gives us a budget of over four hundred thousand for a one-year payout for each five guys." "On the surface of it, it makes a lot of sense if the initial cost isn't too crazy," I said. "Well, we haven't considered maintenance and backup if something goes wrong," Thomas offered. "I assume these units are programmable?" "Yes. Why don't I do some investigating and see what the possibilities are. I'll get some costs and we can sit down make a decision. In the meantime, I'll continue looking for qualified welders. That will at least get us started. We need to get some additional prototypes out in field testing." "Okay, Kevin," I said. "Go ahead. If you need some help, let me know. The more I think about it, the more I like the robotic idea. If you're right, we might have a cost-effective solution." *** Georgette's sorority sister was now employed by a small up-and-coming marketing company that was working hard to develop a client base. Annie Lieberman met with me, Georgette and Thomas to discuss what her company could do for us. "You're absolutely right, you need a product name that can be featured in any type of promotion. It isn't a riding lawnmower or an ATV that could capture a certain segment of the public's imagination. This is a piece of machinery that performs an important function and its promotion has to emphasize that. The name should also be serious." "How do you see this product being marketed?" I asked. "For industrial contacts, you're best to begin with a large buying group. They service retail outlets nationally and can give you the widest distribution. But even there, you need brand recognition and public awareness. My thought is a combined television and magazine advertising campaign. The TV ads get people's attention and tell them what the product does. It introduces the brand name to them. The magazines are a follow-up reminder directed at the specific consumers that might need this product." "That sounds expensive," I said. "We're a start-up company. We don't have a big budget for that type of campaign." "I understand," Annie said, nodding. "I'm not suggesting a saturation campaign on network television. I'm thinking more of carefully selected spots on the specialty channels. They are a lot less costly and can be directed more accurately at your target audience. Same with the magazine advertising." "What kind of budget would we need?" Thomas asked. "I haven't worked that out yet, but I will give it some thought when I go over the product with you and determine who would buy this product. Why don't you tell me who you see as your domestic customers, John." I proceeded to tell her about the genesis of our machine and how I envisioned it being used. Annie was listening carefully to me, occasionally glancing at Georgette as I spoke. "You tell that story very well," she said as I finished my comments. "I see you and possibly Georgette too as the spokespersons for this product. You are an attractive man and you are well spoken. It's your product and you know it best. You see it as an 'All-American' machine and that's a great selling point these days." "I'm not sure I'd be very good at being an actor," I suggested. "You're not an actor," Annie said, shaking her head. "Neither is James Dyson. He just represents himself, and look how well he comes across. I can see you standing beside one of your machines and telling people what it is and why you built it. Thirty seconds later it would be done, but you would have recognition in millions of homes." "I guess we can think about it, but it will depend on the budget," I said. She nodded. "Of course. We'll keep that in mind always. Let me do some work on the demographics and I'll get back to you with some numbers." We left it at that. I had it in my mind that what she was proposing was going to be very expensive, possibly much more than we could afford. I wasn't holding my breath that she could pull this off. "What do you think, Thomas?" I asked after Annie had left. "I think she has some good ideas, John. I like the idea of you being the spokesman. You are the cornerstone of this venture and you do present yourself very well. I'd say we should give her a chance to convince us." "Georgette?" I turned to her. "Father is right. Let's see what she comes up with and what kind of costs she's thinking of. And ... I also think you should be the featured person in the ads for all the reasons Father and Annie mentioned." I nodded uncertainly and we left it at that. It would be revisited when Annie returned with her presentation. The testing of the units continued as we concentrated on the toughness and durability of the units in all conditions. We worked with a supplier of PVC sheet to develop a strong and durable slat for our shrouds. It was tested in all weather extremes under laboratory conditions and passed. We made sure the supplier knew just what conditions the product would have to withstand and they assured us that they had a formula that had been used in both the Antarctic and hot climates. We had completed the layout of the machinery for assembly, but had yet to decide on how the welding of the frame would be done. We had invited Lincoln Electric to give us a presentation on their industrial robots to determine the cost and effectiveness of their equipment. Their technical representative had met with us and taken note of our needs and would tailor their presentation to our specific requirements. "I think we've found our solution," Kevin said as the presentation wrapped up. "I won't comment on the costs other than to say the equipment is a lot less than I expected it would be. What's your opinion, John?" "Thomas agrees with you, Kevin, and so do I. This is by far the most cost effective way to go. The capital cost is not beyond our reach and we can easily add more units as our volume increases. We'll need a technician and supervisor for that part of the plant, but that's a lot less costly than trying to find eight or ten qualified welders." "It won't take long to pay those machines off, John," Thomas added. "This is a good investment and Lincoln is a well known and respected leader in the welding equipment business. I'd say we'd be in good hands with them." "Okay, then it's unanimous. Kevin, why don't you work with Lincoln to set up the shop they way you and they think it should be to get us started." "Great, John. I'm really glad you made this decision. It takes a big variable out of the equation. I'll sleep better not worrying about where I'm going to find the talent to get the job done. Lincoln said they would help us find a technician and train him as well. Another thing I don't have to worry about," he grinned. Thomas, Georgette and I met with the Richardson brothers, Calvin and Sam. They were big in industrial and light-industrial equipment distribution and we gave them a demonstration of our machine and discussed its capabilities. Both brothers were in their fifties and were obviously very friendly with Thomas. He had secured financing for their expansion and they had never looked back since then. They were very down-to-earth types, dressed casually, and considering the size of their company, gave no hint that they were multimillionaires. "I think you've got a hell of a machine there, John," Sam said. "We already represent a couple of the big units, but no one has what you have. I can see this being a perfect addition to our line. Those test results you've got from the state tell me you can do the job, and Thomas's word is as good as gold, so we'd be darned interested in being a distributor for you." "It won't be an exclusive, Sir," I said, carefully. "On the other hand, you'll get the first group of machines before anyone else." Both brothers were nodding. "We understand that," Calvin said, "but I sure wish you'd quit calling us 'Sir.' We'd be more at ease with Calvin and Sam," he smiled. I nodded, feeling very comfortable with these men. Thomas had vouched for their honest, straightforward business dealings and that was good enough for me. It was hard to assess just how successful they would be at selling our system, but it would get us started and we could make some growth judgments from that. We had decided to produce ten more prototype machines while we waited for the welding robots to arrive and get set up. Kevin had found a man with experience in robotic welding and hired him to run the frame shop. He had worked for a metal building company that had moved out of California leaving a number of people behind. It was our good luck that he applied for a job when Kevin advertised for an experienced person. Chapter 20 Under Way My parents had moved into their new home just a few days before our wedding, and at the last minute they decided to hold the reception on their freshly landscaped grounds. Once again, luck was with us as the weather was both warm and sunny. We took that as a good omen for our marriage. My parents had resigned themselves that we would be living in San Francisco and wouldn't see them very often until the business was established. Even then, it was a long way from our home to theirs. So it was quite a surprise when they turned up in San Francisco in late November for a visit at Thanksgiving. Considering my father's curiosity about the new manufacturing plant, Jared now in residence at Boise State, and my mother showing signs of suffering from "empty nest syndrome," I guess we shouldn't have been too surprised. "How close are you to beginning production?" my dad asked as we walked through the assembly area. "The programming of the robots is finished and Lincoln has completed the training of six people. With one of their people here for start-up, we should begin next Monday. Kevin is very fussy about making sure everything is as it should be. He's a great guy for this task, as long as you're patient and don't try and rush him." "You mentioned you already have orders for machines. How many?" "We have to produce two hundred for Richardson Brothers, and we haven't agreed on how many for an initial order for the American National Hardware Group. They were talking about one thousand to begin with, but the response they are getting keeps ramping that number up to almost double. I'm really reluctant to accept more business until the line is settled in and we know our capacity, so we're stalling them." My father was shaking his head. "I didn't think it was possible to get the units into production this quickly. You haven't even begun to advertise it yet." "No. Again, I don't want to be overwhelmed with business and not be able to fulfill orders. That could be a killer if we disappointed people and it would invite competitors." "I like the name," he said. "It took us a while to agree, but Diamond∞Stream seems to fit, especially with that logo they came up with." "Yeah, the silhouette of a person at an old hand pump seemed to work just right," I agreed. "When will we see the TV and magazine ads for approval?" "Still shooting for the end of December, to run early next year. I'm not looking forward to doing the commercial, but Georgette and Annie are adamant that I'm the right person to be the spokesman, so like it or not, I'm it." "Don't be so modest, John. This is your invention and you are the logical person to represent it. It's something new and special and you come across as sincere and not just another pitch-man for another product." I shrugged, wondering if my best effort would indeed be good enough. *** "You didn't tell me you were going to do this," I said, mildly irritated with Kevin Riordan at that point. "I didn't want to take any chances or have any surprises," he answered with only a slightly apologetic look. "How many?" "Fifty frames and thirty complete units," he answered, looking me straight in the eye. "Just on the weekend?" "Yes." Kevin was a man of few words when few words would suffice. I stood looking at the finished units ready for crating. "So, what's the verdict?" I asked, surveying the scene. "The robots performed perfectly with a little tweaking from our Lincoln guy. No rejects and the line speed is as expected. Our assembly crews are still learning to be efficient and are working out the awkwardness. That will take some time yet, but I'm not disappointed. I offered them a day off to make up for their weekend, but they declined. I think we've got the makings of a good team." "So, based on your expectations, when can we expect to ship the Richardson order?" He turned to me and grinned. "Friday." "This week?" I asked in surprise. He nodded with a grin. That brought a smile to my face. If we could produce two hundred in a week just on start-up, we were going to be in business. I knew we had to fill the pipeline to begin with, but delivering on a steady schedule would go a long way to satisfying our first two customers. Smithton PWTS LLP was about to be in business. "I'm holding back every twentieth unit for some testing to make sure everything is the way it should be. I'll take on that job myself." "Good," I said, absently, wondering just what to tell Richardson Brothers and American National. "We should be able to make some commitments by the end of the week," Kevin said, reading my mind. "Good. Sooner is better. But ... you're satisfied ... so far?" For the first time I saw a genuine smile. "Yeah. I think we're this close to being ready to go," he said, with his thumb and forefinger less than an inch apart. If Kevin said we were there, I had confidence that we were. *** We were gathered at Thomas and Sarah's dining room table for the Thanksgiving meal. Ten of us, including Kevin, now a permanent resident at Nan's unit. No hank-panky of course, just two people who had become very good friends. In fact, Nan had been doing some friendly nagging at Kevin to get out and find a girlfriend. She was determined to make sure he was happy. "Two years ago was the first time we met John," Sarah remarked, reminding me of the occasion. "There are times when it seems like it was much longer," I replied. "We've had so many dramas in that short time. But everyone is here, hale and hearty. For that alone, I am thankful. This is definitely the appropriate time for Thanksgiving." "Hear, hear," Devon said, raising his wine glass in salute. "Christmas and New Years at Lake Tahoe again?" Thomas suggested. There seemed to be general agreement and it was settled. My parents and Jared would fly into Reno and we would pick them up and drive them to the lodge. My sister and her family decided to spend Christmas with our grandparents. It would be the first time that the family had been split up during the holidays. Kevin, as usual, would be in Colorado, visiting Charlie Prendergast. It would be a partial celebration at his house as well. His new lines and couplings were being tested for acceptance by the Department of Defense and he was anxiously awaiting their evaluation. Preliminary results looked good. What we didn't announce and wouldn't until it was confirmed was that Georgette was trying to become pregnant, hoping that she would know for sure by Christmas. It would be a dramatic Christmas present for the family. My bride was very confident that we had already "done the deed," but didn't want to jump the gun. I'm pretty sure Thomas, Sarah, and Nan would think it's the best present they had ever received. Devon and Mary would be equally pleased. "Do you care if it's a boy or a girl?" Georgette asked as we lay in bed that night. "Nope. As long as it's healthy. Do you?" "No," she said. "I'd like a boy, but it isn't that important to me. I don't think I want to know until it's born." "You seem pretty sure that it's already a fact ... that you're pregnant." "I am. I don't know how or why, but I'm sure. I even know when it happened." "When?" "Do you remember that night just after we got to Orcas Island and I had another of those incredible orgasms?" "Oh yeah," I chuckled. "I don't think it's possible to forget one of those. So ... you think that was when?" "Yup. I just had a feeling. Call it woman's intuition or whatever, I was pretty sure that was it." "I hope you're right. It would bring great joy to your parents and family." "And yours too. Your mom and dad are just as anxious to have more grandchildren they can spoil, even if it is from long distance." "Isn't there a test you can take to see if you're pregnant?" I asked. "Yes. But I'm only going to take it if I don't know for sure by the middle of December. I'm kind of old fashioned that way." "Okay. It's your body. I really hope you are right. It would be a wonderful Christmas present for all of us." *** "I really hoped I could keep it a secret until Christmas Day," Georgette said, "but I'm afraid Nan has already guessed and she's nearly bursting at the seams to tell someone. I wouldn't be surprised if Mother knew also. I've been avoiding her in the mornings until I can get my act together." "You've only got two more days to go. Why don't you just brazen it out until then? If they know, they know, and if they don't, it will be the surprise you hoped for. One thing is for certain, when you confirm it to everyone, there is going to be a big celebration in the Fulton-desBiens household." "What about this Smith household?" "You already know the answer to that, love. I couldn't be happier and I can tell you feel that way too. I hope this is the first but not the last of our children." "Let's talk about that after we get the first one in the crib," she smiled. *** Sarah, Nan and Mary had tears in their eyes when Georgette announced Christmas morning she was pregnant. If they knew or had guessed, they hid it well, but there was no mistaking the emotion that came from my wife's confirmation. It was an event that they had longed for and waited more than five years to celebrate. My parents were equally happy for us, but with three grandchildren already, it didn't have the impact that it did on Georgette's family. I thought I saw some dampness in Thomas's eyes as well. Perhaps they were tears of relief after all the turmoil and unhappiness he had seen. Whatever the reason, we had conceived his first grandchild and that was everything he had hoped for. Georgie Girl Ch. 19-21 We skied and made love and generally relaxed during the week between Christmas and New Years. We had shut the plant for that week, knowing that things would be quite frantic as we began to achieve full production of our two machines. We were unable to predict which of the two would be the most in demand, so we advised our customers that the deliveries would be in equal numbers to begin with until they could tell us which the two was the more in demand. It took countless takes before the producer was satisfied with my television commercial. The magazine ads did not feature me, but focused on the machines and their capabilities. The target magazines were dedicated to equipment and farm/ranch management and didn't require personalization. They required credibility that the equipment would do what we claimed. The first time I saw the television commercial, I didn't recognize myself. "You were wonderful, John!" Georgette enthused. We had been watching a home and garden show, looking for ideas on a new home we might build. Yes, we were thinking of moving out of the city and over to the east side of the bay. There was no rush and we hadn't said anything to our parents about this idea that was still in its formative stages. "I was raised in wide open spaces, Georgette. I wonder if that wouldn't be better for our child than the city. We could have more space and it would be safer, I think." "I think you're right, but I'm afraid of how my parents, Nan, and Mary and Devon will feel. They might be very upset if we took our baby away from here." "It wouldn't be that far. You and Brad lived some distance away, remember." "I'd rather not," she scowled. I should have known better than to bring that subject up. "Well, we aren't ready yet, but if we think that's what we want to do, then we shouldn't leave it until the last minute to tell them about it." "I don't want to do anything until the baby is born. Oh, by the way, we're having a boy," she said glibly. "A boy! How do you know? Did you get tested?" "No. I just know. Just like I knew I was pregnant. Trust me, we're having a boy." I grinned. She was so sure. I knew better than to argue the point. "I think Matthew William Harold Smith would be a good name for him." "Oh," I said, thinking about the suggestion. "William is my grandfather's name, Harold was Nan's husband's name, but what about Matthew? Where did that come from?" "My imagination," she smiled, "or maybe I was thinking about Matt Damon," she snickered. "I guess I should be glad you didn't decide on Brad, then." "Are you saying you don't like the names?" "Nope, in fact I do like the names. Does this mean I get to choose the names if it's a girl?" "Don't waste your time. Ain't going to happen." "Not ever?" "Okay, hold them in reserve for future reference," she conceded. Chapter 21 Matthew William Harold Smith was born on June 13, 2012, weighing in at a strapping eight pounds, two ounces. He was perfect in every way, possessing all the necessary fingers and toes, plus a very healthy appetite and voice. I could feel the relief in the Fulton and desBiens households when the event occurred. There was some on my part as well. Although he wouldn't be a Fulton, he would be family to them and that's all that mattered. Georgette and I have decided to delay our consideration of building a home for ourselves. We'd planted the seed with the family, but so far we hadn't agreed on a location or a timetable. If we could stay on the peninsula, I think all would be well. It could be done. All it would take is a lot of money. But money is no longer an issue, if it ever was for us. Diamond∞Stream is now an established name. Feature articles in Time, Newsweek, Business Week and a number of other publications have spread the word about our product far and wide. We are getting international inquiries for both distribution and satellite plant locations. The potential has exploded and we are doing everything possible to keep control of our growth. Georgette is already talking about our next child. I'm leaving it entirely up to her as to the timing. She is happier than you can imagine with our baby, and brings Matthew with her to the office as she works on various projects with me. She's busy setting up a day care area when we take over the second floor. It will make hiring and retaining employees so much easier, she claims. I picked up a TV magazine the other day at the supermarket and found a picture of Georgette on the cover. She had been deemed one of America's most glamorous women. Our fame was something we had not prepared ourselves for. I was uncomfortable with it, but had no choice in the matter. Once I allowed myself to be the spokesperson for our company, I was in the public domain and at the mercy of those who would attempt to exploit our success. *** "So, what's your next project, John?" Annie Lieberman asked. "You must have something in mind." "Well, as I've said all along, continuous improvement of our equipment is part of our culture. We've hired two young engineers to spearhead that part of our development. It probably isn't very sexy, but it is essential that we don't allow someone to catch us with something better or cheaper. So, driving down costs without sacrificing quality is our main objective. "We are looking to add a heat-exchange component to a portable diesel generator. We're trying to be more efficient and environmentally friendly. Now if that isn't sexy," I chuckled, "I don't know what is." "I don't want to put you down, John, but these days it isn't very sexy," she said. "What are you working on, Georgette?" "Getting used to being a mother, right now. I'm working to set up the day care area on this floor. I've been interviewing a couple of women who are qualified to run it for us." "Okay, I've let the local newspapers know about your plan," Annie said with some resignation. "I don't know if any of them will cover it. Corporate day care isn't news around here the way it once was. We've cut back on the magazine advertising as planned. It just isn't as necessary as it was. Diamond∞Stream is a household name now." "Don't be sad, Annie," Georgette sympathized. "You've done a marvelous job for us. Better than we could have hoped for. We're swamped with business, so our first priority is to get a grip on our production and meet the demand. That's where all our effort is going. Early next year, I'm thinking we'll need to let the public know about our new developments that make the product even better." "That's a half year away, Georgette. I was hoping for something sooner." "Don't worry, Annie," I said. "The new international ads will roll out then. You'll be number one in your agency by that time." "Yeah ... what am I complaining about? I was just a glorified gofer a year ago when Georgette got hold of me. Now I have a career and a mega-client with a mega-hit on their hands. I never imagined it would turn out this way. I'm really grateful to you both." We wrapped up the meeting and escorted Annie to the lobby. She had done a wonderful job of marketing our products to the right target clients. Our distribution system was plugged with orders for the product and all our focus had turned to increasing production. "You're hesitant to tell Annie about the new development, aren't you?" Georgette said and we walked back to our office. "Yes," I admitted. "It's not that I don't trust her, but the fewer who know what direction we want to take the better. Unlike the water treatment system, the technology for our waste treatment system isn't fully developed. We've hired a couple of people who were involved in the Milwaukee project to work with us in development. This is going to be easily as big as Diamond∞Stream according to Kevin. The number of machines will be fewer, but the technology is more complex, so the value will be much higher." "Kevin thinks almost every aircraft that has a holding tank will want a system like you're imagining," my wife said. "Yeah, he does. We're going to bring Dow in on this again. They've been supplying chemicals for waste treatment on aircraft for many years. They have the resources and experience that can make for another valuable partnership. That's something that Kevin was involved in with them, so when he approached me with the idea, I was interested." "But it's not just for aircraft," Georgette reminded me. "No ... we see applications on boats and RVs. Just about anywhere that holding tanks are used. I've got a person researching how much the airline industry alone spends on toilet waste disposal. It's a monster sum. If we can show them how to cut that back to a fraction of what they pay, they'll line up to use our system." "Imagine all the good P.R. we'd get too," my wife smiled. "It would shine up Annie's résumé very brightly. Hell, she might even start her own agency." "Where are we going on our vacation?" Georgette asked. "Have you decided?" "No, you decided. You gave me three choices, then proceeded to make sure I knew which one you wanted," I laughed. "Oh ... really? So which one did you think I was trying to steer you toward?" "The one with the most brochures and backup information. St. Tropez, of course." She broke into her best smile. "You are so smart. Are you happy with my choice?" "Of course I am. The villa you've already rented is lovely, and I'm sure Matthew will be just as happy with Nan there as he always is with her." "How did you know I'd already booked the place?" "A little bird told me. A little bird that's going to enjoy every minute of her vacation too." "That's the trouble with Nan," she said in mock disgust. "She likes you best." "Well, I don't know about that. After all, she's pretty fond of our son and you both. I think it's pretty well a tie." "Are you going to take me to Monaco like you promised?" "Of course, don't I always keep my promises?" "Hmmmm ... usually, I guess. Just don't spend all your time on the phone or computer doing business." "I promise. Besides, I want to ogle the babes on that clothing-optional beach." "One of them might be me," she said, poking my shoulder with her finger. "Go for it. You'll be a sensation on the Internet celebrity sites," I said facetiously. "Oh ... I hadn't thought of that. So ... maybe we get a private place with no one else around?" "Maybe," I smiled. "Are we really going to be able to keep this all under control? I mean, we're going to have a life as a family and take vacations together and not working eighty-hour weeks?" "We can't let that happen to us, Georgie. I've got good people to carry the freight and we're out looking to hire more good people. That's the one thing about this recession, there's lots of talent available. We couldn't have picked a better time to build a business. Resources and people are plentiful. We can build a solid foundation quickly and bring in talent that will stay and prosper with us." "Now you're just quoting my father," she laughed. "Thomas is a very smart and experienced man. I'm very lucky to have him as a part of our team. He's a pretty good father, too." "Your parents are going to enjoy St. Tropez. Your mother can't wait to team up with Nan and spoil our son." "Yeah, and Dad can't wait to hit the beach and the restaurants. It's a good thing that villa is big enough for all of us." "I'm just happy that all our family gets along so well. Everyone is compatible. Mother and Father, Devon and Mary are going to move in after our stay. It's too bad we couldn't have everyone there at the same time like we do at Christmas and New Years." "We probably could, but it would leave the senior executive cadre of the company pretty thin. I think it's better that we split the vacations in two. We can mix and match each time. I know they all want equal time with Matthew." "Uncle Devon is talking about buying a place on St. Thomas in the Virgin Islands. That would be a great place for a winter vacation." "Yes, it would, wouldn't it," I agreed. "Well, time enough to think about vacations when we've got all our other problems solved. Right now, it's back to work. Kevin is expected back later this afternoon with the plans for the Bismarck plant. Then we'll go over the Ardmore floor plan and see if we can wrap that up. If I know Kevin, he's already got tentative orders placed for equipment with Lincoln Electric. He's a demon at getting things going." "I was worried he was going to burn himself out, John, but he seems to thrive on it." "That only lasts for so long, love. I'm going to be enforcing the vacation policy on him before long. The last thing we need is a key person getting sick or burning out. Charlie Prendergast is trying to set him up with a lady friend of his wife's, but so far nothing is happening. He needs something besides work to keep him going. He's finished the Studebaker, and there it sits in Nan's garage, hardly driven at all." "Maybe I'll get Nan to have a talk with him. He seems to listen to her. She's like a surrogate mother to him." "Go for it. Anything to get him to dial it back a notch or two." "You're no better, you know. I get the feeling that you spend all your waking hours thinking about the business. Just don't shut me out, John. I won't stand for that." "You don't have to worry, Georgette. You are my safety valve. When things get too weird, you have a way of getting me back on track. I probably wouldn't have agreed to this vacation if it wasn't for you." "Yeah ... and the fact that there's a nude beach nearby," she laughed. "Well ... whatever works," I smiled. *** Kevin, Thomas, myself, and our new CFO, Regan Abercrombie, met in our boardroom at three that afternoon. Thomas was now concentrating on future finances, namely the timing of taking the company public. "Both the North Dakota plant and the Oklahoma building are suitable for us," Kevin said. "They are big enough, clean enough, have all the facilities and services we require. Aside from the installation of equipment, there's little needed to make them operational." "That's good news," I said. "Regan, where are we on the leases?" "Devon is wrapping that up as we speak. He just needs our say-so and he'll sign the paperwork and Kevin will be free to get things moving." "Okay, does anyone have any concerns about either of these two properties? Now's the time to say so." There was silence for the few seconds that I allowed. I was sure there would be no opposition to our plan. "Very well, then. It's a go. Regan, please inform Devon we will sign the leases. Kevin, tell me you haven't already ordered the robots," I grinned. "Well, let's just say Lincoln is ready to hear from me," he said shyly. "What about manpower?" "The good news is we have plenty of qualified responses to our search for admin and production staff. We'll be able to pick the best of the best, I think." "Good. Glad to hear it, Kevin. That's the biggest problem we have to deal with. Anything else we should know?" "Are we going to discuss the new project?" he asked. "Absolutely. Our two hires from Milwaukee are arriving next week. I'd like to get us all together for a brainstorming session. I think by then we should have some data on how much the airlines are spending on waste disposal. It will just be North American data to begin with, but it will give us some idea of the quantum we are dealing with." "Trust me, John, it's huge," Kevin assured me. "And it's expensive. And it's stinky. And it's becoming a problem for the cities where the airports are offloading the waste. Some of them are running out of sewage treatment capacity. The capital cost of new facilities is massive. I think this might be a bigger project than we've understood." "Well, we're going to have a dedicated team working on it," I said. "The payoff is too big to ignore." "What I like about it," Thomas injected, "is that the technology already exists to do what we want to do. Sure it's on a much bigger scale, but if we can do what John did with the water system and compress it, then we've got a winner. A monster winner," he smiled. I leaned back in my chair, smiling as I thought of the future of our company. From a high school science project to what will likely become a multi-billion dollar corporation in a matter of seven years. We weren't there yet, but we were on our way and I couldn't see how we could fail with the talent we had on hand. I thought back to that sorority mixer where I first met Georgette. What a fateful meeting that was. I'm still wondering just what made me so interesting to her that she would choose me as a life partner. If I'm honest with myself, I didn't have anything to offer back then. But she saw something that I would never have recognized. Thank goodness for that. Whatever it was, I'm immensely grateful that she did. What becomes of my ideas and my company won't be nearly as satisfying as having my Georgie Girl by my side. END This story was edited by ErikThread and DaveT with my thanks and appreciation. Any errors are mine alone. The story was previously posted on another site.