When you’re just starting out, be careful from whom you seek advice.  Karn Dorfson asked his uncle, a Dutch merchant named Scrut Yaple, for advice.  Let’s see how well that well that turns out in this letters about a mercantile swashbuckling game.

To Master Karn Dorfson
Care of the Kirtchen Merchant’s Guild

Congratulations, young sir.  Your mother told me you had finally  thrown off your father’s unrealistic restrictions and joined the Merchant’s Guild.  You have now embarked upon a journey far from that dirty forge and into the wonders of trade.  I am proud that you would follow in my footsteps especially after hearing that you would not seek out a position with me.  Your insistence upon finding your own way is refreshing amidst the flatlanders and beggars who are beginning to spread throughout our homelands.

Unfortunately, I am experiencing some liquidity problems and do not have any funds available to loan to you right now.  While this sort of thing happens on occasion and will quickly pass, I do not want you to delay your initial forays into trade.  I do have a suggestion on how to begin.

When a ship comes into dock, they are often met by merchants upon the dock who examine their goods and then purchase them immediately.  These merchants are known as ontmoets and generally money is not exchanged until the cargo is picked up by his men on the following day.  The ship’s cargo master does not need to burden himself with finding a buyer and the merchant has gained a cargo.  Now, the ontmoet goes to other merchants in the city who are seeking those goods and sells the cargo to them.  It is imperative that the other merchant pays immediately, so there is no need to spend your own capital.  While the profits are never very large on this sort of enterprise, you can make up for that with the sheer number of deals you can handle quickly.   The essential factors are haggling well and knowing the markets and other merchants.  You must know precisely what you can afford to pay for a cargo.

A few other things to keep in mind are the need for a good personal appearance, personal safety and willingness to engage your customers.  While no one respects a fop, slovenly appearance portrays the wrong impression to your customers and trade partners.  You should dress respectably and conservatively to encourage others to treat you with respect and courtesy.
However, this appearance and your presence upon the docks are likely to encourage unruly and criminal elements to accost you.  Training in swordplay is generally not the answer because that will no deter assailants, instead I suggest hiring a bodyguard to protect you.

The last aspect of this trade upon which you must focus is the need to interact with the customer.  Observe them closely and anticipate their needs as best you can.  If you are dealing with a man of cultivated tastes, perhaps a rare bottle of wine can cement the deal.  If you notice that a merchant is concerned about thieves ransacking his warehouse, be willing to spend a night lying in wait for them.  Should you capture them, his goodwill is guaranteed.  If you see that a man is distraught over the kidnapping of his daughter, be willing to investigate and arrange a rescue if possible.  These sorts of activities will make you stand out from the press of ontmoets and ensure your endeavors will flourish.

Your uncle,

Scrut Yaple

As suggested, a proper bottle of wine, a captured thief and a rescued daughter are all fine examples of adventures a humble merchant may encounter.  Check back next week for more letters from Scrut.