, 1915-12-02

i nave! You were my last card.
Well, I'm firedr' said Peals, with nm
air of Hnarity.
1t was a stunt that would have kent
things going. he protested, but now
well, the show was 80 bad that people
wouldn't even &c to see 1t on a pass.
They would have to close Saturday.
and as for Ambrose PeaIe, he was out.
Rodney did not believe that an obvious
faxed up lie like that would have done
any good, he said. He'd feel very un.
comfortable at not being able ito ublfge
an old friend otherwise.
II know it's Advertising" he said.
"but"-
"You bet It's Advertising" hogan
Peale. warming up. What made the
leading actresses? Advertising"
But that sort Of advertising can't be
of real value" said Rodney neglfgentIy.
"Oh, you're one of those wise guys
who don't believe In advertising. are
your said Peale, expostulating and ex-
pounding. Now, don't get me talking
advertising. That's where l live.
where | have my town house and
country estate. my yachts and motors.
That's my home. Maybe you think
love is important. Pifie! 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 sam
pies OF satin. one blue. one pink. same
grade. same value, same artistic
worth. One he described as a delicate
warm old rose: the other he called a
faded blue. he asked them to choose
their favorite. Girls picked the old
rose. Why? Because they'd been told
II was warm and delicate. No faded
blue for theirs. What did It? Power
Of Observation-Disclosures"
you seem to know something about
It." Rodney said aloud.
II not only seem to, I do" Peale
agreed. Just before | met you | told
a young fellow downstairs that The
Belle Of Broadway was the biggest
hit in town. Ask him to go to the thea
ter, give him his choice and I'll bet
you 81 to a fried egg he picks The
Belle Of Broadway Advertising!''
II don't believe It." Rodney pro-
tested.
well. try 1t. 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 fellows told
you"
"Why. l suppose that's true" said
Rodney, beginning to be convinced n
little. But I never read advertise
ments."
"oh, you don't. Ell? Say. what kind
Of carriers do you wearr'
why. let me see. The -" said
Rodney.
Exactly" said Peale. what do
you know about 'em7 Nothing. Are
they any better han any other garter?
You don't know-I don't know, but all
my life every magazine I've ever look
ed into has had a picture of a mans
leg with a certain kind Of garter on It,
the =. so when l 60 into a store to
buy & pair OF carriers l just naturally
say -. So do you. You don't read
adyertisementsi R0t!"
But said Rodney.
mo but about It," answered ,Peale.
"Advertising's responsible for every
thing. When Bryan advertised grape
Juice do you know that its sale went
up $50 gallons a dayr'
you don't really moan ftr'
II do"
But $50 gallons. How do you know
It was 652T' asked Rodney.
"In let you into a little secret" con-
hded Peale. u DON'T know a thing
about grape juice-and az long as my
health and strength keep up ! hope 4
never shall-but II 1 said ia read in o
newspaper that the sale had gone ur
652 gallons you wouldn't have doubted
X, would your
mo, I suppose l shouldn't" Rodney
agreed.
"And you'd have told somebody else,
and he'd have believed you too" went
On Peale.