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If the salesman thought Tess, in black trousers and white T-shirt, an unlikely customer, nothing in his ma
Tess decided to test his mien before asking to see Mark Rubin.
"Well, I don't know," she said, giving her voice a Valley Girl whine. Greenspring Valley, that is, or perhaps Worthington, a place where Baltimore 's rich WASPs and Jews lived in an uneasy truce. "I've always thought of fur coats as being something my mother and grandmother wear, but after the last couple of winters, I can't help wondering if it might be a good idea."
"A fur is a wonderful investment," the salesman said, sizing her up. She eyed him back. Tall and slim, with thi
"Why not?" Did she look poor? Movie stars shopped in T-shirts, after all, and her loafers were Cole Haans. Not as expensive as some designer brands, but not inconsequential.
"I'm not talking about price," he said, remaining smooth and unruffled. Oh, he was a salesman through and through, but a salesman suited to luxury goods, a man who understood that moving minks and Mercedes-Benzes and Bose stereo systems meant long, drawn-out courtships-and much higher commissions. "But if your clothes today are indicative of your preferred look-what I like to call the casual sophisticate-a mink would probably be too formal. Have you thought about beaver?"
Tess figured she could keep a straight face if he could.
"Not really," she said. "I have to admit, I'm so overwhelmed by the process that I don't know where to begin. How can I know if I'm getting my money's worth?"
"Trust your sense of touch." He pulled a jacket from a nearby rack and held its sleeve toward Tess, which she stroked dutifully. "We call the top hairs 'guard hairs.' These should be silky, while the underfur beneath should be even in texture. Now, how does this feel to you?"
"Nice," Tess said. It felt like a dog, although a better-cared-for one than either of hers, whose short coats shed alarmingly.
"Try this." He brought out another jacket, which felt a little softer and seemed to shine with more subtle variations. It was like switching to a top-line colorist after relying on Nice 'n Easy.
"What's the difference?"
"About two thousand dollars." The salesman smiled. He was onto her, he had to be, but the charade seemed to be as amusing to him as it was to Tess. "The second one was made from female pelts, which requires more pieces, and comes from a name designer. All those things add to the price, although not necessarily the quality. Try it on."
"No," Tess demurred, but the salesman was already shrugging it up over her left arm, as if she were a balky toddler who didn't want to put on her snowsuit.
"There," he said. "Look how nice you look-although with your hair I think you'd want to go with ranch instead of wild."
Tess turned reluctantly toward the full-length mirror behind her. She had worried she would look like a furry butter-ball, but he had picked out a sleek coat with the furs placed in a gently curving pattern that flattered the figure. She looked pretty, glamorous even, not that she had ever aspired to glamour.
Yet her image disturbed her, too. It was so matronly, so grown-up. The vision in the mirror was the woman she might have been if she had taken a few different turns in life. More accurately, this would be the Tess who had taken no turns at all, just embarked on that greased chute of marriage and motherhood. For while most of her friends had started out on a gung ho career path, Tess noticed something odd happened when the babies started coming. Female friends who never would have dreamed of leaving their jobs at their husbands' insistence had clamored for the stay-at-home-mommy gig when it became a kind of status symbol.
It was, of course, undeniably good for the kids to have a parent at home. Tess didn't even like to put her dogs in a ke
A sudden wheeze gripped Tess, and she felt a horrible, messy sneeze coming on, which she decided to stifle rather than risk spraying across a twelve-thousand-dollar coat.
"Fox might be good for you, too," the salesman said thoughtfully. "Or shearling."
"What about the… issues?"
"What issues?" he asked sharply. One thing to be a shopping dilettante, Tess supposed, another to be a PETA activist scoping the place out.
"Well, you know, the humane issues."
"Oh." His expression couldn't have been blander. "I suppose that is a consideration for some people. Certainly I would never recommend a fur to someone who couldn't reconcile her personal beliefs with the industry's practices, any more than I would serve a vegetarian friend a steak. Here at Robbins amp; Sons, we don't proselytize for fur. But what I've found is that most people realize that nature is hierarchical, and while we try to coexist peacefully with other living things, we have created a world where people come first. At least I hope we have. We eat animals-you do eat them, right? I couldn't help noticing you were wearing leather shoes."
"Yes, I eat meat and wear leather. I kill cockroaches, too, but I always give them a shout-out before I go into the kitchen at night, so they have a sporting chance to flee."
"Hmmm. So, really, for you, the question isn't whether this should be done but how others might react to you?" He let his voice scale up, but Tess sensed he wasn't really asking a question. "You care what people think."
He was good, in some ways better than the psychiatrist that the state of Maryland had forced Tess to see up until recently. "I guess I do."
"Consider this. What do we tell older women about avoiding street crime? We tell them to walk with confidence, heads held high, purses clutched firmly under their arms. Well, I tell my customers the same thing, especially women such as yourself, who buy their own furs. Walk with your head high. You have purchased a fine garment, a timeless garment, an investment that enhances your beauty. You walk like that, you don't have to worry about other people."
Tess looked in the mirror again. She did look pretty. And, really, she couldn't argue against the fur business on principle. The image still bothered her, but it wasn't the source of the coat's materials, more its message, an a