The old meeting room at the
Hotel Colonial buzzed with excitement from the power-networking of sales and
business executives. Mottled beige-terra
cotta Talavera tiles from the 1500’s virtually disappeared under the highly
polished black shoes of the business executives and the beige and tan summer
footwear of the salespeople. Polished shoes and boat shoes lined up for
registration. Tailored pinstripe cuffs rubbed together, as did tan khakis and
even blue polyesters. Some of these were snagged and slightly dirty around the
frayed cuffs. These hovered over work socks and shoes that looked like the
castoffs from the more prosperous – alike in form, but worn beyond use if the
wearer was rich.
Rich, poor, or on the make,
Anna saw to it that the hotel supplied emergency egg and cheese burritos and
coffee to every standee. It was not their fault that she had allowed a same-day
late registration option. She should have known her countrymen better. So what
if she spent an extra 7,200 pesos? There was almost ten times that amount
standing in line. She would be damned if she would start a convention on
relationship marketing by angering her clients!
“Señorita, estamos listos para servirle,” the head waiter
approached, the first cart of steaming burritos and cloth napkins in tow.
“Gracias, yo sirvo mis clientes mi mismo.” Anna unrolled five
100-peso notes, and asked the head waiter to distribute these. The head waiter
puzzled over this largesse momentarily, thanked Anna, and left to prepare a second
cart.
Anna began greeting each client
as if he were José Lopez himself. She had taken the exceptional step of hiring
a nanny – something that she had promised that she would never do. Gabriel was
not far away, though; in the presenter’s suite, attached by a cell phone,
Aracely had the little boy pretending to be a salsero. Confidence. This is one of the foundations of building
relationships, Anna would relate to the four-hundred-plus people, almost all
men, who were trying to find out what magic trick would help them sell more.
Little did they know that Anna’s confidence blossomed from the security that
she felt in Aracely. Confidence begets confidence.
One after another, the men
received the proffered burrito, with or without coffee. Few responded with more
than casual politeness when Anna took the opportunity to introduce herself by
name and to ask a few questions of each client.
“Are you in sales?”
“What is your goal from
attending our conference?”
“How large is your company?”
“How large would you like it to
be?”
Anna’s name was on every
invitation, on every reservation form, on the welcome letter in the hotel
lobby, and autographed in every copy of the book available at the convention,
like this:
“Crear para creer. Anna Garcia”
However, almost no one noticed
that it was her who was passing out the free breakfasts and making small talk. Note to myself: Use this to show the people
how badly their assumptions about place and status are hurting their
businesses. Anna made note that given the right balance of circumstances
and training, the most naco delivery
truck driver could be wearing dungarees one year, and a crisply pressed suit
and silk foulard power tie the next. In a flash, a new drill came to her:
Blindfold the person in the circle, and make him describe the lives of the
speaker or speakers on the outside of the circle just by listening to
vocabulary and dialect.
Cesar Castilanez and Arqueo
Gomez chatted about the upcoming midterm elections, the impact of the previous
year’s 9/11 terrorist attacks in the Tierra Gringosa on trade between Mexico
and its northern neighbor, the future of President Vicente Fox and his
Center-Right PAN party with the Northern Monster under attack and Dubya, also
known as U. S. President George W. Bush, unable to talk immigration or
narcotraficantes because of concern about terrorists posing as campesinos,
Cesar’s engineering firm and Arqueo’s chances for partnership in the
architectural firm he had been at since graduating BUAP, the miserable bunch of
no-name players and revolving-door coaches that represented Puebla in Liga
Prima…..
“Gentlemen, welcome to the conferencia. I am personally very
pleased that you chose to spend your time and your money learning about
relationship marketing. As a token of my appreciation, let me offer you
something to keep your hands busy while you wait for registration.”
Cesar glanced at Arqueo. Arqueo
shot an upward eyebrow at Cesar. Both noticed the petite 24-year-old Anna as a
girl more than as a woman, hardly as an empresaria
capable of filling an expensive meeting room. In the background, her friends
Sandrina and Antonio, and even her ex Hector and some of his friends, were
madly rushing chairs from the hotel’s storage locker, trying to stay calm and
polite while relocating the registration desk to the hallway in order to allow
the program to proceed, and passing out 100-peso notes to various stunned
staffers at the Hotel Colonial, now suddenly booked to capacity on a random
Thursday night a week before Semana Santa. The two men could have worked for
the same firm, based on their tan cotton trousers, brown gaucho leather belts, and silk shirts with broad, pointed collars.
Arqueo wore lime green, while Cesar had chosen navy. An identical navy, it
turned out, to Anna’s starched cotton blouse, popping out like a photographic
negative against her cream-colored suit jacket with matching mid-thigh skirt. Over
trim, tan thighs. Callate, the men
told themselves.
“My name is Hernán. People who
know me call me Arqueo. ¿Y tú?” Given
that Arqueo was, in his own eye, about fifteen years Anna’s senior, the
familiar tú-form was appropriate,
even in Puebla, where the dialect tended more
toward the formalism of Central America.
Actually, the gap was only about nine years, but Anna looked no more than a
college underclasswoman.
“I’m Anna Garcia. Welcome to
our conference. Have you read our book?” Noting the architect’s play for
status, Anna called his bluff by promoting herself to co-author of the book. ¡Pinche pápi! I wrote the book for you out in the field. You didn’t know about
“relationship marketing;” you played the chords and I made the melody.
“Cesár. No, I have not, nor has
my friend. You could write or do, at your age, chica, but you wouldn’t have time to do both.”
“You haven’t, verdad, or you would recognize that it
is not wise to underestimate your business associates or your women, señor;
Chapter 9.”
“De acuerdo. Well spoken, Anna Garcia.”
“Le
toca a Usted. ¿Cesár que? Chávez?” Anna knew that this subtle
class slur would put this Cesar on his heels.
“Gutierrez. Cesar Gutierrez. Me encanta, señorita.”
“Padrisimo.” This friendly slang expression gave rise to
intersecting vectors: the angular eyebrows of both businessmen meeting in
midair.