On a recent trip to HandanW, the former capital of the State of Zhao during China’s Warring StatesW period, I came face to face with the Deal Maker. My friend Simon and I had decided to travel to Handan, a dusty city in Hebei with its glory days far in the past. This is the city where I purposely chose to spend my 30th birthday. We had been talking about visiting for some time, always delaying the trip for some reason or another. Now, here we were, in the proclaimed “proverb capital” of Northern China (due to the city’s ancient history, many Chinese proverbs and there stories originate in Handan). Upon checking into a cheap hotel room, the staff turned on the television in front of our beds. This action is synonomous with breathing–the tv must be turned on once the room is open. As the hotel staff was pleased that our television worked properly, she gave me the remote and handed it to me with the utmost professionalism. I was just about to turn off the television until I looked at the screen and made an uprecedented realization–I actually recognized and knew the Chinese actor on the television screen! Although he was now dressed in a police uniform, there was no mistaking it…I was looking directly at the Deal Maker.
Jackson Hole, Wyoming
A few months back when I took a whirlwind tour of the US going through
Seattle, Salt Lake City, Yellowstone, Jackson Hole, Las Vegas, and LA, the Deal Maker was one of our customers on the trip. Always with a few days growth of whiskers on his face at the time, the Deal Maker dressed casually and looked like any other shmoe, if not a little more friendly. This trip to the US was to be a family vacation with his wife and daughter.
“Our son is American,” his wife told me while we waited to change flights in the airport in Seoul.
I do not have a television in China, and so I do not watch any Chinese tv shows or movies. I didn’t know that the Deal Maker was in fact Jiang Wu, a famous Chinese actor who has been in such films as “To Live,” “A Beautiful World,” “Shower,” and the police television drama playing on the screen across hotel rooms in Handan, amongst others. He just seemed like a regular guy to me. Taken out of their environment and scope of fame, that’s all celebrities are anyway–just regular guys and girls. As someone completely ignorant of mainstream Chinese pop and film culture, I immediately liked Jiang Wu and found him to be an engaging guy. He was also easy to travel with, andhe had a round smile as wide as Jack from “Nightmare Before Christmas,” (apologies for the extra cinema reference). He kept this smile with him throughout the sites we visited, including Jackson Hole.
Jackson Hole is a place that brings back personal memories for me, as I spent many summers here during my youth, bicycling on the roads looking at the jagged mountains that loomed overhead. I remember once hiking up what seemed to be the steepest ski slope I have ever seen with my sister, Kimberly, and my younger brother, Jonny. We were trying to get to the road above. As the slope approached the road, the incline became steeper and steeper. I clearly remember grabbing at grassroots to pull myself up to the dirt road that criss-crossed along the slope. This time, we would only be in Jackson Hole for a night, and most of the time would be spent not near the wilderness, but in the quaint, but very touristy “Western” town after making the drive from Yellostone National Park. It seemed strange and almost dreamlike to return to a place of youthful family summers, but this time with a group of 15 Chinese tourists.
All of our guests marveled in awe at the elk antler archways which have become Jackson Hole’s symbol.
“Are those fake?” one of the guests asked me, pointing to the hundreds (if not thousands) of antlers that are collected by boy scouts every year when the elk shed them naturally in the Spring. I assured him that they were the real deal. Near Jackson Hole is one of the largest protected areas for elk. While the Chinese pointed at, touched, and took pictures of the antler archway, a bearded man on a motorcycle crossed the road and came over to us.
“Hey dudes!” he said. “Where you guys from?” he asked, a grin peeking
through his white whiskers.
The members of our group became excited at the local savage straddling his motorcycle waiting for pictures and contact with the Chinese world. One by one they stood with him to take photos. Harley Davidson culture and 5000 years of Chinese history merged instantly under the Sun.
“Yeah,” he said while he revved his motor for effect. “I like the ladiessss!” He put his arm around one of my customers and I thought for a brief instant that he would whisk her off in the distant Western landscape with her wrapped in his motorcycle muscles.
My boss came out of one of the many shops around the square that sell Western art.
“Jeffrey….come in here for a minute. Need you for something.” This is good. A use for me.
I walked into one of the store that Zhao Jing walked out of. The interior was filled with carpets made of animal skins, chandelier lights made of elk antlers, handmade wooden furniture, and what appeared to be antique revolvers. Jiang Wu, his wife, and their daughter stood with one of the salesgirls in the store. She was a young girl with a European accent who I later found out was from Romania. They stood in front of a beautifully hand-carved rocking chair made of buckeye.
“Jeffrey, we want to buy this chair, but I don’t know what the girl is saying to me…” Jiang Wu’s wife turned to me.
I learned from the Romanian girl that the chair in the shop was not for sale as it had already been sold to another customer. When I relayed the information to Jiang Wu and his wife, they asked if the shop had any other chairs like this one. I could only imagine at the staggering price they would have to pay just to ship the chair back to China. But I’m not the Deal Maker, and I don’t have the salary of a Chinese movie star to back up my deals.
Just then the owner of the shop, a Mr. John Bickner walked in the door with the stepping stride of a young John Wayne. He was a large man–not fat, but with an American build as thick as the oak tree handshake that he gave me. He introduced himself to me, enveloping my hands into his gigantic fingers. John Bickner was a man proud of his work. He talked about the chair, and the wood and tree it came from, how he polished it himself, how long it took to get to this point. He showed us some other wooden tables in the shop and told us about their wood.
“This one was a fine piece of buckeye…if you look over here at this redwood, you can see….I finished this piece about two years ago….” etc.
Jiang Wu, being the Deal Maker, pressed the point. His wife as well. Although John Bickner’s work was finessed and skilled, we didn’t have much time to look at all of it. The Deal Maker wanted the chair. John Bickner took his oak tree hand and put rubbed his granite jaw. This chair had already been sold. How to solve this issue?
“You know…” John Bickner started slowly. “I have some other chairs that aren’t exactly like this one, as well as some other works that you could have a look at if you’re interested…Come and meet me at my warehouse just outside of the square. Did you guys drive a car here?”
I told him we did, and pointed to the 8-10 passenger van that we came in (we drove 2). John Bickner then gave directions of how to get to his warehouse, drawing a crude map on the back of a napkin.
“Meet you there in about 5 minutes,” he said as he glided out of the door with us following.
Deal Maker in the Warehouse
The drive to the warehouse was not far. Jackson Hole is a small town, and it only took us a couple of minutes to get out of the “city center.” The warehouse itself is at the end of a lovely dead-end street. We parked the van at the end of the street and exit, and crossed over a small bridge which lead us across a crystal clear stream. Needles from a nearby tree fell into the stream. John Bickner was there waiting for us next to the warehouse. There were tree stumps strewn about, as well oddly-shaped sections of trees which appear to be in the beginning stages of re-shaping and morphed into works of art. I noticed 4 tractor trailors next to the warehouse, pointed to them and inquired as to their purpose.
“Oh…those. Those are full of elk antlers. Let me show you.” He hopped up on the trailer and opened the doors. Sure enough the inside was filled with elk antlers.
“Every year they grow to their full length and then the elk shed them naturally. In the Spring time, the boyscouts go out and collect the antlers. We have a big auction to buy them. Those antlers in there are actually going to be shipped to South Korea and China so they can be used for medicine.”
Standing there in front of these trailors full of elk antlers, it never occured to me that the beginning part of the journey of certain types of Chinese medicine could be in a place as beautiful and far away from China as Jackson Hole, Wyoming. And here was the start…right beside John Bickner’s residence and furniture warehouse. The Deal Maker’s wife turned to me and tugged on my shoulder.
“Are these real or fake,” she said in a whisper. I was about to translate the question when she stopped me. “Don’t tell him I asked that question,” she said.
John Bickner pulled out one of the racks of antlers so that Jiang Wu and his wife could have a closer look.
“Jeffrey…do you think if we buy some of his furniture he would give us one of these racks of antlers?” Jiang Wu’s wife looked at me through her sunglasses.
“No problem,” said John Bickner, cowboy hero of the West. There was a pause before Jiang Wu’s wife asked once more.
“Do you think we could have 2 sets of elk antlers?”
I hesitated to ask this question, thinking I might have already pushed the button too much. But these were my customers. I had to do my duty. I asked the question. John Bickner also hesitated. What could he have been thinking? Who do these Chinese people think they are? Are they going to buy anything, or just take elk antlers for free? Of course, if I give away a couple of racks, maybe they’d be more willing to buy more….
“Yeah…sure thing. I can do that,” he said. The Deal Maker was pleased.
John Bickner dismounted his trailor and closed the door. Maybe weeks later the contents would be shipped off towards Asia. They would be sliced into pieces and put into packages, ready to be sold in a large wholesale Chinese medicine market in some city, maybe GuangzhouW in the South. Men with poor circulation would come in looking to by the antlers, sold and measured by the gram. At this time, however, they would remain in John Bickner’s backyard, resting for thier future journey.
For the following half hour, we were led about the warehouse and workshop. John Bickner was proud of his work, and rightfully so. He seemed to know each piece and tree as one would know old friends. This was an exciting venture for me, as I find workshops and “works in progress” fascinating. However, what we really wanted to find was “the chair” and it wasn’t there. Not all hope was lost, however. Jiang Wu and his wife stood in the warehouse admiring a long slab of Redwood tree.
“Jeffrey,” said Jiang Wu’s wife, “I love this tree. Ask him if he could make a table out of this that could seat 12 people. Also, we’d need 12 chairs made for the table of course.”
I translated to John Bickner. He answered, “Sure. That can be done. It’s going to take some time, though.” This was great. Here it was, the deal. And here I was helping to make the deal, supporting a local artisan as well as giving our customers what they wanted.
We never found a chair that was to the liking of Jiang Wu or his wife. John
Bickner said he could have one done in about 6 to 8 weeks. After that time, it would be shipped out to China. He had quite a bit of work to do, preparing an awesome rocking chair, a redwood table for 12 people, along with 12 chairs to go along with the table. The Deal Maker was happy, John Bickner was happy, a smile spread across my face. In the span of those 15 to 20 minutes we were in John Bickner’s warehouse, I had done my part to support local business as well as international commerce and relations between China and the U.S.A. The deal was done. The chair has yet to arrive…the Deal Maker is waiting patiently even as you read this sentence…









Recent Comments