Richmond Palladium (Daily), Volume 40, Number 321, 23 December 1915 — Page 7

IT PAYS TO ADVERTISE

" Novelized by . Ssanel Field Frosa the ' . Successful. Play ROI COOPER MEQRUE WALTER HACKETT Copyright UM-191S. by Rol Cooper Utnm and Walter Hackett Tha coubtese. taking In the general appearance of Ellery, thought something might be doing, for aba eagerly and promptly dropped her handkerchief. , Ellery pounced upon It at once, banding it to ber with a flourish. "la there no one to take me to my abe cried nest It waa a gen eral taTltatlon, which Ellery accepted on the apot. "These American buildings are so big I am lost," she went on, with a more marked accent than she had used a moment ago "Ellery, you take the countess," suggested Rodney, willing now to get rid of them both. "Ob. I'd love to," said Ellery. "I say charming, what?" "Mm, la Com tease de Beaurien Ellery, Clark," said Rodney, introducing them. , "Dee-lighted," cooed the countess. "So am I," said Ellery, adding audibly, "Ripping little Ally." "You speak the French?" the countess purred as they went toward the door. "No, not at all," said Ellery. "A pitee." -"But I can speak German." "Aber pracbtvoll ich Hebe das scboene Deutsche." "Ich auch""Wnrum laden file mlch nlcbt sum Thee elu V . "Mlt dem groessten" "Vergnuegen?" "Yes." said .Ellery. relieved, "that's the word Verguuegeu." "Au revoir. Mr. Martin," said the countess, looking back at Kodney over her shoulder. "Voua etea trop aimable. Je Tons remercle beaucoup de votre polltesse. Au revoir." Then la ber American accent she added to Peale in an undertone. "So long, kid, call me up sometime." And chattering a stream of German to ElleryKthe went out. In fact, it all went, the $2,500 and $10,0 together, Peale viewed the two departing figures sadly with mixed emotions. She was a ripping little filly indeed.' that "counteas,'v as that silly asa Clark bad said, but the -silly ass was having -a ride with ber now in' a taxi, and tbe clever man. Ambrose Peale. was staying beblnd worrying about his advertising bills. Ob, money, money! CHAPTER XI. A' yj,jt- From Father. DURING .this trying month old Cyrus Martin, tbe soap king, bad sat In bis library in Fifth ave- . . hue, .or. in his. swivel chair at bis office, and wondered how things were going with tbe boy anyway. From such Information aa reached him, be was not ao encouraged na he would have liked to be. - A month was not long enough to tell, of course, in tbe normal course of things, but that fool advertising made another matter of It. Those huge billboards and electric signs and balloons and sandwich men piffle all of it, but Martin knew what such things cost, and , was sure that Rodney's company could not possibly stand it. He was worried. And be was annoyed too. These abominable sandwich men: he had had one set of tbem arrested that afternoon on the avenue. He couldn't stand it. People might know who were in this ridiculous 13 Soap company, and he should be well laughed at. Another and contradictory thing was j the rumor he had heard downtown yes- j terday that the Andover Soap people were backing Rodney's company, going to build a plant for tbem. In fact.-! putting one thing and another together, be decided he would drop down ami give 'the boy a call at bis office. It wouldn't be bad to see bim again, and ' Mary-Grayson too. So be presented; himself at tbe new soap company's office, on Broadway, and was kept waiting for his pains. A Miss Burke took in his name, and he guessed that it caused some excitement, for he could , Jjear Rodney's rolce and another chatling inside while be cooled bis heels. When be was at last ushered in tbe place looked like a real office, on the whole, and there at a desk sat Rodney, talking through the telephone. His father caught something about "not considering It." and "not having any stock for sale" "quite out of the question." et cetera, et cetera, as he took a chair. , "Well, well." thought Mr. Martin, rather pleased and proud. "What's this?" Rodney in a moment dropped the telephone and espied bis father. I "Why. hello, father!" be greeted him fxenlally. "Hello, son!" said Mr. Martin. He observed with astonishment that Rodney was very busy filing papers, opening and closing drawers and that every now and then he signed a typewritten letter viciously with a rubber stamp. "Sit down, won't you?" said Rodney presently. "I'll be with you In just tioment." "Thanks," said his father dryly. "Have cigar?" said Rodney, banding tbe old gentleman a box in an ubentminded way. ' "Thanks." said Mr. Martin, biting off tbe end and lighting it at the match which Rodney held for him. Rodney lighted one too. . "Surprised to see me, . I suppose?" aid 5 V-tlJcr prji- .

"Mot a bit," said -Rodney, flourishing a con tract, and signing It. Mr. Martin bad . some curiosity to see' .what it could Jte. this thing wbicb really looked like a contract, but bis son turned it upside down and blotted it . ostentatiously on bis desk pad.There, that's done," be added. "Now, father, what can I do for you?" "Well, my boy." said Mr. Martin. "I just dropped In for a social call. The fact Is I've rather missed you." "I've missed you. too,' father." said Rodney. '. ' "Thought I'd have a look in and find ont bow things were going," said Mr. Martin abruptly. "Fine line!" said Rodney. ."Everything breezing right along. Of course I'm always glad to see you," he added, pushing tbe buzzer, "but right now, father, I'm pretty busy, so youll excuse me.lf" - He got very busy indeed again with his papers. "Well, If you can spare the time I'd like a little business talk with you, Rodney." said Mr. Martin, with a certain sarcasm. ' "Certainly, in just a minute," said Rodney, still preoccupied with bis papers, but pricking up bis ears. Ambrose Peale, coming In, stopped suddenly when he saw who their visitor was. Rodney looked up at him. "That's all right; come right in." he said.- "Father, you remember Mr. Peale? Peale. my father" "Indeed, yes, I recall very well," began Peale effusively. Mr. Martin gruffly cut bim off. "How are you?" he said. "A bit tired," said Peale, sitting down comfortably; "just back from

XL I

. Rodney Lighted One Toe. Buffalo, where we're conducting a big campaign." "Is that so?" said Martin, senior, crustily. "Perhaps you've heard about it?" Inquired Rodney, looking at his father. "No. Why should I hear about it?" aid that gentleman for Peale'a benefit especially. "I don't know," said Peale helplessly. "You see, Mr. Peale handles all our advertising, and perhaps" began Rodney. "Oh, he does, does he?" said Mr. Martin dangerously. "Then it is to him I should address myself." "Either or both of us," chirped Rodney. - "Then both of you listen to me," Martin began. "You've got to cut out this nonsense you call advertising" "What nonsense?" asked Rodney. "Yes, what?" echoed Peale weakly. "This morning there was a parade of sandwich men in front of my house for two hours," Mr. Martin went on indignantly. "I bad to have them arrested. I got to the office to find another bunch. It annoys me." "I'm sorryt father," said Rodney. "You're trying to make a fool of me," said bis father. "I open a letter. It's n circular for 13 Soap. I open my newspaper: you have a page ad. I look out of the window; there's a billboard. I take a tram; the porter apologizes because he's all out of 13 Soap." "Well, of course, all that proves how wonderful our publicity Is," said Rodney bravely. "You're a grand young bluff, my son," said Martin grimly. "Why, father, what do you mean?" - "I'll tell you exactly what I mean. I've let you ramble on to see Just how far you would go, but you've been spending a lot of money advertising, hoping that by annoying me I'd buy out your business to get rid of you. Well. I'm not going to. Now what have yon got to say to that?" "Nothing absolutely nothing," said Peale. taking heart again, and Rodney resumed quickly: "But I have a lot to say. We may aot have a big business now, but we have got a trademark the catchiest trademark ever invented for soap. We're a growing concern. Just because our advertising annoys you you mustn't think it's valueless. Why, it's so good that capital is chasing us. Our money Is piactically unlimited. Is that a fair statument, Peale?" "Very fair, very fair, indeed," agreed Peale, dazed at Rodney's daring. "Bluff, son, bluff." Mr. Martin repeated. "Not at all." protested Rodney, "and since you're so skeptical, father. 1 don't mind letting you see tbe plans for our new factory. These ' are the offices. Hero is tbe power house, and this is my office, and here is Mr. I'eale's" "Aren't you going to make any soap? Who's putting up tbe money?".' "Now, father." said Rodrv . rwv-

THE RICHMOND PALLADIUM. AND SUN-TELBGHAM,

ingly. "yon cannot expect me to divulge a business secret to yon, rival manufacturer." . . , . , . , "On. why not tell bim. He is your father," said Peale nobly. ' ."Weil, Peale, if yon really think it's wise," said Rodney. ; - "Oh, yea. I think it's quite "wise," said Peale. . "It's tbe Andover Soap people," declared Rodney boldly. , : Mr. Martin was at once Impressed and annoyed. .. . - "The Andover Soap people," he repeated, flicking the asb from bis cigar. "Yes, tbe Andover Soap - people,'! echoed Peale, rubbing it in. "You mean John Clark?" asked Mr. Martin, getting out of his chair. "Yes," said Rodney. "Absolutely," said Peale. ' Mr. Martin turned and reflectively walked up and down. Peale very obviously picked up a push button and pushed the buzzer ' twice. There was a pause, and tnen in a moment Ellery Clark stuck his heed through a door on the left. . Mr. Martin did not know it, but this .was ail by prearrangement with Ellery. Peale,. when be bad come In just now, was fresh from tutoring Ellery in a little speech. Tbe Idea was to impress Mr. Martin overpowerlngiy on the subject of the Clark family's connection with the new factory. But Ambrose was. to, tell the truth, a little nervous as to Ellery's ability to overpower the soap magnate. Ellery's first idea, too, seemed to be of bolting. "Ob, excuse me. I didn't know your father was here," be began politely. "That's all right, Ellery," said Rodney very genially. "Yes. come right in," said Peale. . Ellery came in. . "How do you do. Mr. Martin?" be inquired. "How are you, Ellery?" Mr. Martin responded gruffly. He didn't like all this, but what was tbe matter with Ellery? "Well, I really can't wait any longer," began that youth. "The party i downstairs in the taxi you follow me?" "Yes, Ellery, you told us that," said Peale, shutting bim off. "Well, good by, then." said Ellery. "Was that all you came in to say?" Rodney took him 'up hastilylooking at Peale, and Peale added sharply: "Yes. Have you decided about that deal?" Ellery's mouth fell open, and a look came over his face as of one remembering a lesson. "Oh, of course, if you'll keep It open until Monday I'll have the money for you then," he said. "But we can't wait till Monday," said Rodney. "But Mr. Peale told me" Ellery answered, puzzled. Peale came quickly to his rescue. "We'll see what we can do, but just now, Ellery, we're very much occupied," be said, taking bim by the arm and starting toward the door. "Ob, just a minute," said Rodney. "You'd better give your father back tbe plans say they're quite satisfactory." "What plans?" queried Ellery helplessly, r ' "Oh, didn't he tell you about them?" Peale put in. "Perhaps after all, Rodney, I'd better give them to Mr. Clark myself. You remember I have an appointment with bim today?" "Ob. yes. It was today, wasn't it?" "said Rodney. "But father's out of town." Ellery protested. "I know he is. Otherwise I could have kept the appointment," said Peale. "We'll give you a definite answer tomorrow," added Rodney. "But I don't understand." Ellery persisted. "Really, no w you say one thing, and Mr. Peale came in and" But already Peale was leading Ellery gently and firmly, to the door. "We'll have to see you later In the afternoon. Ellery," be said politely. "But what did you want me to come in for?" quavered Ellery. "Don't you see?" said Peale. "No." "That's too bad. Well, goodby. Ellery." "I say, I do find business very confusing. I prefer tbe countess," murmured Ellery. going out "Ellery talks too much," said Rodney when Peale came back. "He is very indiscreet," Peale agreed. "If it had been anybody but your father he'd have given our whole plan away." "What's be doing here acting for bis father?" Inquired Mr. Martin. His ideas t Ellery were undergoing a change. "Absolutely." said Peale. "You're not going to take him In," said Mr. Martin, "that pfabead? Why. be didn't even seem to know what he was trying to get at." "No. be didn't, did be?" agreed Peale. "But. after all, he does represent Andover soap," said Rodney. "Great soap. Andover ninety-nine and fifty-seven hundredths per cent pure." said Peale. Mr. Martin grunted. There was something funny here, some kind of play acting, though he couldn't quite make out what it was. Old Clark's Ellery was a fool; you could see that with your eyes shut. Yet a fool made a good go-between sometimes, and yon never could tell what John Clark would be up to. Ellery sounded for all tbe world as if he were trying to recite some piece that Rodney and that fellow Peale bad taught him. And yet what did be happen to be doing there in the 13 Soap company's offices? That couldn't have been prearranged. John Clark was up to anything. CHAPTER XII, "I'll take my medicine." Al Cyrus Martin paced up and down the office be caught an exchange of gleeful glances between Peale and Rodney. That decided him. "Andover soap!" he grunted. Then to Rodney In a more propitiatory tone he added. "Have a cigar?" Rodney took one of his father's Havanas and threw away his own stub. "Thanks," be said. There was a pause. "Have a cigar, young fellow?" said Mr. Martin tf pi .

Thanks," said Peale, surprised. "Allow me," said Mr. Martin, light, ing bis cigar and then walking over to Rodney. . t . ' . . , . "Well, thinking things over, ' way should yon and I fight?" he began. - "Yon started it, father," said Rodney, . . ; . . -,. "Quite true," said Martin, "and therefore I should be tbe one to call It off. Now. son, here's the Idea: yd rather have yon with me than against me. The money doesn't matter much. Is your way, . while I don't Indorse tb.-.t kind of publicity, I suppose you boys have done some good advertising." - "Thank yon.' sir," chimed In Peale. ."Not at all," said Martin, then added to - Rodney. "And If you're going ; to nave a backer shouldn't I be better than toe Andover soap people?" - Rodney's throat gave an involuntary dock of pleasure. "After all, blood la thicker than business. What do yon suggest?" he said. "Suppose I buy you out," Mr. Martin said, "including your trademark and good wllir. "Ob, you bare our food will now, sir." put In Peale. Rodney reflected: "Buying.ua out might be expensive for you, father." "Oh. I guess it won't take all tbe money I've got What's your proposition?" v "What's yours 7" "How Is the business what are the assets and tbe liabilities r "How fortunate! It was only, this morning that Mr. Peale roughly copied off the totals from our books." said Rodney. "I try to keep up with every detail of the business," chirped Peale. Rodney passed out the pink statement "There you are, father," he said. "H'm. liabilities $138.13. assets $22.818." read Mr. Martin. "And 9 cents," added Peale. "That's a remarkably good showing," admitted Mr. Martin. "Well, I'll give you $50,000 for your business as it stands." - - Rodney took a good hold of himself. "But we don't want to give up our business," be protested. "I like business. I wish you'd made me go into it years ago, father." "We wish to continue In our chosen profession," added Peale grandly. "Well, suppose you take 25 per cent of tbe profits," suggested Mr. Martin. "It's wonderful weather, isn't it," said Rodney; "these crisp, cold, bracing mornings?" "Well, I hardly thought you'd crab at that." said Martin. "What will you take?" Rodney rose to the occasion quickly. "One hundred thousand dollars cash," he said; "you assume all the contracts and obligations of this company, give us 40 per cent of the profits, a contract for me at $20,000 a year, for Miss Grayson at $10.000" Peale coughed audibly behind bim "and another for Mr. Peale at tbe same figure." ' . . Mr. Martin looked at the two men a moment, chewing bis cigar. "Done," ' he said finally. He could see, out of the corner of his eye, Peale and Rodney exchange looks and shake hands. Well, he bad come down to buy them out. "I congratulate you, father," Rodney said. "You needn't," said Mr. Martin. "As a business proposition I don't think much of it, but I guess It'll show old John Clark be can't butt into my family affairs or get Ellery mixed up with my boy's business." "Yes, father, we'd much rather have you than Ellery," asserted Rodney. "Oh, much rather," echoed Peale. This Important deal was no sooner agreed on than Miss Burke came in inopportunely and conveyed to Rodney the information that the agent of tbe landlord wanted to see bim at once. "Yes," said Rodney. "You see, father, we're thinking of taking larger offices," he added, v "Come, Peale. We'll be right back, father." "Yes, father, we'll be right back." echoed Peale as they went out. Mr. Martin stood there watching them proudly. "Bully kid!" he said; then changing to a contemptuous tone. "Ellery Clark!" Well, that was a load off his mind at any rate, he reflected contentedly. Of course he had bought a pig in a poke, more or less. You couldn't tell whether their books were carefully audited or not. If Mary Grayson kept tbem they were probably pretty straight He was glad to have the boy back anyway. And there , would be r.o more sandwich men parades. Altogether be was in a quite mellow liood when Mary Grayson opened tbe door and came in. From the look on

ber face she was glad to see bim and AV..AVWllnAl1n' .aIIa.a aa 1 la. .. I uaviuiumuj icucicu ivu. alas LJL the soap king! He did not realize how short his satisfaction was to be. "Why, Mr. Martin!" cried Mary happily. "Hello, Miss Grayson!" he said. "It's mighty good to see you again." "Oh, Mr. Martin," responded Mary. "I'm so glad Rodney finally sent for you!" "Sent for me?" repeated Mr. Martin in surprise. "Have you talked to him?" "Ob, yes. He's Just gone out for a minute to see the agent of the landlord." "Oh, then be told you about that too?" "Yes, he told me. Why not?" asked Mr. Martin, puzzled. "Ob, I'm so glad you've settled with bim. You have settled, haven't you?" "Yes; sure." "Ob. good! Isn't it wonderful for him?" Tbe relief in. Mary's voice was genuine, absolutely, as Ambrose Peale would have said. Poor Mary bad bad a trying day. There bad been that dreadful man. Jonea to begin ' with. Rodney's $2,500 check mutt have gone through the clearing house in louble quick time. Mary bad thought; as the advertising dun appeared again. The fact was. it seemed that be bad gone to the bank to get it certified and was furious to find .that there were no funds there of tbe 13 Soap company to meet it with. He roared loudly about the sheriff. Unless the check, was made good at iis office in an hour be would have tbst sheriff rouuA :id

THUKSPAY, PEC. 23.' 1916

tbem out, cover up tnelr billboards and send tbem ail to Jail. . ' Mary didn't know much about sheriffs, and they sounded terrifying.. She bad beard about tbe la We delay, bat the law. sounded swift, end terrible as interpreted . by the Irate Jones. She couldn't, laugh about it, and chaff about a cell with a sunny exposure, as Ambrose Peale did. That awful countess top!. A, woman swindler who had tried to get Into tbem for $5,000. And the electric -agent threatening to turn off tbe light from all their, beautiful signs if he wasn't paid at once. How .unreasonable people were! ' How could you pay then! when -you hadn't any money? "And now, last of all, the rent agent, making a fuss. . No wonder Mary had begged Rodney to send for his father and give in. - She was sure old Mr, Martin , would help Rodney if be was sent for. Very naturally Mary thought on seeing Cyrus Martin smoking bis cigar there contentedly that be bad come in answer to Rodney's sum. mons. She went on, sighing: "Just think, without you be eouldnt have lasted out tbe day." "Couldn't what r ejaculated tbe astonished soap king; then, recovering himself swiftly, he added: "Quite so. Quite so. Ob. by the way.. In our negotiations the one thing Rodney didn't go into fully was tbe nature of tbe assets." --" "Tbe assets!" - laughed Mary gayly. "They must have amused you. Why. we haven't any." "Ha, ha! Haven't any?'.' echoed Mr. Martin, trying to laugh with ber. "But everything's . all right , now," went on Mary sweetly. "Oh, yes! Great great!" said Mr. Martin. "By the way, there was a report on the street today that the Andover Soap people were going to make deal with Rodney build bim a factory" "Ob, there's nothing In that" said Mary Innocently. "Are you sure? As I got here I thought I saw Ellery Clark." . "Ob, that wasn't business He Just "Oh, what have I doner" came to try to borrow some money from Kodney. Wasn't that funny?" "Oh, yes, very funny," said Martin; then, ..changing his whole manner, he added angrily: "The young scoundrel!" "What!" said Mary. "Thank you. Miss Grayson, for telling me." said Mr. Martin. "Do you know what he tried to do to me? Hold me up for $100,000. and but for you he'd have succeeded." "Oh. what have I done?" cried Mary in distress. "You've saved me a lot of money and kept me from being a fool. That's what you've done.. Thank you. Good liornlng." "You mean at last he had succeeded in getting you to back bim?" cried Mary. "At last! So that was his scheme all tbe time, was It? He didn't go into business on tbe level, but Just for my benefit? And you were helping him. Well, be can thank you again for having failed." "It's all my fault" cried Mary, breaking down. "Yes. it was from tbe start You got up the plan of my pretending to put him out of tbe bouse--a mighty silly Idea." "Ob, but I tell you you must help him." pleaded Mary. "Help him yourself. You've got $5,000." "But I gave it to him." cried Mary, "My son took money from you!" "He didn't know. I pretended it was from a friend. It made him awfully Jealous, too," blubbered Mary. "Well, you got bim in. now you can get him out." declared the soap king. "But your bet" asked Mary "you bet $30,000 with John Clark. You don't want to lose that do you?" "Well, if Ellery's trying to borrow money from Rodney it looks like on even break. And anyhow I'd lose the bet twice over rather than have my own son think be could make a fool of bis father." , "But he is. ft good business man," pleaded Mary bravely. "He'd make you proud of bim. -If. be could keep on a little longer I know he'd succeed. If you'll just help bim he'll make money, you'll see be will." '"Of course, you want bim to make money," said Mr. Martin brutally. "You're thinking of that percentage contract wih me." "I'm" not ob I'm not!" cried Mary. "I can't see him faiL.I don't want you to pay me. .. I'll try to give yon. back what you've given me." "By George. I believe you really are in love with bim. Mary." "Yes, 1 1 am now," admitted Mary proudly. "But that ' doesn't matter. We've got to Save bim save bis business." --- ' - "Lwon't jrtve him a nickel, Goodby!"

"But on can't go akCthis," Mary cried. "Hell be disgraced. He's la debt in danger. "r " "Let him get oat of it blmself. then." said this Roman father. "It'll do him good. I've been a sentimental fool. IT made' it all too easy for bim." f But that's your famlu too," persisted Mary. ' ' r r .' ' ' ... - -"Yes, ft is, and I dost propose to repeat the error. He's lied to me all the way through. We'll let bim face the truth now. Well see what- he's made of." " " Mary Just sat and looked' at Urn qnlta .limply, letting ber bands fall Idle In ber lap. What, could she do? To make matters worse she could hear the rumble of men's voices outside as Rodney and Peale tried to soothe tbe rent - agenf s - righteous indignation. Rodney and - Peale came back, trying to look cheerful, but really quite crestfallen, as Mary could see very welL . "Well, were going to move." said Rodney. "Yes. nice chop, that fellow." said Peale. - . "Well, Mary, bate jpm beard about our deal?" asked Rodney next. "The, deal's off.! Mr. Martin Interrupted brusquely. "Yes, off." repeated Mr. Martin brusquely.' "Because you took me for a bigger fool than I am. My own son can't do that to me. I've found Out now that you're broke." "Oh. Mr. Martin:" protested Mary, crying. But Mr. Martin stopped her. "And all tfie time you were lying to me about tbe Andover Soap people and the factory they were going to pnt up. You thought you could make ft fool of me get the best of me, did you? Well, you can't I'm finished with yon and your 13 Soap. You're a smart Alec. You're a complete fake." "I guess you're right." said Rodney. "Ah!" said Mr. Martin. "I did try to) be smart," Rodney said. "I was stuck on myself. I thought business was a cinch. But you're right I hare been a fake. This whole thing nerer seemed real. It was Jnat fun like a game. Bnt I've waked, np. and now It's serious. I tried to get tbe best of you, but III take my licking. I don't want any charity. I know what's coming to me. and I'll take my medicine." His father looked bim over curl' ously, "Well, maybe I've said ft little too much," be said, relenting ft little. "No; it'a all true," said Rodney. "But see here, I don't want yon disgraced," said his father. "I" "You told me never to come back to you for a nickel." said Rodney bravely, "and I won't" "Now, see here," began Martin. "Please, father," Rodney went on. "It's up to me, and nobody else, to get out of this. Please go." He held out bis band. "Goodby, son," be said gently and went out "Oh, Rodney, Rodney!" cried Mary when tbe office door bad closed on the old man's back.'

CHAPTER XIII, The Turning of the Tide. IT was a sad and chastened little company that met in the office : next morning. Peale waa cast down for once in his life. Mary was pensive, and only Rodney knew that inner glow that gives the silver lining to the cloud of ill luck and poverty. Mary bad kissed bim. He must put that in his book of days. Mary looked at bim anxiously and seemed relieved to find him not entirely cast down. She bad been wretched herself, she said, worrying over the betrayal of ber lover to tbe old soap king and began again to bemoan ber bad break. "Oh. Rodney, Rodney," she said to bim. "it was all my fault! Your father bad no idea of the truth. I didn't understand. I told him about our companyI did it all betrayed you." "But you didn't mean to. It'a all right, Mary," said Rodney, reassuring ber. "You forgive me?" asked Mary, looking him in the eyes. "Why, of course I love you." he said simply. "Oh, Rodney. I'm so sorry!" Mary began again. "But if father thinks Just because be laced Into me I'm licked he's all wrong," he declared stoutly. "Maybe I have been a fake, but, by George. I won't be any longer!" "You're really going on?" Mary asked. "When I've got you you bet I am." declared Rodney. "Do you really think a long speech from father and no money to work with are enough to stop me? No. sir. What father said got mo for a minute, but I'm not a quitter, and I'll prove It 111 get out of this mess the best way I can. and then Fll shine shoes or sell peanuts. I'll start at tbe bottom Instead of finishing there. I'D make money IIP "Ob, Rodney, Rodney, now I am proud of your Mary interrupted. Good old Ambrose Pole bad been most sympathetic that morning too. "Peale, I'm sorry." said Rodney, "but you're fired." "Ob. no. little boss." said Peale. "you can't fire me! I'm Just going to stick around, whatever happens." Ambrose stuck. In fact, they all stuck. They decided to pay the bal ance of the month's rent out of their assets and gave a note to Jones to stave him off, as Peale said - Mary protested that a note was money; that it bad to be paid some time, but Peale declared tbat time was money too. and something was sure to happen In tbe next thirty or sixty days. He felt it In his bones. He pegged away at bis advertising meanwhile. It waa his dissipation, tbe liquor in which be drowned hie woes, and It is even of record that one specially clever stunt was instrnmental In getting tbe redoubtable Jonea to accept the 13 Soap Company's note. He bad books on tbe science of advertising, too. spread on bis desk and may or may not have read them alL Mary's private opinion was tbat be bad not but tbat be only, drew moral

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ceiranTrom tae ooxsiOes or taeta. At any rate It was astonishing to see bow many, there were. It waa pesKtrefy pftthetlc.' Mary tmoosht sT.'jis to see bha poring over thts 'HtscalftreT or sitting there scribbling hfa ads. when tbe business of stlntag akoem, which Rodney . had threatened to dept. weald have produced jeove real money for bjm. .... -" It wai the Irony of fete that OM Gyres Martin's CSjMKX meant t carking. care ifroav Igarjfla ; ihould have been spent to twe days la advertising by Ambrose Peak. The explanation -of . this . S3.C& anas bo made to Rodney some day too. Every nee In awhile he grew cmrtoos about VL Bat Ambrose didn't meftsure It In Hollars end 'cents, - only ta tense of rpa ce, and still less did he care wl It came from. Truly he was e. an copy.. Be would tody tad the signs .which they eeuld see freaa the omce windows, while Mary. Rodney and Miss Burke would an listen spellbound when there were ao oaaV ers, as oftan happened,. Net enough white space, be would cry ef one emblaaonment Not big enough, he weakl ay. Decent bring eat the right point, waa 1 another erlUchMa. Ain't clear not true no puoeh, et cetera, et cetera. ' If only they bad Jnt made soap. Mary couldn't help, thinking sometimes, aa all this talk rang in bereara. If only they bed just made soap and made it "good. "Good wine aeede"we bush, was en ancient proverb She came to believe la. By tbe same token, good soap would need ao ada. Now. the funniest part ef thswheth thing, speaking of advertising, was that tbe 18 Soap, the eld family cookbook soap, waa really good. Mary had always beta loyal to it from the Bret time abe bad used it Sue bad given K to ' some friends for Christmas, and they had Hked It too. and said they would "talk It up." She bad gone to ft store end bought ft heUy covered bos and laid three cakes la It neatly done ap in tissue paper aad red ribbon, with a a tamp abowtaf Santa Clans and a legend, "Not to be opened till Christmas," on the outside. . . "We must spell Christmas with aa X thla .year." said Rodney chain ugly. "Let X equal the unknown quantity." "Well see." said Mary, smiling. ' She simply must go oa hoping end smiling or she should die. It waa counting your chickens - before tbey were hatched no doubt, but then, you might never get chance to count tbem later, she told herself pathetically. She had superintended the first experiments at aoapmaking end figured ont tbe manufacturing costs. Tbey must be ready, abe bad always maintained- She even bought a book on elementary chemistry and bad dreams of a large soap works, like old Mr. Martin's, where an army of self supporting girls should be pot to work under tbe best hygienic and sanitary conditions, and the minimum wage should be ft generous one. Sbe did succeed in getting a few gross of 11 Soap made after tbe old book formula. In tbe loft there were a few piles of It tbe genuine IS, ranged alongside tbe pink castile in old rose wrappers. As a matter of fact sbe bad had to give up manufacturing oa any large scale, because their advertising took all their money, bnt Mary cherished the Idea of taking up tbe work In earnest some day again. Sbe didn't really believe much In the Mea of making old Mr. Martin boy tbem oat Already sbe had more ambitious designs than tbat for bar man Rodney. The darkest boor cornea jnat before the dawn, and dawn came with a sudden burst of glory one morning when Ambrose Peale flew Into tbe office la great excitement interrupting Mary and Rodney in a long embrace. Always discreet and tactful, he coughed and scraped his feet aa ft signal to them to break away. "Say. I didn't mean to interrupt" he apologised. Rodney kept bis arms around Mary. "Nothing In tbe world can interrupt na." he said. -What la itr "A telegram." said Peale. "Ifs the first we've ever had. ' I wae afraid to open it" Mary came over to aim and looked at it nervously. -"What awful thing eaa It bar abe queried. "Gee. I wonder what it says! came from Rodney. "Read It read Itr said Peale. afraid to do so blmself. So then Mary opened It and read: Rodney Martin. President IS Soap Company, sjs Breedwar - "Go on. we know the address." Peale broke In Impatiently. Mary went on: Sfclp at one. eoUect 10.000 cake ta Seep. Blaned. BROWN JAMES. . Chiea. A profound silence fell upon the trio. The colossal number of 80.000 and the magic name of Brown A James had overpowered tbem, It waa far too good to be true. "Somebody really wants to bay soase of our soap." echoed Rodney stupidly. ' "1 dont believe it" said Peale.. "But here It Is." said Mary, handing the telegram ' to Rodney. ' so that he might view. It with bis own ' eyes at close range. ...... "TJfty thousand cakes," said Rodney; "It'a true." Then Peale -beret eat Joyfully; the tide bad turned. . "We've . started we're began!" he yetted; "were ' actually going to. sell eome soap.' .' "The tide's turned," said Rodney; "didn't I tell you' advertising: pays? We'll sweep tbe country go rope Asia Africa. Go In wttb father? Not for a million dollars!" . ..,:' "Til wire Brown A James right away," said Beale briskly. ' I "Go ahead, de," said Rodney.- - But aa exclamation from. Vary, made phem both turn. ' v . "; "What la Itr asked Peale nervously. "What's happened?" asked Rodney. - That order la no- good.'. We cant 111 It we're nerer. made any eoa'p." said Mary with a sinking heart' "What shall we dor quatered Bad-' ney. .. . ,J v , , . - "Let's think." said Peale' nepefaBy. , Tbey sat atarla straight abfajl'dess. . To Be Continued.