Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1919-05-07
THE PROBLEM OF THE OUTSIDE
COMPETITION
The Plan Develops

A'A ing the dishes and joined us. She
looked very worried at the tobacco
smoke curling around in the air, but
heroically controlled her disapproval.
Mrs. Jackson" I said, ''I was just
telling your husband that / would like
to have him send one of his young
ladies to New York to see what Easter
ly's are showing"
She looked suspicious at once. "Why
send a girl I'll CO."
Knowing that she knew nothing of the
business, l felt that it would be foolish
for her to go, so l said, mo one better,
Mrs. jackson, il it were possible. But
you and your husband are too well
known in the trade. You wouldn't be
there five minutes before they'd know
who you are-and they wouldn't bring
out their really truly new stylcs-see?"
Jealousy and fattery had a fight and
flattery won, so it was agreed that
Miss Polly Hulme should go.
She was n plump girl, about twenty
two and, as | remember. she was a par
ticularly smart girl. OF course, ito
some few years ago since Bruno Duke
and ! worked on this problem, so my
memory is hazy ON some minor details.
"Wcll-cr-that' settled. Polly
goes next week 70 see what Eastcrly's S
have, but we arCn't-cr-to copy them
-er-for some reason which Mr.. Flint
hasn't told me.
When she asked me why I wanted
the information / said, Don't worry
about that yct---wait till we get it,
IT suppose, Jackson continued.
that we put on our opening the same
time as Eastcrly's
mo" | shook my head decidedly,
mot until a month after they have been
here and gone again"
MAN alive! We'd be worse off than
ever then. Folks would think we
weren't going TO have an opening at all
and what few women have stuck to me
will swing over to Eastcrly's."
NO they won't. for we'll notify
them all by letter the day Eastcrly' $
open at the Horton House that we have
delayed our opening for special rca-
sons
had said all 7 wished to. so, plead
ing a lot of letters to write, | left
Bruno Duke never believes in explain
ing all he purposes doing until the time
arrives TO act.
Never tell in advance what you are
going to do" he once told me, for a
client who knows ysur plans in ad
vance is liable to brag about them to
others or else insist on changes which
spoil its efficiency. Bcsides,' and here
he gave one of his amused smiles. $50
long as a client is little puzzled his
interest in working with you is sus
taincd. Tell them enough to show you
arc acting to Il plan. but no more
Some day | hope to collect all the
business philosophy that bruno Duke
has given met would make n splCn
did guide to the conduct of business.
lie only gives me his fine thoughts and
ideas on business ethics and conduct
when in the mood, which is usually in
the evening in his rooms on Seventy
seventh street. When the lights are on
and all is quiet he lights up his beloved
hookah and. after putting slowly for half
an hour. will suddenly say. Peter, get
tho chess men, then, after playing a
while, he will make some comment
which shows a searching and analytical
mind controlled by high moral impulse.
On one such occasion he said, re-
fcrring to case he had turned down
for moral reasons. ''Thcrc's only one
way to do a thing and that is the moral
way. If your plan contravcnes the prin-
ciples of morality, it is wrong. You
remember that man who said that
morals were fine, but in his case they
were economically unsound'? III eco
monte compromise clashes with moral
right. then to hell with economic com
promise-as he conceives it.
But to get back to Mcrriweather
Jockson's problem: On the Tuesday
morning that Polly Hulmc left for New
York | told her to first go to Bruno
Duke for instructions. She looked blank.
but agreed.
He told me aftcrward that not only
did he send her to Eastcrly's, but sent
a clever sketch artist with her VINO
sketched from memory on her return.
so that together they got sketches and
descriptions of Eastcrly's goods. 10
Polly's delight, Bruno Duke told her to
INV n costume for herself lin the name
of the sketch artist. so that no
suspiciOn would be aroused regarding
her purpose.
He then sent Polly with the artist to
numerous other stores, even more cX-
elusive than Easterlys. with the result
that she returned to Pcrryton with a
sheaf of sketches to which she appended
her descriptions.
There" exclaimed Jackson, "now
wc've-er-got 'cm, what are we going
- 10 ,,.;th than, -