Richmond Palladium (Daily), Volume 40, Number 319, 21 December 1915 — Page 11

THE-RICHMOND PALLADIUM AND SUN-TELEGRAM,

IT PAYS TO ADVERTISE

Novelized by Samuel Field Prom the Successful Ptay ROI COOPER MEGRUE : ' '. . j ' . and f'V V--WALTER HACKETT Copyright. U14-UJUV by 'Bol Coepwr Msstus Walter Xsakstt. ' IC bad Been a college pftiy and bad seemed to the student observers of It so lacking in verisimilitude that they had set up a counter demonstration in front to show probably .what real college life was .like. Rodney bad , not thrown any eggs "himself, because be bad forgotten to bring any .with him, a circumstance which was the saving of bim, for It had been noted by Peale, the manager of the piece, and brought him to the rescue. Peale had been very decent to him and kept him out of Jail, thereby saving him numerous cuts, unlike the other fellows who had been duly haled before the dean and i uspendod, besides figuring In the head lines of the Boston papers. Mr. Peafe vowed he had been looking for Rodney for a week, but with bo success. "Very mysterious about you up on the avenue yesterday," he said "What's up?" "Just a little family row," said BodBey. "What's your line now 7" "Well, I'm still In the show business," said Peale. "Ever see the 'Belle of Broadway?' Great show, great girls, great cast." "Oh, are you an actor?" asked Rodney carelessly. "An actor? I should say not," said Peale scornfully.- "I'm a press agent." "Oh, I see!" said Rodney. "But say," rattled Peale; "be sure to catch that show. It may leave town Soon out of town bookings, you know but remember the name, 'Belle ' of Broadway.' " "I've heard of It." said Rodney. "Well, If you'll excuse me, I've been looking for you to talk business with you. Shall I blaze away?" asked Peale. "Business? Surely, surely," rejoined Rodney, with an Inward wink. "I'm a business man now. Blaze away, as you say." "Well, well," said Peale remlniscently, "X could see at once you weren't an egg thrower, but I wouldn't have blamed you anyhow. It was a rotten how." "Liike the eggs?", put In Rodney, smiling. " . "Absolutely," said Peale. "Now, I'm not much ou handing myself flowers across the footlights, but do you happen to remember what I did for you?" "You fixed things up with the chief of police," said Rodney, "and kept me from being expelled." "And you suld any time you could do anything for me" "That's still true." said Rodney. "You're immense, sou. Now. it's this way have a chair between you and me 'The Belle of Broadway' la an awful thing. Business gone to pot something's got to be done. That's my business with you." "With me?" said Rodney. "You've got an aeroplane, haven't you?" inquired Peale plaintively. "Yes but" began Rodney. "Let's go upstairs then," he added as an afterthought. He knew Peale of old and thnt if he got started there was nothing that could hush hlB voice for other members. In the big room In the Fortyfourth street side upstairs they would be 'unmolested ut this hour of the morning. Peale followed him in a docile manner. "Then everything's all right," said Peale eagerly. "Now. you abduct the leading lady Julia Clark tomorrow night In your aeroplane elope with her." "What?" "Surol Some stunt too. Never been done. Julia's all for it. She's game for any press gag" "But I couldn't do such a thing as that" protested Rodnoy. "Certainly you can." said Peale. "I'm telling you Julia '11 stand for it a bird of a story. Why, you're up in ! the air with the leading lady. The j next night standing room only to catch a look at the girl you're stuck on. I can see the headlines now, 'Soap King's ! Son Takes New Star Among the Stars ! With Flashlights.'" "But it's out of the question." said Rodney. "I wouldn't do it. that's all. I'm not backing down from helolug you, but there s some oue who might object." "A girl?" asked Peale acutely. Rodney nodded. "I guess it's cold." Peale concluded. "Girls are funny about their beaux doing a little innocent think like eloping with some other girl." "Why don't you try somebody else?" j suggested Rodney. j "I huve! You were my last card. Well, I'm fired!" said Peale, with an j air of flnullty. j It was a stunt that would have kept j things going, he protested, but nowwell, the show was so bud that people wouldn't even go to see it on a pass. They would have to close Saturday, and as for Ambrose Peale, he was out. Rodney did not believe that an obvious failed up lie like that would have done any good, he said. He'd feel very uncomfortable at not being able to oblige an old friend otherwise. "I know it's advertising," be said, "but""You bet it's advertising," began Peale, warming up. "What made the leading actresses? Advertising." Ji "But that sort of advertising can't be j ( real value." said Rodney negligently, j

"Ob, you're one or taose wise guy who don't believe in advertising, are ; you 7 said Peale, expostulating and expounding. "Now;, don't get me talking advertising. ; That's where I live, where I have my . town bouse and country estate, my yachts and motors. That's my home. Maybe you think love is important Piffle! Advertising, my boy. the power of suggestion, the psychology of print Some old gink, a professor of psychology, showed forty Vassar girls the other day two samples of, satin, one blue, one pink, same grade, . same value, same artistic worth. One be described as a delicate warm old rose: the other be called a faded blue. He asked tbem to choose their favorite. Girls picked the old rose, "'Why? Because they'd been told it iwas warm and delicate. No faded blue for theirs. What did it? Power of suggestion advertising."

! "You seem to know something about ' It". Rodney said aloud. ; T not only seem to; I' do," Peale agreed. "Just before 1 met you 1 told a young fellow downstairs . that 'The Belle of Broadway' was the biggest hit in town. Ask him to go to the theater, give him his choice and I'U bet you $4 to a fried egg be picks fThe Belle of Broadway. Advertising!" "I don't believe it," Rodney protested. "Well, try it. And, say, what makes you go to the theater yourself? .I'll tell you. It's what you've read about the play or what some fellow's told you." "Why, I suppose that's true," said Rodney, beginning to be convinced a little. "But I never read advertisements." "Oh, you don't, eh? Say. what kind of garters do you wear?" "Why, let me see. Jhe ," said Rodney. "Exactly," said Peale. "What do you know about 'em? Nothing. Are "An actor? I should. say not. I'm a press agent." they any better than any other garter? Yon don't know I dou't know, but all my life every magazine I've ever looked into has had a picture of a man's leg with a certain kind of garter on it, the . So when I go into a store to buy a pair of garters I just naturally say . So do you. You don't read advertisements? Rot!" "Hut" said Rodney. "No 'but' about it," answered Peale. "Advertising's responsible for everything. When Bryan advertised grape juice do you know that its sale went up G52 gallons a day?" "You don't really mean it?" "I do." "But (552 gallons. How do you know It was 652?" asked Rodney. "I'll let you into a little secret," confided Peale. "I don't know a thing about grape juice and as long as my health and strength keep up I hope I never shall but if I said I'd read in a newspaper that the sale had gone up 652 gallons you wouldn't have doubted it, would you?" "No. I suppose I shouldn't," Rodney agreed. "And you'd have told somebody else, and he'd have believed you too," went on Peale. CHAPTER VI. Chasing Capital. W' HAT kind of eggs do you eat?" Peale asked Rodney. "Why. hen's eggs, of course," Rodney laughed. "Did you ever eat a duck egg?" askj ed Peale. j "Why. no," said Rodney. "At any i rate, not often." j "Do you know anything against the duck?" "No." "Exactly. When a duck lays an egg it's a fool and keeps quiet about it but when a hen does, my bof cluck. cluck, all over the place. Advertising! Q you eat hen's eggs.' "You're beginning to convince me," laughed Rodney. He was beginning to get excited. -you really believe that with proper advertising you could build up a great business?" he asked, "Believe! Look around you. Everything's doing it" declared Peale. "Do you want to work for me?" "Sure! Now." "What's your salary?" asked Rodney, the new business man. "I've been getting $60. but I'm worth $75," said Peale quickly. "I'll give you $100," Rodney told him. VWhat's your business counterfeiting?" asked Peale skeptically. "No. It's" began Rodney. "Don't tell me." Peale interrupted. "As long as it doesn't send me to state Drison or the chair it's all rhjbt

Could T have about $25 advance on salary now?" ' - J ..... r" ' "Oh, all right"' sard Ttodney. banding him the money. ; ' "Just as an evidence' of good faith." Peale explained.- counting the crisp bills. "Well. now. I'm working for you. What business are you In ?" be began again. ' "The soap business.', said Rodney boldly. "Nice clean business. ' With father?" tked Peale. grinning. "Against him;" explained Rodney. "Ob!" said Peale. Rodney reminded him that he and

his father had had a quarrel, and Peale agreed very sympathetically that fathers were very unreasonable these days. Finally Peale commented, "Do you know why your father is the soap king?" "I suppose because he controls all the soap business in, the country except one," said Rodney. "Exactly, and the way he keeps control of it is by buying out all his live competitors. And now here's a blue ribbon champion of the world scheme. Why don't we make good and sell out to father?" "No; I don't care to do that. I want to make good myself." said Rodney. "Well, if father is forced to buy you out, isn't that enough? What do yon want?" asked Peale. "I've got to be a success myself. I've got to show father -and Miss Grayson," explained Rodney. He went on further: "You see father says I can't earn $5 a week." "He isn't right, is he?" queried Peale. "No, sir; you'll see," Rodney answered proudly. "I hope so," said Peale dryly. "At that it's a pretty tough job selling soap if father's against us." "I suppose it is," Rodney agreed. . When poor Rodney trotted out the story of the cookbook Peale wanted to know if he was "kidding him," but grew less skeptical when he heard all there was to hear about the cheapest soap in the world, it was a good line, he said, the cheapest soap. How could they use it? he inquired, pausing and thinking deeply, while Rodney was lost in business meditation too. Suddenly Rodney called out: "Peale, I've got an entirely different idea." "Well, don't be selfish. Share it with me," said his partner. "Why do the people jam the cabarets where they only serve champagne." began Rodney excitedly. "Why do they crowd the restaurants where they put up a rope to keep you out? Why do they sit in the sixteenth row iu the orchestra when they could have the third row iu the balcony? Why do they buy Imported clothes? Why do they ride in French automobiles? Because they're better? No; because they're expensive because they cost more money. So all the sheep think they ought to be better. My . boy. listen 'the most expensive soap In the world!' " "My boy, I could kiss you!" cried Pefile delightedly. "A pupil after ray own heart 50 cents a cake!" cried ,;le. "A dollar, and we'll make it a warm, delicate old rose," sans Rodney. "Each cake in a separate box. with a "You see father says I can't earn $5 a week.'' paper rose on the lid," said Peale. "But what shall we call It?" "Old rose," suggested Rodney after a moment. "Rotten doesn't mean anything," rejected Peale. "Let's think," said Rodney. "I am thinking. I never stop." said Peale. "The soap that made Pittsburgh clean," said Rodney. "Too long. You need something catchy." "I had an idea awhile ago." said Rodney "the People's Soap." "Not if you're going to catch the rich boobs," said Peale. Then suddenly Rodney remembered the legend in the old cookbook and cried out: "Wait wait! Listen! Listen close! The 13 Soap. Unlucky for Dirt" ""Son," said Feale joyously, "it's ' ail over. The old man'U be on his knees in a month."

We 'oiAsn the office Monday," Rodney sang oat. ' ' v ."

"Where's the office?" Peale Inquired. "Let's get one." said Rodney. "With furniture and everything." said Peale. "and. say. you'd better call up your tailor and order a couple of business suits." , ' After this manner began the .business of the great 13 Soap Company, which, was to bring "the Soap.. King Cyrus' Martin to his knees and make Rodney a rich man In bis own right so be could marry Mary Grayson. The office of the soap company .was opened with Mary working for the concern. From time to time an undersecretary or- subtypewriter stuck her bead through the door and announced some one. This young person opened the door now suddenly and announced with mingled glee and curiosity: "The Countess de Bowreen!" Money, when you are chasing. It up in the form of capital. Is a real will o' the wisp. Now you see it within your grasp, and again your gaze is quite blank. None of the three conspirators in the room realized what was to come of the French and titled lady's interruption and only looked upon ber as an inconvenient bore, to be disposed of as best could be. . "Oh. that dreadful woman again." sighed Mary. The countess entered and came over to Rodney at once, speaking to him in French: ... "Vousetes Monsieur Martin?" she cooed. Rodney nodded. "Ah. cher Monsieur Martin Je suis enchantee de vous voir." "The dame's loony," said Peale In an! aside to Mary. "No; she's French." said Mary. "She wanted to see your father, and she doesn't speak English. I saw ber lip at the house." "Well, let her talk to me," Rodney announced, remembering that he had taken a course in elementary French at Harvard. "Say. can you spenk French?" asked) Peale, surprised and impressed by his new partner's accomplishments. j "Not very well, but I can understand it." said Rodney. Then, going over to the countess, he said blankly ! in English. "Fire ahead." "Eh?" said the countess. "Let me see. Oh, yes parlez," stut-' tered Rodney. "Ah. inon Dieu enfln vous compre-; nez Franca is?" began the countess de-j lightedly. "Oui." said Rodney. I "You're immense, kid." put in Peale. The one French word was enough to start up the countess at her best gait. "Je suis Madame la Comtesse do Beaurien je desire pnrler a Monsieur Martin apropos des affaires du savon. Je voudnus outenir 1 agencc du savou Martin pour la France." she rattled off in one breath. "Wait a minute wait a minute, j said Rodney. , "What did she say?" asked Mary. "She's a speedy spieler, all right." , said Peale. ) "Would you mind saying that over,and say It slow?" asked Rodney of the countess. ; ' i:ur said that lady again "Ob, repetez ca s'il vous plait lente-; meat." stumbled Rodney. 1 "Je suis Madame la Comtesse de ! Beaurien je desire obtenlr l'agence du j savon Martin pour la France Je peux ' donner cinqunnte mille francs pour cette agence." I "Oui," said Rodney, quite pleased with himself, upon which the countess was off again: j "Et en flu voulez vous arranger cett : affaire pour moi? Jai beaucoup de j references. Je suis riche; je suis bien conuue a Paris." "Wait a minute wait a minute." protested Rodney. Then, turning to Peale. he interrupted plausibly: "She wants tbe agency for father's soap for France and is willing to pay 50,000 francs for the concession." "Flow much is that in real money?" asked Peale quickly. , "Ten thousand dollars," said Rodney. "Had I better tell your father?" asked Mary. But Rodney had an inspiration. "No. no! Why not keep father out of this? We'll sell her the agency for the 13 Soap. That'd he another ten thousand for us. Peale. she's a gift from the gods!" "Go to it." said Peale, elated. "But how can you sell her your agency?" objected the prudent Mary. "I don't know. How can I?" wondered Rodney. "If only Marie were here to Interpret for us!" sighed Mary. The three partners looked at each other helplessly. They felt as if there were something hovering around that ought not to be allowed to get away, and yet it still eluded them. "I suppose Marie's the French maid," said Peale. "Doesn't she ever come to the ofrlce? It might pay us to send up for her. Get a taxi. Buy one. to get $10,000 back on it." But as luck would have it Marie herself burst through the door at this moment. shrieking violently at the undersecretary in her native gibberish. She was another gift from heaven, said Rodney. It was the work of a few minutes to introduce, the two compatriots and turn them loose ou each other. Rodney" bundled them into a side room so the rest could hear themselves think, he said. Then he sent Mary and Peale after tbem. Mary, on second thought, to translate Pealo's slang and Marie to put it into French. Suddenly a door opened, and he started guiltily, but his fears turned to hope when he saw Mr. William Smith coming In. Old Dncle William Smith, one of the oldest friends of tho family, had been one of the capita! possibilities he bad had In mind. Mr. Smith was not really an uncle, but bore that title only by way of courtesy. Rodney's mother and Mrs. Smith bad been at school together, and their children, in tbe tender years ben tbe real and the pretended are not clear to them in the matter of uucles, had always looked upon their elders as related. Uncle William Smith, when Rodney was a boy, used to make a great show of looking through II his pockets to see if he bad a nickel in thenufor him. Wonld.ne.'iid o-rthfn

now? He would tackle Uncle William for $10,000. Would be fall? Well. bo could try. '' - " . . Peale stuck his bead through the door at this moment to catch Rodney's , eye and execute a" large and on the whole encouraging wink apropos of the

It Was the Work of a Few Minutes to Turn Tbem Loose on Each Other. French interview. Rodney gave another wink to Peale that said volumes about Mr. Smith. "That's all now, Mr. Peale," said Rodney, raising his voice. "Yes, sir, I understand," said Peale, winking again. "He takes 50,000 shares at par." "Yes, quite right" said Rodney as Feale's head disappeared. "Who the deuce is that. Rod?" asked Mr. Smith briskly. "Oh, one of my staff," said Rodney carelessly. "One of your what?" asked Mr. Smith, amazed. "My staff; I've gone into business," said IJnduey. "You've done what?" asked Mr. Smith, laughing uproariously. "Gone iuto business. I'm u business man," repeated Rodney. "That's the funniest thing I've ever heard of," said Mr. Smith. CHAPTER VII. The Great Campaign. THOUGHT I'd like to borrow ten say a few thousand dollars," said Rodney, gulping at Mr. Smith. I "No, sir; not a cent," said Mr. Smith. "Perhaps five thousand," amended Rodney. "If it was for a new club or some toir.fitolerv. in a minute. Imr to imt into your business, it'd be just throwing t away. Why don't you get your father to back your' "Father and I don't agree on the value 0f advertising." "Oh, tnat's it and you expect me to do what your father won't?" "Well. I thought as a friend of the family," stuttered Rodney. "You were wrong. Where is your father?" asked the friend of tbe family. "In there I guess," said Rodney. "I want to sec him. I guess he'll think this is as funny as I do." Mr. Smith laughed, going out. leaving Rodney sunk dejectedly iu a chair. "Well?"' asked Peale coming in again. "He wouldn't give me a cent," said Rodney. "He wouldn't? Well, he sounds like your father's oldest friend.' ; "What about the countess?" Rodney Inquired. I "Oh, I got her," said Peale proudly. ! "You did? Ten thousand dollars?" ! "Fifteen thousand. Pretty good. ! what?" j "Good? Why, why. I'll have to raise ! your salary," said Rodney. "Thanks; I supposed you would," ; said Peale complacently. "Where's the money?" asked Rod- ! ney. "We don't get it till next week," explained Peale. "Oh!" said Rodney dejectedly. "But we must have some more cash to start with." Per.lc meanwhile must have left the ; ladies In some suspense or else they I missed his cheery company, for pres- ; ently Mary came back and said the countess wanted to know how much longer she must wait. "Coining now," said Peale. "Shall I sign for you?" ' "Sure! Sign anything sign It twice!" said Rodney. "You know this has got the show business beat a mile," Peale chuckled ! as he disappeared. Rodney turned to Mary fondly, won i derlng if there were not some way in which they could raise some Immediate cash. But Mary failed him now for once. She hadn't an idea, she admited sadly. But in the meanwhile Mr. Smith had emerged from the inner of fice, and something must have come j over the spirit of his dreams of good j Investment, for he greeted Rodney very genially and encouragingly this j time. Rodney introduced Mary to him j with great pride, catching her back as she turned to go. : "That's all right. You needn't go. i Marv. Mr. Smith, this is the future Mrs. Rodney Martin." "You don't say so!" cried Mr. Smith heartily. "I suppose you and father bad your laugh at me," said Rodney. "No. I didn't tell bim anything." replied Mr. Smith. "Thanks for that anyhow," said Rodney. "Of course it sounded funny to me at first," pursued Uncle William, "but when I thought things over after all why shouldn't you be a success In business?" "What?" said Rodney, hardly able to believe his ears. "You've been successful in everything else you've tried," said Mr. Smith without a bint of sarcasm. "Yes, yes, 'certainly, sore. said Rodney. ' V " ' ' "Of course you haven't tried much, but as.rou said. I am an ohi. f rtent.

end t figuteu tuaflf you gate . .your word that you'd return the money within a year, perhaps, after all. it would only be tbe act of an old friend to take a chance.. That's what friends are .for,", explained Mr. Smith. "How much was it you wanted? Behind his back the delighted Mary held op tbe fingers of both bands. - "Ten thousand dollars," said Rodney promptly.. "But. didn't you say" queried Mr. Smith. "Oh, I'm sure I said $10,000!" Rodney declared. "That's the very least" "Urn! Welf I'll mall yon a check tonight," said Mr. Smith. "I'U' never forget it. I tell yon. friends do count . Thanks, thanks," said Rodney. Mr. Smith seemed embarrassed. "That's all right" be said. "Don't thank me. Good night. Miss Grayson, and I hope you'll be very happy." Left alone Rodney grabbed Mary by her two hands and danced around ex

citedly, j "Ten thousand, and be lent it to me! j Ob, isn't it great T' he shouted. He j kissed her on the strength of it j "Wait till I tell Pealel" he cried and slammed out In the meanwhile tbe countess came f back, her shrill French voice sounding : through tbe door long before she an- J peared. "Oh, e'est une affaire mag- i nlfique! Je vous remercie. Oh. lesj Americains!" etc., she rattled on as j she was bowed out into tbe ball to i the elevator. J "What did she say?" asked Mary of i the French maid. I "She said the . American men are splendid, but the women are crasy and they can go to the dickens." Mary recalled at last that she was to report to Mr. Martin herself. She pro ceeded to the door of his private room and knocked discreetly three times. The old gentleman came In promptly in response to this concerted summons. "Well, how goes it?" he asked. "Oh, Mr. Martin, he's perfectly splendid!" said Mary enthusiastically. "So full of energy, hustle and ideas. He's a different man already. You were right he only needed development" "Good! Good!" said Mr. Martin. "You're -not saying this to flatter an old man's vanity, are you?" "Indeed I'm not." said Mary. "Would you rather take a guarantee of $2,500 additional and give up that ! 10 per cent of his profits?" he asked shrewdly. "I should say not!" said Mary. "You know. Miss Grayson, you're making me believe we'll win that $30.000 from old John Clark." "Oh, Indeed we shall! You should have just seen Rodney borrow $10,000 from Mr. Smith without the least trouble." "Oh, that was my money," said Martin, smiling. "When Smith told me "When you fail don't come sniveling j back here." I t Rodney tried to touch him well, I ; thought tbe least I could do was to back my own son, so I sent Smith out : to make good with him." : "That was nice of you," said Mary. I outwardly polite, but Inwardly disap-! pointed at the deception. ' "Well. I owed the boy a chance any I how." said Martin, softening a little. ; then suddenly talking very sternly again as he caught sight of Rodney ' through the open door. j "So you're still banging around, are i you?" he crumbled, facing his only son relentlessly. i "Yes, sir, but I came to see Miss Grayson," said Rodney, coming In to his father perkily. "Come, Mary," be added to the new secretary. "Really going into business, eh?" scoffed his father. "Well, when you fall don't come sniveling back here. You can't count on a dollar from me. You're leaving my employ, of course. Miss Grayson?" "I won't snivel and I don't want your money." retorted Rdney. "I don't need It. Why, if I'd known bow easy it is to raise $10,000 I'd have gone to work long ago." Mr. Martin, hr., grinned at Mary. "Yon would, eh? Well, what soft, easy going business have you picked out?" he inquired sarcastically. "The soap business." said Rodney. Mr. Martin, Sr.. was genuinely annoyed. "What? Why. you can't make any money out of soap." "Oh. yes. I can." "I control all the important soap busluess in the country." ."I know you do. but I am going tc take it away from you." "What?" roared Mr. Martin. "Yp'i. sir. I'm coir.i tp manufacture

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the 13 soap." beW-b RouSey. vponnng his piece, "unlucky for dirt tbe most expensive soap In tbe world. I'm going to break tbe trust I'm going to attack monopoly. I'm going to appeal to the American people for fan play against the soap trust You're always wanted me to go Into business. . Welt I'm in. and forgive me, father, bat I'm going to put you out of business. I'm going to advertise all over tbe world." "Yon can't fight tbe soap trust with advertising; we're established." said his father coldly. - "Yes. yes. we can." said Rodney. "Think what advertising means tbe power of suggestion, tbe psychology of print Why. 97 per cent of tbe public believes what It's told, and what it's told Is what tbe other chap's been told, and the fellow who told bim read It somewhere.' Advertising Is responsible for everything." Ambrose Peale came in during this tirade and stood listening, surprised and pleased with bis pupil's aptltaesa. "People are sheep and advertising Is tbe way to make 'em follow your lead." went on Rodney, trying not to forget tbe speech. "Say. what makes yon go to tbe theater? I'll tell you. It's what you've read of the play or what some fellow's told you. and tbe fellow that told bim read It In a newspaper. And that, father, is the whole secret of It You've got to be talked about Get 'em praisln' or cuasln. but don't let 'em be quiet I want to tell you Say. what kind of duck's eggs do you eat?" "What!"' cried Mr. Martin, aghast. "Do you know anything against tbe duck?" shouted Rodney. "No, you don't But when a duck lays an egg it's a fool and keeps quiet but when a ben lays an egg cluck, cluck, all over the place. Advertising!" Peale joined tbe chorus on tbe old gentleman's off side, and together they talked sucb a blue streak that Mary put ber fingers In ber ears, Tbe offices of the soap company were located about halfway down Broadway. There was a waiting room and a private office as private as could be expected with three people using It It was a rather commonplace room, furnished comfortably, but not elaborately. The walls wese bung with posters extolling the virtues of 13 Soap, such as

DO YOU BELIEVE IN SIGNS? 13 Soap Is Unlucky for Dirt BE CLEAN. Cheap Soap Is for Cheap People. 13 Soap Is tbe Most Expensive Soap In tbe Worldone dollar a cake. One particularly large stand on one wall bore the legend: The average cake of soap gives you 66 washes. A Cake of 13 Soap gives you only 24 BUT WHAT WASHESI There was a door on tbe left of tbe room and also two more on tbe right At tbe back were windows, through which the callers could see tbe building across the street literally covered with 13 Soap posters. There was a desk In tbe middle, and there were chairs, cabinets, a bat rack, a water cooler, a safe, etc, which completed tbe equipment Tbe water cooler was much appreciated by tbe various ermnd boys, wbo were Its chief patrons. In a montb from tbe time Rodney had left bis father's bouse and embarked on bis business career with Ambrose Peale there was a very fair show of activity in tbe 13 Soap Company's office. There was a fairly large mail mostly circulars which the entire office staff read through every morning, for lack of more interesting reading matter in tbe way of orders. Discipline was not yet rigorously enforced by anybody. Next to tbe circulars the largest part of the mall was Invitations forwarded to Rodney from tbe Fifth avenue address uptown. In ber capacity as secretary Mary, with ber woman's curiosity, ran her steel envelope slitter through these, too, and sighed sometimes as she opened up some especially attractive bit of cardbu&rd to think of the joys that Rodney bad turned bis bsck on. CHAPTER VIII. Business and Love. RODNEY'S back was turned en bis old life now there was no doubt of that Tbe boy waa usually tbe first after Mary to reach the office Pealo was always late. "I say. Peale," Rodney would say. "you're late again. It's got to stop. Here It is 10 o'clock." "Don't scold, little boss," Peale would answer as he hung up his coat "That blamed alarm clock first time In my life It didn't go off." "I'm afraid that's old stuff." Rodney would answer sternly. One morning Peale looked at tbe little boss in great surprise. "Holy Peter Piperyou've shaved off your mustache." be ejaculated. "Yes." said Rodney, grinning. "I'm just beginning to get on to myself. By George, I certainly used to look like the deuce. Do you observe tbe clothes?" he added, rising and turning round. "Why. you're getting to be a regular business man. My tuition." said Peale. "You bet your life. Business Is great fun." said , Rodney. "1 thought It would bore me. but Ifs Immense; It's tbe best game I ever played. What's the newt with you?" "Well. I've been on father's trail," answered Peale "We only Just got back from Buffalo this morning." "Se?" ouected Rodner. To Be Continued. - the worth of overhead monorail raU-

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