Richmond Palladium (Daily), Volume 40, Number 322, 24 December 1915 — Page 11

' .'I

THE RICHMOND PALLADIUM AND SUN-TELEGRAM FRIDAY. DEC. 24. 1915 PAGE ELEVEN

IT PAYS TO ADVERTISE V .

y Novelized by c ASanmel Field From the Successful Play V by ROI COOPER MEQRUE WALTER HACKETT Oesrrarhl lfM-ltlB, by Rot Cooper Mwim sad Wiltr Hackett Slowly: "Wi mot get tome soap." Tm, I thought of that," said Peal. fWkara can we sat itf ' Mary asked than deliberately, v- - . fc"From a soap factory!, Peal sog"But they all belong to your father." Msjry rounded Dim. Meanwhile Rodney had a ray of dawning nope. ' - "But he can't know about thla Brown V James order maybe we coold buy sense aoap before he'd hare a cbenoe to atop them selling to us" "Orest Idea let's get busy," said Peale, talcing him up promptly. . !S?W'" asked Mary. ?where's the phone book? Rodney ssksd, and grabbed the red classified directory from bis desk. "Well call np two or three of his branch offices." ... . CHAPTER XIV. , .. -' Soap Bubbles. WKINS, skates.; shirts. Where's S soap?" Rodney 'recited to Mary Lt J and Peale. "Skylights, slates, slides," echoed Mary over his shoulder. "Smelters, smokestacks, snuff.: went u Peale. 1 " ' "Ah, here It isr-soap .manufacturers," :l:k Itodney at last, skimming down Uigge. "Two-seven-six Broad. Here i!i,'ue of father's factories." h've got one too 374 Schuyler." said 1'cule. "'So have 1480 cbinie4 in. V ' i Audubon. Mar, : Withione.- aeeotd ' they! u"i tlx book,, and darted t Uie Jeioi.Uonen shouting nil together: "Pour-eight-oMuirjIra." .. Thfei'vaff'iur inyieV; hlvI biir ry.'sweetie.' "It'll haw ney in un a. . "Cflstlle 1 ... gfcwi "Ordi : .-. ,. . Mary :;. 11 Id liOdwire. i Villi' 8UJI radeut tvu again t together. "liedo. is tiiis the Martin Soap company? We want to get some soappink castile small cakes 40.0(H) or 50,000 cakes immediate delivery. What's the price?" IIello. four-elght-o Audubon. 1 want to' And out if 1 can buy a lot of soap right ' . n way old rose castile 50.000 cakes. 'We want it this afternoon." "Hello, son. 1 want to buy a lot of aoap, 50,000 cakes. Got to have some of it today smallest size castile cakes you s keep. If you haven't old rose, pink '11 do. Who am I? None of your business." This last message, with" its bit of airy persiflage, came from Peale, who looked at the others and gave a large and happy wink as he surveyed them waiting a their receivers. The tide had turned. ' 3hey could hardly wait till the soa. eamje in and was shipped out si'-: Chicago. All three of ruei.i v., excited as children waiting tei doors that open on a ' rhriniu;: Fifty- thousand cakes: It was ,.v ti.e .- tree an in estimable, an infinite, an incredible number. Rodney had not an idea whether a row of 50.000 cakes of 13 Soip'' would reach from our earth to the moon or only from the Union hotel tothe railroad terminal. They came and (fnme, an endless chain. But wben the Influx stopped and bad been carefully counted by Mary, Miss Burke and the office boy. pro tern, it totaled, not 50,000. though It seemed a million, but only 5,000, altogether. . . "Are yon sure?" asked Peale and' Rodney tni. one breath. "Aren't there any more?" i "Quite sure." said Mary. I "Positive." said Miss Burke. i "Are you certain sure ,there aren't

V"o have I," Mary chimed in.

any more of them an?wnerer repeav ed Ambrose. . "Search me," said the office boy. It waa true; only 5.000 of the lot hod feeen delivered. . , The company's three officers made a dash for their telephones. Peal sot 874 Schuyler. Mary 480 Audubon and Rodney 276 Broad In a Jiffy, only to be told that there waa no more soap in stock. In each Instance the news was conveyed In a cool and nncordial tone that save tnem to understand there was nothing more doing in that quarter. What was the matter? Peale turned round and stared at hla companions and partners aghast

"Well, wouldn't that set your he ejaculated. Rodney was the most crestfallen of them all, for an idea had come to, him of the true reason of things. "It's the pater," he said in a quiet tone that carried conviction- "He shut down on us." Mary set her Hps and nodded her head In her turn, for the same idea had occurred to her. 'She was afraid it was all too true. As one sometimes, even in a nightmare, tells oneself this horrible sensation is a dream, so she told herself now this cruel, horrible refusal to- give them more soap was only a part of old Mr. Martin's bluff to make Rodney work, one more of his "scenes" in bis grand scheme to transform Rodney from an idle rich man's Peale Had Swung Around the Circle. son into a real money getter; that tomorrow, in real life, the other cakes would come. In one mental flash she would see the thing this way and now that. Then she began to look on the more practical side of things, to turn round and tee where they stood. An order for ;".0UI) caes in itself was not so bsid. It was the very largest they had ever received, at any rate. They would ship the 3,000 promptly and Brown & James wouid pay cash for them in ten days. She made a rapid calculation. They were g.viug old Mr. Martin 3 rents a take tor them and would get ;J.000 back. That would mean 2,850. She smoothed out the frown in her pretty forehead and announced aloud: "Well, it means about $.000 to us, and cash too. After all, that's not so bad." Peale cheered up immediately. "Cash," he repeated, rolling the word round in his mouth and tasting it. "The most beautiful word in the English language." "Except one," said Rodney, looking at Mary. 'Which is?" Peale queried, .-.ve." said Rodney. . .. cash.. said Peale. "Why, look ben- Think what this means $3,000." "We'll discount Jones' note." said Mary resolutely. "And it's only a beginning." went on Peale. "Give me back that telegram. It'll be my letter of credit, my pass port and all the rest of it. I'll show it to the advertising agents. They'll trust me on the strength of that." It proved a help indeed, this cash, when it came on in due course, but not a cure. It vanished like smoke In thin air. like cream before a set of kittens, like snow upon the desert's dusty face. Then- joy in it was short lived, because it was so soon gone. Again there came a day when the end of the month, with its next rent payment, seemed much nearer than the first, a day when time, which Peale said was the same thing as money, seemed very much like time, and short time at that, and very little like real money. To make matters worse Peale meanwhile had swung round the circle again, waving his "letter of credit" and running up a lot more in the way of bills on new advertising. He bad scooted off for a week and never let the office know by so much as a telegram where he was. Then, as cheerfully as be had gone, be blew home again one day. announcing that he had contracted for about $30,000 worth of advertising In Boston. Baltimore. Philadelphia, Washington and a few other eastern metropolises. He declared It was the greatest advertising campaign ever undertaken 6ince George W. Advertising was a young man. For a self respecting bookkeeper it was all dreadfully disheartening; Mary sighed and found it very difficult. Making five go into two was nothing compared with the effort to make $22.S1S.00 go into $133.13. For a little while the days passed uneventfully, drawing nearer the Inevitable end. Then came the last day of the month, and Mary's blue devils were very large and blue. The day passed quietly enough in the 13 Soap company's offices, so far as outward signs revealed it: there were few callers. Jones being out of the way. though Mary knew he would be heard from tomorrow if his note was not properly met at the bank. How was she ever

going to-gefa cn( a certWed to meet It! Rodney at bis desk sat quietly absorbed. He rustled a few .papers now and then, and used his robber stamp, bat Its Impact on the pad and paper larttal the usual rigor. Even Peate's bead. Mary noted, drooned a little aa

ne wrote jus aas.-r-aas. cnat woiua oe born to blush unseen If mane; could not "be raised somehow, oomwnere,-to pay for them. Aa the hour of . 5 drew near Mary began to make some loos drawn, oat preparations for. spins home. This last quarter of an hour of time must be killed and done to death by fair means or by fool A resolution bad been slowly forming in her head and now took definite shape. She shut down her desk with a delightfully loud noise and stood up. "I may be a little late tomorrow," she said to Rodney as she began putting on her bat , "All right" said the president mildly; Rodney too looked as if something were working In bis mind, and no wonder. Mary thought, with their situation what it was. Mary knew blm like a book, but this time she would ask no questions and keep her own counsel. She was going straight up to Mr. Martin's on Fifth avenue and have a long talk and argument with him. He sim ply must let them have those extra 45.000 cakes of soap for Brown A James. She scurried over to the Third Avenue elevated and climbed the stairs of the station at Worth street her brain working all the time. In a curious, -I detached spirit she saw her nickel slide into the groove made by so many previous nickels on the hard wood sill under the office window and dropped her ticket delicately in the ticket chopper's glass box. Several local trains passed, all crowded, and, being tired and enjoying the fresh air. Mary was disposed to take her time and wait till she got the seat she wanted. It save her a luxurious feeling to let the trains go by and not run after them, as people usually did in New Tork. A woman came presently and sat down beside her, with an evident inclination to talk. She was young, though her peroxide hair made her look older. There were two types of women with dyed hair like this. Mary had noted the fast and the sentimental. Her neighbor was obviously the latter, and Mary's looks had probably appealed to her. Without insolence she looked Mary over thoroughly a moment as If appraising her. "Are you a business woman?" she asked after a little pause. Mary was good natured and a good mixer, and. seeing that the woman suffered only from human curiosity, she answered, "Yes." adding just for fun: "I'm a vice president and a secretary. Our company has offices on Broadway." The woman looked quite impressed. "What line are you folks in?" she pursued. "Soap," said Mary. "Married?" asked the woman. "Not yet." said Mary. "Well, you'll get a husband If you want one." said the woman, with a crisp laugh. "A pretty girl like you usually gets what's coming to her." "I'm engaged." said Mary, amused. "You see?" said the woman. "Now. I'm a bachelor maid, as they call them nowadays, myself. Most of my girl friends have too much trouble with their husbands. None of your married life for mine. No, sir. No matter how swell a little home I might have, it wouldn't appeal to me! When are you going to be married?" the woman inquired. "Oh. I don't know," said Mary. "1 suppose we'll go down to the city ball some day and have it over with." "You'd like a nice wedding, though, wouldn't you," the woman continued sympathetically, "with white satin and a wedding veil and all? 1 know one girl who's never got over it because she was married in a brown dress." The woman with the dyed hair rushed off presently, shrieking. "Oh. there's Mayme." and Mary was left alone again. The local that she waited for came along, and she got aboard at her leisure. Mary alighted at Seventy-second street keeping her courage at the striking point, and pressed, the bell button on Mr. Cyrus Martin's front door. Johnson, looking surprised, but pleased to see her, let her in and showed her into the little reception room downstairs to wait while be took her name up to Mr. Martin. CHAPTER XV. Soapsuds. "M" R. MARTIN will see you, Miss Grayson," said Johnson, coming back, and she followed him upstairs with beating heart If there is any time in the day wben a retired business man should be allowed to enjoy himself in his own mature and self chosen way, it Is the hour between 5 and C. This hour "between the dark and the daylight" was not the children's hour in Mr. Martin's house, for good and sufficient reasons, his only son having been cast off and there being no "grands" yet any way. Neither was it a 5 o'clock tea hour, for Mr. M.artin never had tea any more since Mary Grayson bad gone. He had had Johnson bring it in for her once in awhile in the old days, to feed her up. but not now. His new secretary was a goose, and be packed ber off. and now he found some letters to open with his own hands today, which seemed to annoy him. Disgruntlement still swayed his paternal heart wben he thought of Rodney. He was torn between love and irritation where that boy was concerned. He turned to the papers for consolation and held one sheet up to scrutinize the headlines. As be did so be displayed to the empty room a full page advertisement of 13 Soap the hand of Ambrose, in fact which by some occult influence presently impelled blm to turn the paper over and glance at the last page next The blatant sprawling ad. caused him a pang of regret and disgust, and he Anns it down. He took up another paper and had the same experience, then turned angrily to some letters, mly..to. bcyevii'ed .hr. the

sight of Vi soap tvCuIara ffettertos the floor when he opened the envelop the hand of Ambrose again, in fact Another "letter" and another they bad sot a beastly way now of addressing them in refined female hands, on sood stationery, so yoa'd think they were invitation followed the first into th waste paper basket It was a relief wben Johnson pre ently appeared and announced a caller, though a great surprise to hear the caller' name. Mary Grayson: Now, what waa this sly pus after? he a peer ulated aa he bade Johnson show ber In. Come to get ber old Job back, be supposed. Wel, she could have it JU ber old salary. He said this last aloud to ber as she came into the room look Ins very sweet he must admit The serious expression sbe wore wee not at all unbecoming to her pretty face. ; The room looked just as It used to do, and the recollection took Mary back again Pite of her engrossing errand. The diamond pendulum waa still swinging on the mantelpiece. Mr, Martin himself wound all the clocks In tbe bouse every Sunday morning at exactly half past 9, when the hands did not interfere with the keyholes. ' "But I don't want it." said Mary in response to his ungracious proposition. "Oh, then. Rodney baa sent you to plead for him." suggested Mr. Martin. "No. sir." said Mary. "He doesn't know I'm here." 'Then what are you here for?" be demanded, really curious. "To make you a business proposition." said Mary stoutly. "Why doesn't Rodney make it himself?" asked bis father. "He doesn't know what It is," explained Mary. "That's something in his favor," Martin conceded. "I can't see much use in women tying up in men's business. Somehow I love the scallawag. and, it I miss him around here!" He looked at Mary curiously aa he said this, wondering bow sbe and Rodney were getting along these days and what her errand really was. though be didn't propose to give away bis interest In it Sb bad betrayed tbe true nature of things to him once. What was she going to do now? His reflections and Mary's business were interrupted, however, by Johnson's entering a second time and announcing tbe last two people In the world that Mary had counted on. namely. Mr. Rodney Martin and Mr. Ambrose Peale. "Oh. the whole firm, eh?" said Mr. Martin, eyeing Mary sharply. Mary started guiltily. For a moment sbe feared that Rodney mignt hark back to that $5,000 check bis father had given ber and grow jealous again, She couldn't pretend to be pleased to see him. despite her sentimental reflections just now downstairs. She bad wanted to handle this interview in ber own way. Sbe felt as if sbe could have done it right Convincingly, just as a hunter feels within himself that he can clear the hurdle that looms ahead. Now, here were Rodney and Ambrose to interfere with ber. and Ambrose of course would interrupt and switch her off and perhaps irritate tbe old gentleman with his advertising talk. He couldn't help it. Ambrose would pop out of his jack in the box instauter if you sprang the subject of soap and advertising. Old Mr. Martin surveyed all three of them grimly, just long enough to let embarrassment set in ou all their faces. His eyes rested on Mary last of all. and longest A fairly perceptible change crept round bis firm old mouth as be did so. He was satisfied tbe little minx had told him tbe truth about Rodney's not knowing anything as to her mission here, and Indeed, when -the boy came in and saw her there, he exclaimed in genuine surprise: "Why. ' Mary, what are you doing here?" Mary thought fast a moment, and evidently decided that the best part of diplomacy this time was the truth. "I came to tell your father about Brown & James." she said frankly. Rodney looked relieved. "That's why we're here too." be said. "Absolutely." added I'eiiie. "Well, what Is it about Brown James?" blustered Martin. "Let me tell yon right now, I won't back any fake company." "But we're not a fake any lonrer." protested Rodney. "We've actually sold some soap," chimed in Peale. "Fifty thousand cakes," Mary explained impressively. "To Brown & James," said Rodney. "Then why did you send 'em only five thousand cakes?" inquired old Martin bluntly. Rodney looked astonished, but answered promptly: "Because after we'd got that much from one of your branch factories you shut off our supply." "And we couldn't get any more soap anywhere." said Peale plaintively. "And you knew it very' well." Mary said accusingly. "We've still got 45.000 cakes to deliver if we can get 'em from yon." went on Rodney. "Why let all that money get out of tbe family?" be pleaded. "It's a business proposition."

"No, it Isn't." said the father. "Don't fool yourself. I sent that telegram." "What telegram?" asked Rodney. "The telegram from Brown & James ordering tbe 50.000 cakes." grunted old Martin. Mary plumped down on a chair in dismay. "You sent it?" she gasped. Mr. Martin decided to amplify a little. "That day at the office you were pretty game, son," be said. "and. to tell tbe truth, I felt so sorry for yon I bad to do something,, so I sent that wire" "So that success is all a bluff, too?" sighed Rodney. i "Well," said bis father. "I figured an order like that would stall off your creditors, and when I bad fixed it with one of our factories to let you have 5.000 cakes at 3 cents a cake I knew it would mean some ready cash for yon from Brown & James." "Snfc Juvv did, sou sauasA Broyji &

Jamesr inquired Peale. still hoping It wag bis ads. "Oh, I just wired 'em I'd be responsible." said Mr. Martin. "And say." he added, turning to Rodney., "you had nerve to charge em 60 cents a cake, I bad to pay the bill That shipment oust me S&000 for $ 180 worth of soap." Peale laughed. ........ "That m't funny, young man. said Mr. Martin, glaring at him. "No. it isn't" admitted Rodney. "I thought we'd really made sood. and all the time it was yon behind us" "Too see, my boy," said Martin senior, "even if yon did nearly trn me, I've got .a .sort of sneaking fondness for yon.' took here! son. why not quit? There's no market for dollar soap." . , "But bow do yon know?" Rodney objected bravely. . "How do I know?" asked his father. "Because I had a letter from Brown 4 James a few days ago asking me what to do with tbe soap. They hadn't sold a cake. I told 'em to dump it In the

m

"And we couldn't get any more soap.1 Chicago river. It might help tbe drainage canal." "But you didn't give our advertising a chance." objected Rodney. "Yes," said Peale eagerly. "We only finished a great big advertising campaign in Chicago two days ago." 1 "I know the soap would have made good," insisted Rodney, "with tbac ; trademark." "If your trademark was so marvelous." said Martin, "somebody besides your xor old father woukl have bought your soap." In the meantime Peale bad grown more and more discouraged. "Oh. what's the use'; He doesn't believe in advertising." he said pathetically. "Ob. yea. I do." Mr. Martin objected; "sound conservative -advertising, but not tbe crazy, sensational stuff you go In for." Mary decided sbe wouid try another tack. j "Oh. you're Just mad because the ! soap trust didn't think of 13 Soap it- . self." she said, half mlschievusly. "Why, we wouldn't touch a lot l thimr like that" said Mr. Mart in. "If you deliver tbe goods your goods will advertise you: that's always been our policy." This was an unfortunate lead for the ' old soap king to have made. To doubt l tbe efficiency of his ads. was to strike at the vitals of Ambrose Peale. to challenge him and draw his fire every time. And now Rodney was bis enthusiastic squire and second. Both boys drew good long breaths and began on their favorite themes. Poor Mary felt that she. too. was being swept along with them in the flood of Peale's enthusiasm. "I'm sorry, father." Rodney led off. "but you are too old fashioned to know the modern way of advertising. Why. do you kuw the Federal lUs- uit c ompany was ou the verge of falling i.uill they hit on a catchy name for crackers?" Mary took a band too. "And since then they have bad over 400 lawsuits to protect it" quoted Mary. "Their trademark made 'em." Rodney went on. "They value that trademark now as $i"1.000.000." Peale had listened with grim satisfaction. "Great stuff." he echoed. -'And did you ever hear of the Wilklns safety razor?" asked Mary. "Tell him about it Rodney." "It costs you $5." said Rodney. "Don't you know there's a mighty good safety ntor for a quarter and dozens at a dollar? But you use the Wilkins because WUkins was there first. You buy his raxor at a high price simply because of its trademark." "Advertising." said Mary, with a gesture she bad learned from Rodney. "Absolutely." said Rodney, with a word he hnd learned from Peale. Peale himself went on: "And Andover soap in the magat:nes alone used $450,000 worth of space in 1913, and at 3 cents a cake wholesale that represents 15.000,000 Cakes for magazine articles alone." "I don't believe it" old Martin Interrupted. "Yes." said Peale irreverently, "and a lot of other guys didn't believe that Iron ships would float, or that machines heavier than air would fly, or that you could talk to Chicago on a wire, or send a message across tbe Atlantic without a wire. Pardon me. sir. but you want to get on to yourself." "Yes. father, you certainly do." said Rodney. "And yoa'd better hurry up." added Mary. Mr. Martin laughed grimly. "You've got a fine lot of theories, but what have you done for those 5.000 cakes of. 18 Soap out at Brown , St James'?" "Why. we haven't really spent enough money advertising." said Peale. true fc h' v'ih. "That's the t;iib.e."

There true," Rodney agreed. "Every time the Miller Tobacco company puts out a new cigarette they start off by appropriating $200,000 to boom it" "And I suppose they are a lot of boobs. put to Peale. - "And think what other firms spend. said Rodney. "I've gone Into this thing, father. Think what national advertising is accomplishing. It sells automobiles, vacuum cleaners, talking machines, robber heels, cameras, wash.

tng machines, foods, clothes, shoes, paints, booses, plamblns. electric irons, tireless cookers, mostly to.a lot of people who'd never even bear of 'em if it weren't for advertisements." CHAPTER-XVt Ambrose Peale. PEALE took np the refrain next and tslked to Mr. Martin about advertising. "But nowadays It isn't only people who have stoves to sell or toothr brushes that are spending money on publicity," be began. "Banks are advertising for money, nations for Immigrants, colleges for students, cities for citizens and churches for congregations, and you sit there thinking it doesn't pay to advertise." "Six hundred and sixteen million dollars were spent last year in magazines and newspapers, billboards and electric signs," recited Mary. "Bringing education and comfort and fun and luxury to tbe people of the United States," said Rodney. "It's romance, father, the romance of printing presses, of steel rails, of the wireless, of trains and competition, tbe romance of modern business, and it's all built on advertising. Why, advertising is tbe biggest thing in this country, and it's only just begun." ' "Well," said Mr. Martin, "when you boys get through talking and you're flat broke and down and . out ..come around and see me. -I'tt show you an old business that has a lot of money, that isn't radical and that manages to keep going without wasting a fortune In fool advertising." "Then you won't let us get any soap?" asked Rodney. "Risk my business reputation on a silly scheme like dollar soap? I should say not You may be crazy, but I'm not" "Yes. you are." said Mary, beginning to lose ber temper. "Ob. come on," said Peale impatiently. "What's the use of talking to a man whose brain is deaf?" Tbe old soap king only laughed. And so to the accompaniment of bis scornful chuckles the three dejectedly walked out. Poor Mary's mission bad failed. In the street outside sbe could not belp pouting a little, especially for Rodney's benefit and she scolded Peale outright She was sure sbe could have managed the old gentleman If sbe bad been allowed to do it In ber own intuitive woman's way, and sbe told both the boys so flatly. What was tbe use of spouting all those statistics? What they wanted was 45.000 cakes of 6oap. not 5.000 words of advertising talk. What impression bad tbey made on tbe soap king? Not tbe slightest - "Now. don't you be too sure." interrupted Ambrose. "Just let it sink In and rankle a bit and we'll see." "Nonsense!" said Mary crossly. Poor Ambrose! He wouldn't have admitted It to anybody in the world, but for once In his life he was downcast and discouraged. His unfallin' good nature was clonked and veiled little nnd no mistake. lie was blue. What was worse his blues lastpd. off and on. this time for almost two weeks. As tbe criminal returns to the scene of his crime so Ambrose's spirit was drawn back to his old haunts of tbe show world again. "Hello. Mr. Pe-e-elel" He turned to see the "countess." They were in front of the City Square hotel, and she was headed for the revolving doors on Forty-second street. Penle gravitated at once to her side and jumred into the whirling compartment behind ber. "Well, cutie." be said as they dropped down together on a lounge in the crowded corridor, "wbnt are vou up to?" "You're n ernnd llttl guy." n-ii the cii'iii'i'sH u Ti-:blv; "1 UUe you." But all the time her eyes roved about tbe place as If she were looking for another man. "How are you getting along now?" she went on. "As far as I'm concerned, trim everybody you can. You're there. Ambrose, you're there." "But we're on the level." Peale assured ber. "So am I." said the countess. "If you were I'd give you a Job." laughed Peale. "Me work on a Job!' cried the countess. "There's no excitement in thnt. Why. now every time I meet a cop 1 get a thrill." "I know 1 know: the dull life is lull." Peale agreed. "I wonder If I ught to marry you and reform you?" "No, Ambrose," said the countess quite sincerely: "I wouldn't do such a thing to you as marry you. 1 could talk to you about your Deeding a loving, faithful wife, and maybe you do at that. But the trouble with me is I'd rather trim a guy out of a hundred than earn a thousand. So leave me lay, kid, leave me lay" At this moment Peale, following her gaze. - saw what the was looking for, and apparently "if was Ellery Clark. Ellery, In full evening war paint, was wandering up and down evidently looking for her. "Shall I bring him over?" asked Peale. "No," said tbe countess; "wait a moment. I want to talk to you a second about Ellery. He's kind of stuck on me," sbe added shyly. "Say, I'm for you." broke In Peale. "but if you're aiming to trim Ellery 1 can't belp you there; It'd be too easy." "Easy! You don't know Ellery! He's wise all right" sbe protested. "Say. I don't like Ellery." said Peale eulckly. "but if you're planning to maxlxe down the bridal path with him I won't stand for it" "Oh, I wouldn't bitch up. No. Am brose. you got me -wrong, said the countess plaintively. "What is the graft then?" The countess looked at bim with a great sbw of disinitv.

-Sly Mr. Peale.- sbe said, "dent you think I got some sense of decsncyt And. anyhow. I wouldn't go after Ellery. He'd be wise to a. minute. No. sir. I stack - op against men of my own size docks who think they're wise guys, like yon and your young part ner. "Well, what is the Idea with Ellery, then?" Peale asked uncomfortably. "Too may not like him." the countess began.- "Be does seem kind of a stock up chatx bot when yea set ta know blm he's a nice kid. He's got a car. he loves to go to snows, he slips tbe bead waiter S3, says, -Bring us s good dinner and two bottles of 149;' he can sign checks anywhere and he's s grand little companion for a lonely dame like me. He looks forward to seeing me. He phones me every morning and just sticks around. He don't even try to bold my band." "Well, where do I come in?" peale insisted. "You're going to see him now. tkg. countess -said. "Just don't slip It htm I'm a grafter, will you? It'd base up the whole thins- III play straight with him Just pals. Tou don't know bow bard it is for girls like me. 1 never bad s show. I ran away from home wben I was a kid. I've been pretty op against It sometimes, and now this boy comes along and treats me fine. Is what I've done to other guys to butt in and queer me? Oh. Ambrose, don't bowl me out with Ellery!" "Nix. nix!" said Peale. pulling out his handkerchief. "Give me a chance to be on the square." went on the countess. "It ain't easy for a girl to fight It out just by herself, when she's all alone, no money, no friends and she's got to live live on $5 a week in a back room look in out on a brick wall and cook over the gas. Food and clothes and live on $3 per! You got a lot for a good time, haven't you? That's what I bad to do. Say, I was lonely sometimes. You've got to be pretty smart to steer straight But I've done It I've done it!" With - that sbe broke, down and began to snivel. -'Now. see here, countess." said Peale kindly, patting ber on tbe back. "Don't do that don't don't" Then after a pause he added: "Ob. quit it. Keep it for some poor boob wholl fall tor It" "Ob. Ambrose, don't talk like that" said the countess tearfully. "Say. honest it's foolish wasting it on me, kid." said Pe te. "Well, it's always worth trying once." said the girl, completely changing to a radiant smile. "Sure it is" said Peale genially. "Why. you bad me winging for a minute. But when you pulled that five a week gag 1 knew it was the antique phoney stuff." "I learned it from a play. Great isn't it? It always goes. Cut at that I'm on tbe level about Ellery. 1 just couldn't keep from drifting into dra ma tics. Do tell blm I'm a real French dame." "Absolutely." said Peale. "Ilello. Peter Piccadilly." be added, as Ellery at last discovered them: "what brings you to the haunts of pleasure? He didn't wait for Ellery's answer, but promptly vacated the place at the glrl'R side and left them to each other ir.d their fates. - In his present mood tbe meattog anl tbe talk for all bis chaff only strengthened the wings of bis black butterflies. The sight of Ellery Clark completed his distaste with tbe whole sorry 6cheme of things, making bim itch to remold It nearer to bis heart's desire. Ellery Clark, that pinhead. went round with girls who trimmed him like tbe "counscss," supplied with rlenty of money by bis doting father, while Rodney and Mary bad to slave and worry.

CHAPTER XVII. The Busy Countess. IT was all wrong, unnatural. Something uiut be tbe matter between old Rodney and bis father. Ambrose Peale reasoned, and be believed be knew what ii was. He wou.d go up aud ee o.u ''. r. Mjrtai at once, tonight, before it - o late. No. not tonight, tomorrow morning. Saturday, when the soap magnate would be borne and tbe coast clear. No. Saturday afternoon after lunch, wben people were more apt to feel gay and good natured. That was bow. as a consequence ot tLis mood and various meetings and reflections. Ambrose Peale crme to give bis name to Johnson at tbe soap king's house next day. Meanwhile in far away Chicago something of importance to tbe little company bad taken place. Tbe soap bad begun to sell. Oue demand after another bad come to nnd finally made an impression. It was as if a stone had been dropped In the puddle aud tbe circles had widened out and out The last ripple reached New York and Mr. Martin when Johnson came one day to tbe library and announced: "I beg pardon. A gentleman to see you. sir." handing bis master a card on a silver tray. "Mr. Charles Branson." read Martin. "What's te want?" "He says he's from Brown & James. Chicago." said Johnson. "Ob. a kick. 1 suppose. Send him in." He bad to confess, however, that Mr. Bronson of Chicago did not look like S kick wben be came in. though his first words were ominous. He seemed very full of business, and bis business, it seemed, was about 13 Soap. "Well, what about it?" Mr. Martin demanded, not too graciously. ) Mr. Bronson took bis cue and was off. While of course they understand that tbe 13 Soap was made by Mr. Martin's sou. Mr. Rodney Martin, at the same time, as be wired be would be responsible for tbat order. Brown 4 James felt that some one should first see him in tbe matter. Tbey realized, of course, tbat Mr. Martin was back tog bis son. 1 "Well, why shouldn't I back hlmr Interrupted Martin iruffiy. , "Of - course. - of - course," Bronson agreed. "That is Why we'd like.te place our order through you." Mr. Martin paused with his cigar ta ajidaV To Be Continued.! ,