Harrisburg telegraph. [volume] (Harrisburg, Pa.) 1879-1948, 1914-02-06
TCOntinued.1


wonderful! I never knew it was in
me-" He was completely satisfied
with Broadway Jones. He whirled
again on Pembroke. go on, say some
thing else."
But Pembroke kept stony silence
"Tell you what I'll do" cried Broad.
way, 'Tll talk you for thousand dol
lars side"
Pembroke scorned this proposition
Plainly he was not sport. Then
am to understand the price is"
"The salesman will state the price.
I'm the owner"
7 don't consider any commercial
trademark worth million and half
of dollars" Pembroke said with en-
phasis.
Neither do l." said Wallace cheer.
fully.
STILL said Pembroke slowly and
coldly. "even in business We some.
times desire to satisfy our pride. It
has always been the ambition Of our
company to control this output. For
ten years we have tried to absorb it
into the Consolidated without success.
have communicated with my people
In Ohio, and, while we feel and know
the price to be highly exorbitant, we
have decided to take 1t over. I am
prepared to buy"
well, We are not prepared to SELL"
said Wallace slowly and emphatically.
What! I've agreed to your own
terms!"
II heard everything you said"
Il don't quite gather your meaning"
mo; and you're not going to gather
our chewing-gum either. We're not
going to sell. We're going to. fight.
You haven't a tottering old man to
deal with now, but young man-full
of fire and fight, of energy and ambi-
tion! Lookl"
Bob himself knew this to have been
fine fight. He pointed with a ges-
ture full Of drama at Broadway, who
did the best he could to meet the situ-
alton with an attitude which might
have broken Pembroke's gravity had
he been less absorbed and incensed.
I'VE have an article which, on its,
own merits. has stood up under almost
impossible competition" Wallace con-
tinued in a tone of triumph. I'VE
have the goods to deliver, and we're
going to fight and beat you at your
own game. We're going to make you
take your own medicine, Mr.. Pembroke.
We're going to make you compete with
us. We're going to advertise as no ar
ticle was ever advertised before.
We're going to post and plaster from
one end of the country to the other.
We're going to snow you under, that's
what we're going to do, and we're in a
position to do it,
Broadway was as proud of Wallace
as he had been of himself What do
you think of that?" he asked the
startled Pembroke.
Pembroke smiled. He had q well
trained face. He also was an egotist,
both for himself and for his company.
I'VE spend million dollars annually
in advertising, Mr.. Wilson"
mo you don't" said Wallace
promptly. 81 know what you spend
better than you do yourself. And my
name is not 'Mr Wilson, and I'm not
Mr.. Jones secretary" He pulled a
card out Of his pocket. Here's my
name and here's my business"
Pembroke took the card, looked at
1t, and was really affected. AS far as
he was capable of showing real uneasi.
ness he showed it then
"You mean the Empire Advertising
company is behind this business?"
The Empire Advertising company, it
must be remembered, was the largest
in the world.
Wallace had not thought Of that. He
had not meant to say the Empire was
actually behind Jones Pepsin gum.
But now that Pembroke had suggested
1t, 1t seemed to him to be a good idea,
and, without taking into consideration
the important fact that his father, not
himself, was president Of the Empire
Advertising company, he took the
| plunge.
That's just what mean, and we're
going to do five times as much adver.
tising as you ever did, and at one
tenth the cost"
III Then my people do no more bust.
ness with the Empire"
"All right" Wallace positively
sneered. then let's see how much out.
door advertising you get this side OF
the Rocky mountains
Pembroke rose. He was not happy
but he did his level best to hide his
worry.
Very well, I'll take the 11:40 back
to New York. Come, John" He turned
then, to Broadway, and spoke omin
ously. "You mark my word, Mr.. Jones
you'll be glad to do business with us
before another year has passed"
"All right" Broadway answered
come around and see me in about
twelve months. I may want to buy
your company"
Come, john" said Pembroke with
out answering.
Say, John, take down that last one
l said," Broadway called after him. "a
thought it was corker."
The Judge rose from the chair in
which he had been sitting in a sort OF
joyous trance. "Pd give ten years OF
my life rather than have missed that. d
Josie. who. as spellbound, had been
watching from the side, sighed hap.