The Washington herald., 1915-08-29
Copyright. /. lNs.)
? T WAS about the time that Jock

ness in a slightly patronizing way tc
his clever and secretly amused moth.
er, Mrs. Emma McChesney, secretary
of the T. A. Buck Featherloom Petit
coat Company, that Sam Hupp no.
ticed a rather cocky over-assuranee in
Jocks attitude toward the world in
general. Whereupon he sent for him
On Sam Hupp's broad fat desk
stood an array of dininutive jars. and
bottles, and tiny pots that would have
70 shamed the toilette table of a mu-
sical comedy stars dressing-room
There were rose-tinted salves in white
bottles. There were white creams in
rose-tinted jars. There were tins OF
ointment and boxes of fragrant soap.
Jock McChesney, entering briskly,
eyed the array in some surprise Then
he grinned, and glanced wickedly at
Sam Hupp's prematurely bald head.
mo use, Mr.. Hupp. They say if it's
once gone it's gone. Get toupee."
Shut up" growled Sam Hupp,
good-humoredly. "Stay in this game
long enough and you'll be hairless
wonder yourself. Ten years ago the
girls used to have to tie their hands
or wear mittens to keep from run
ming their white fingers through my
waving silken locks. Sit down min
ute"
Jock reached forward and took up
a jar of cream. He frowned in
thought Then: Thought 1 reeog-
nized this stuff. Mother uses it. I've
seen it on the bathroom shelf"
You bet she uses it." retorted Sam
Hupp. Whats more, millions of
other women will be using it in the
next few years. This woman" he
pointed to the name on the label,
"has hit upon the real thing in toll
cite fub-dub. She's made little for
tune already, and if she don't look
out she'll be rich. They've got quite
a plant When she started she used
to put the stuff together herself over
the kitchen stove. They say it's made
Of cottage cheese, stirred smooth and
tinted pink. Well, anyway they're ma
tionally known now-or will be when
they start to advertise right"
1--WE seen some of their stuff ad-
vertised-somewhere interrupted
Jock, "but l don't remember-"
There you are. You see the head
of this concern is little bit fright
ened at the way she seems slated to
become lady cold cream magnate.
They say she's scared pink for fear
somebody will steal her recipes. She
has kid nephew who acts as gen
eral manager, and they're both on the
job all the time. They say the lady
herself looks like the spinster in a
b'gosh drama. You can get boy to
look up your train schedule"
Train! Schedule! Across Jock Nc
Chesney's mind there flashed a Wis
ion of himself, alert, confident, brisk,
taking the luxurious nine o'clock for
Philadelphia. Or, maybe, the Limit
ed to Chicago. Dashing down to the
station in a taxi, of course. Strolling
down the car aisle to take his place
among those other thoroughbreds of
commerce-men whose ch m OF
gloves and walking sticks, and talk of
golf and baseball and motoring SPELL
ed elegant leisure, even as their keen
eyes and shrewd faces and low-voiced
exchange of such terms as stocks" "
and sales and propositions" pro-
claimed them intent on bagging the
days business. Sam Hupp's next
words brought him back to reality
with jerk.
81 think you have to change at Buff
falo. 1t gets you to Tonawanda in the
morning. Rotten train"
"Tonawanda" repeated Jock.
Now listen, kid" Sam Hupp lean
ed forward, and his eyes behind their
great round black-rimmed glasses
were intent on Jock. "I'm not going
to try to steer you. You think that ad-
vertising is game. 1t isn't. There are
those who think it's a science. But it
isn't that either. It's white magic, |
that's what it is. And you can't learn
It from books, any more than you
can master trout fishing from read
ing The Complete Angler" He
swung about and swept the beauty
lotions before him in little heap at
the end of his desk Here, take this
stuff. And get chummy with it. Eat
it, if necessary; learn it somehow"
Jock stood up, little dazed. "But, |
what!-How?-I mean"
Sam Hupp glanced up at him.
Sending you down there isn't my
idea. It's the Old Mans. He's got an
idea that YOU" He paused and put
OBTAINING hand on Jock McChes-
ney's arm. Look here. You think /
know little something about 9dver-
tising. don't you?"