“So,” Perry said. “So, Tjan, come on buddy, give it to me straight—you hate it? Love it? Can’t understand it?”
Tjan set down his sandwich. “You boys are very talented,” he said. “They’re very good inventions. There are lots of opportunities for synergy within Kodacell: marketing, logistics, even packing materials. There’s a little aerogel startup in Oregon that Kodacell is underwriting that you could use for padding when you ship.”
Perry and Lester looked at him expectantly. Suzanne broke the silence. “Tjan, did you have any artistic or design ideas about the things that these guys are making?”
Tjan took another bite of sandwich and sipped at his milk. “Well, you’ll have to come up with a name for them, something that identifies them. Also, I think you should be careful with trademarked objects. Any time you need to bring in an IP lawyer, you’re going to run into huge costs and time delays.”
They waited again. “That’s it?” Perry said. “Nothing about the designs themselves?”
“I’m the business-manager. That’s editorial. I’m artistically autistic. Not my job to help you design things. It’s my job to sell the things you design.”
“Would it matter what it was we were making? Would you feel the same if it was toothbrushes or staplers?”
Tjan smiled. “If you were making staplers I wouldn’t be here, because there’s no profit in staplers. Too many competitors. Toothbrushes are a possibility, if you were making something really revolutionary. People buy about 1.6 toothbrushes a year, so there’s lots of opportunity to come up with an innovative design that sells at a good profit over marginal cost for a couple seasons before it gets cloned or out-innovated. What you people are making has an edge because it’s you making it, very bespoke and distinctive. I think it will take some time for the world to emerge an effective competitor to these goods, provided that you can build an initial marketplace mass-interest in them. There aren’t enough people out there who know how to combine all the things you’ve combined here. The system makes it hard to sell anything above the marginal cost of goods, unless you have a really innovative idea, which can’t stay innovative for long, so you need continuous invention and re-invention too. You two fellows appear to be doing that. I don’t know anything definitive about the aesthetic qualities of your gadgets, nor how useful they’ll be, but I do understand their distinctiveness, so that’s why I’m here.”
It was longer than all the speeches he’d delivered since arriving, put together. Suzanne nodded and made some notes. Perry looked him up and down.
“You’re, what, an ex-B-school prof from Cornell, right?”
“Yes, for a few years. And I ran a company for a while, doing import-export from emerging economy states in the former Soviet bloc.”
“I see,” Perry said. “So you’re into what, a new company every 18 months or something?”
“Oh no,” Tjan said, and he had a little twinkle in his eye and the tiniest hint of a smile. “Oh no. Every six months. A year at the outside. That’s my deal. I’m the business guy with the short attention span.”
“I see,” Perry said. “Kettlewell didn’t mention this.”
At the junkyard, Tjan wandered around the Elmo-propelled Smart car and peered at its innards, watched the Elmos negotiate their balance and position with minute movements and acoustic signals. “I wouldn’t worry about it if I were you,” he said. “You guys aren’t temperamentally suited to doing just one thing.”
Lester laughed. “He’s got you there, dude,” he said, slapping Perry on the shoulder.
Suzanne got Tjan out for dinner that night. “My dad was in import-export and we travelled a lot, all over Asia and then the former Soviets. He sent me away when I was 16 to finish school in the States, and there was no question but that I would go to Stanford for business school.”
“Nice to meet a fellow Californian,” she said, and sipped her wine. They’d gone to one of the famed Miami deco restaurants and the fish in front of her was practically a sculpture, so thoroughly plated it was.
“Well, I’m as Californian as...”
“...as possible, under the circumstances,” she said and laughed. “It’s a Canadian joke, but it applies equally well to Californians. So you were in B-school when?”
“Ninety eight to 2001. Interesting times to be in the Valley. I read your column, you know.”
She looked down at her plate. A lot of people had read the column back then. Women columnists were rare in tech, and she supposed she was good at it, too. “I hope I get remembered as more than the chronicler of the dot-com boom, though,” she said.
“Oh, you will,” he said. “You’ll be remembered as the chronicler of this—what Kettlewell and Perry and Lester are doing.”
“What you’re doing, too, right?”
“Oh, yes, what I’m doing too.”
A robot rollerbladed past on the boardwalk, turning the occasional somersault. “I should have them build some of those,” Tjan said, watching the crowd turn to regard it. It hopped onto and off of the curb, expertly steered around the wandering couples and the occasional homeless person. It had a banner it streamed out behind it: CAP’N JACKS PAINTBALL AND FANBOAT TOURS GET SHOT AND GET WET MIAMI KEY WEST LAUDERDALE.
“You think they can?”
“Sure,” Tjan said. “Those two can build anything. That’s the point: any moderately skilled practitioner can build anything these days, for practically nothing. Back in the old days, the blacksmith just made every bit of ironmongery everyone needed, one piece at a time, at his forge. That’s where we’re at. Every industry that required a factory yesterday only needs a garage today. It’s a real return to fundamentals. What no one ever could do was join up all the smithies and all the smiths and make them into a single logical network with a single set of objectives. That’s new and it’s what I plan on making hay out of. This will be much bigger than dot-com. It will be much harder, too—bigger crests, deeper troughs. This is something to chronicle all right: it will make dot-com look like a warm up for the main show.
“We’re going to create a new class of artisans who can change careers every 10 months, inventing new jobs that hadn’t been imagined a year before.”
“That’s a pretty unstable market,” Suzanne said, and ate some fish.
“That’s a functional market. Here’s what I think the point of a good market is. In a good market, you invent something and you charge all the market will bear for it. Someone else figures out how to do it cheaper, or decides they can do it for a slimmer margin—not the same thing, you know, in the first case someone is more efficient and in the second they’re just less greedy or less ambitious. They do it and so you have to drop your prices to compete. Then someone comes along who’s less greedy or more efficient than both of you and undercuts you again, and again, and again, until eventually you get down to a kind of firmament, a baseline that you can’t go lower than, the cheapest you can produce a good and stay in business. That’s why straightpins, machine screws and reams of paper all cost basically nothing, and make damned little profit for their manufacturers.
“So if you want to make a big profit, you’ve got to start over again, invent something new, and milk it for all you can before the first imitator shows up. The more this happens, the cheaper and better everything gets. It’s how we got here, you see. It’s what the system is for. We’re approaching a kind of pure and perfect state now, with competition and invention getting easier and easier—it’s producing a kind of superabundance that’s amazing to watch. My kids just surf it, make themselves over every six months, learn a new interface, a new entertainment, you name it. Change-surfers...” He trailed off.
“You have kids?”
“In St Petersburg, with their mother.”
She could tell by his tone that it had been the wrong question to ask. He was looking hangdog. “Well, it must be nice to be so much closer to them than you were in Ithaca.”
“What? No, no. The St Petersburg in Russia.”
“Oh,” she said.
They concentrated on their food for a while.
“You know,” he said, after they’d ordered coffee and desert, “it’s all about abundance. I want my kids to grow up with abundance, and whatever is going on right now, it’s providing abundance in abundance. The self-storage industry is bigger than the recording industry, did you know that? All they do is provide a place to put stuff that we own that we can’t find room for—that’s superabundance.”
“I have a locker in Milpitas,” she said.
“There you go. It’s a growth industry.” He drank his coffee. On the way back to their cars, he said, “My daughter, Lyenitchka, is four, and my son, Lee, is one. I haven’t lived with their mother in three years.” He made a face. “Lee’s circumstances were complicated. They’re good kids, though. It just couldn’t work with their mother. She’s Russian, and connected—that’s how we met, I was hustling for my import-export business and she had some good connections—so after the divorce there was no question of my taking the kids with me. But they’re good kids.”
“Do you see them?”
“We videoconference. Who knew that long-distance divorce was the killer app for videoconferencing?”
“Yeah.”
That week, Suzanne tweeted constantly, filed two columns, and blogged ten or more items a day: photos, bits of discussion between Lester, Perry and Tjan, a couple videos of the Boogie Woogie Elmos doing improbable things. Turned out that there was quite a cult following for the BWE, and the news that there was a trove of some thousands of them in a Hollywood dump sent a half-dozen pilgrims winging their way across the nation to score some for the collectors’ market. Perry wouldn’t even take their money: “Fella,” he told one persistent dealer, “I got forty thousand of these things. I won’t miss a couple dozen. Just call it good karma.”
When Tjan found out about it he pursed his lips for a moment, then said, “Let me know if someone wants to pay us money, please. I think you were right, but I’d like to have a say, all right?”
Perry looked at Suzanne, who was videoing this exchange with her keychain. Then he looked back at Tjan, “Yeah, of course. Sorry—force of habit. No harm done, though, right?”
That footage got downloaded a couple hundred times that night, but once it got slashdotted by a couple of high-profile headline aggregators, she found her server hammered with a hundred thousand requests. The Merc had the horsepower to serve them all, but you never knew: every once in a while, the web hit another tipping point and grew by an order of magnitude or so, and then all the server-provisioning—calculated to survive the old slashdottings—shredded like wet kleenex.
From: [email protected]
Subject: Re: Embedded journalist?
This stuff is amazing. Amazing! Christ, I should put you on the payroll. Forget I wrote that. But i should. You’ve got a fantastic eye. I have never felt as in touch with my own business as I do at this moment. Not to mention proud! Proud—you’ve made me so proud of the work these guys are doing, proud to have some role in it.
Kettlebelly
She read it sitting up in her coffin, just one of several hundred emails from that day’s blog-posts and column. She laughed and dropped it in her folder of correspondence to answer. It was nearly midnight, too late to get into it with Kettlewell.
Then her computer rang—the net-phone she forwarded her cellphone to when her computer was live and connected. She’d started doing that a couple years back, when soft-phones really stabilized, and her phone bills had dropped to less than twenty bucks a month, down from several hundred. It wasn’t that she spent a lot of time within arm’s reach of a live computer, but given that calls routed through the laptop were free, she was perfectly willing to defer her calls until she was.
“Hi Jimmy,” she said—her editor, back in San Jose. 9PM Pacific time on a weeknight was still working hours for him.
“Suzanne,” he said.
She waited. She’d half expected him to call with a little shower of praise, an echo of Kettlewell’s note. Jimmy wasn’t the most effusive editor she’d had, but it made his little moments of praise more valuable for their rarity.
“Suzanne,” he said again.
“Jimmy,” she said. “It’s late here. What’s up?”
“So, it’s like this. I love your reports but it’s not Silicon Valley news. It’s Miami news. McClatchy handed me a thirty percent cut this morning and I’m going to the bone. I am firing a third of the newsroom today. Now, you are a stupendous writer and so I said to myself, ‘I can fire her or I can bring her home and have her write about Silicon Valley again,’ and I knew what the answer had to be. So I need you to come home, just wrap it up and come home.”
He finished speaking and she found herself staring at her computer’s screen. Her hands were gripping the laptop’s edges so tightly it hurt, and the machine made a plasticky squeak as it began to bend.
“I can’t do that, Jimmy. This is stuff that Silicon Valley needs to know about. This may not be what’s happening in Silicon Valley, but it sure as shit is what’s happening to Silicon Valley.” She hated that she’d cussed—she hadn’t meant to. “I know you’re in a hard spot, but this is the story I need to cover right now.”
“Suzanne, I’m cutting a third of the newsroom. We’re going to be covering stories within driving distance of this office for the foreseeable future, and that’s it. I don’t disagree with a single thing you just said, but it doesn’t matter: if I leave you where you are, I’ll have to cut the guy who covers the school boards and the city councils. I can’t do that, not if I want to remain a daily newspaper editor.”
“I see,” she said. “Can I think about it?”
“Think about what, Suzanne? This has not been the best day for me, I have to tell you, but I don’t see what there is to think about. This newspaper no longer has correspondents who work in Miami and London and Paris and New York. As of today, that stuff comes from bloggers, or off the wire, or whatever—but not from our payroll. You work for this newspaper, so you need to come back here, because the job you’re doing does not exist any longer. The job you have with us is here. You’ve missed the night-flight, but there’s a direct flight tomorrow morning that’ll have you back by lunchtime tomorrow, and we can sit down together then and talk about it, all right?”