The Richmond Virginian. (Richmond, Va.) 1910-1920, 1916-11-19

his swivel chair. rested . moment. His
reflections were interrupted by Ben
jamin Marston. tightly gripping the
afternoon paper.
See here" sputtered the Man of
Wrath" you've put us up against
dickens Of q mix-up In the gents fur
nishings wiley was Just telling me
about It. Why on earth did you make
such a horrible biunder?'
Mantony smiled. why. indeed?"
he asked.
'And todsys INSTRUMENTATION
At this" Marston spread out the pa
per. What Is there to catch the eye :?
Just take look at today's Big Store
to write advertising. Now
Mantony turned on him with an ex-
preston apparently merely mildly
weary. He held up a warning finger.
then, fumbling among the papers in
the sixth pigeonhole. brought forth a
blue card. lettered In white.
Il owe you an apology. Marston."
he began. You handed me this grand
old chestnut for ~rny guidance, and
allowed II TO be crowded into a pigeon
hole--I. who needed II so badly. Now.
you were telling me. Now according
to this card. Is the time to DO tt
Isn't It. Marston? Now-let US pro-
coed to do 1t. Referring to Wiley
have you the invoice?"
The proprietor handed Mantony
some crumpled papers.
Thank you. No---I don't intend to
look at IT, The invoice agrees with
the order as I sent it. Did you COM
pare 1t with the draft order that Wiley
gave me to copy?'
"NoArhe didn't have the draft"
II thought as much. You see, /
have the draft here" He turned
quickly to the third pigeonhole. Il
have not examined either the draft or
the invoice. Compare them. II you
please"
Marstcn ran over the items quickly.
He then glanced up at Mantony. but
did not speak
that Wiley was in a hurry to get
away that night"
Benjamin Marston smoothed out the
papers carefully. There was no long
er zny anger in his glance. but there
we're signs of certain sullen pride. He
picked up the newspaper again. and
prepared 10 cover his retreat.
"But-anyway-you must put more
ginger In your advertising. l can't
goods The Emporium il losing
ground. The Big Store is cutting into
our trade. Hawkins cleared $4,000
more last year than he did the year
before--cleared It, mind you---in
spite OF the Big Store being a new
concern. and in spite Of all expendi-
ture for a special advertising man"
Wait minute, Marston." Man
tony,s tone carried challenge. Now
is the time 10 do II according TO this
blue and white chestnut of yours Do
krn hx ~ ~
business
For one thing. Hawkins man puts
more ginger into his copy
Precisely He does That's the
only reason. We've as good stun. as
good salespeople. as good a location.
And do you know why Hawkins man
puts more ginger into his advArtising
methods? Simply because he has
every minute OF his time free to put il
on his real tob-advertising.
You told me once that the Enpo
rum needed more and better advertis-
ing. Tnu were right Then YOU went
on and told me that YOU wanted an
advertising man who would help out
with the rest Of the store
That's where your trolley left the
wire. What the Emporium needs
right nov--and you know. deep down
in the bottom Of your heart. than the
vertistng man who will leave the de-
tailed selling to the salespeople and
the bookkeeping 10 the Office staff, who
will keep the chinaware department
from overlooking its bounds. and who
will relieve the rest of the store the
proprietor included. from worrying
about the advertising copy-and who.
incidentally. will deliver the goods.
That's just what the Emporium needs.
III 49,.
man the Emporium has. only he's
been a trife slow in awakening to the
fact"
His teeth closed with the cid as
surance mo one ever arrives in bus
mess who wastes his time doing work
a cheaper person can he hired TO do.
Ii a man wants the biggest rewards he
must do the biggest thing that's In
him TO do I've been doing a lot of
things that the rest of them a bout the
store can do quite az well. but ! can
do advertising better than any OF them
or all of them And advertising IS all
important 70 the old Emporium.
He checked Marstons attempt to in
terrnpf. Il don't want any argument.
don't want 10 stay minute II l
can't deliver the goods. II you believe
I'm right and you're willing to give
me mans chance, let NE do the
work I'm here for. II you don't be-
lieve me, or If I've hit YOU TOO hard.
hand me the blue envelope at the end
Of the monitor say the word. and I'll
go now. And. when YOU go out. tell
those el1inaware boys 70 get this room,
cleaned for me double quick. That's
all"
For an instant they frowned at each
other. Then-~there was a queer look
in the corner Of hts eyes---tf,e Man
Of Wrath without a word. crossed
to the elevator
Through the fortnight that followed
Mantony, clear of interruption. buckied
down TO work As the end of his
month drew near he felt 4 bit OF re-
Eret-he had been with the Emporium
SO long he hated the thought Of leAv-
ing tor good. But realizing that his
own success came Arst he prepared
to carry out his decision.
At the cashiers wicket ON pay day
he did not hesitate. Whatever was
coming. at least he had awakened TO
tho great. outstanding fact that . man
has not lived IN the tFuA sease Of the
word who has failed 10 do the bert
and bigxest work that It - In him 10
do.
The xirl behind handed him his en-
4 ~ r.