Chapter II: Part 2

He flicked on the light in the living-room. A new magazine had come. It lay on the table, its bright cover staring up invitingly. He ran through its pages. By force of habit he turned to the back pages. Ads started back at him--clothing ads, paint ads, motor ads, ads of portable houses, and vacuum cleaners--and toilette preparations. He shut the magazine with a vicious slap.

He flicked off the light again, for no reason except that he seemed to like the dusk. In his own bedroom it was very quiet.

He turned on the light there, too, then turned it off. He sat down at the edge of his bed. How was it in the stories? Oh, yes! The cub always started out on an impossibly difficult business stunt and came back triumphant, to be made a member of the firm at once.

A vision of his own roseate hopes and dreams rose up before him. It grew very dark in the little room, then altogether dark. Then an impudent square of yellow from a light turned on in the apartment next door flung itself on the bedroom floor. Jock stared at it moodily.

A key turned in the lock. A door opened and shut. A quick step. Then: "Jock!" A light flashed in the living-room.

Jock sat up suddenly. He opened his mouth to answer. There issued from his throat a strange and absurd little croak.

"Jock! Home?"

"Yes," answered Jock, and straightened up. But before he could flick on his own light his mother stood in the doorway, a tall, straight, buoyant figure.

"I got your wire and--Why, dear! In the dark! What--"

"Must have fallen asleep, I guess," muttered Jock. Somehow he dreaded to turn on the lights.

And then, very quietly, Emma McChesney came in. She found him, there in the dark, as surely as a mother bear finds her cubs in a cave. She sat down beside him at the edge of the bed and put her hand on his shoulder, and brought his head down gently to her breast. And at that the room, which had been a man's room with its pipe, its tobacco jar, its tie rack filled with cravats of fascinating shapes and hues, became all at once a boy's room again, and the man sitting there with straight, strong shoulders and his little air of worldliness became in some miraculous way a little boy again.

III

DICTATED BUT NOT READ

About the time that Jock McChesney began to carry a yellow walking-stick down to work each morning his mother noticed a growing tendency on his part to patronize her. Now Mrs. Emma McChesney, successful, capable business woman that she was, could afford to regard her young son's attitude with a quiet and deep amusement. In twelve years Emma McChesney had risen from the humble position of stenographer in the office of the T.A. Buck Featherloom Petticoat Company to the secretaryship of the firm. So when her young son, backed by the profound business knowledge gained in his one year with the Berg, Shriner Advertising Company, hinted gently that her methods and training were archaic, ineffectual, and lacking in those twin condiments known to the twentieth century as pep and ginger, she would listen, eyebrows raised, lower lip caught between her teeth--a trick which gives a distorted expression to the features, calculated to hide any lurking tendency to grin. Besides, though Emma McChesney was forty she looked thirty-two (as business women do), and knew it. Her hard-working life had brought her in contact with people, and things, and events, and had kept her young.

"Thank fortune!" Mrs. McChesney often said, "that I wasn't cursed with a life of ease. These massage-at-ten-fitting-at-eleven-bridge-at-one women always look such hags at thirty-five."

But repetition will ruin the rarest of jokes. As the weeks went on and Jock's attitude persisted, the twinkle in Emma McChesney's eye died. The glow of growing resentment began to burn in its place. Now and then there crept into her eyes a little look of doubt and bewilderment. You sometimes see that same little shocked, dazed expression in the eyes of a woman whose husband has just said, "Isn't that hat too young for you?"

Then, one evening, Emma McChesney's resentment flared into open revolt. She had announced that she intended to rise half an hour earlier each morning in order that she might walk a brisk mile or so on her way down-town, before taking the subway.

"But won't it tire you too much, Mother?" Jock had asked with maddeningly tender solicitude.

His mother's color heightened. Her blue eyes glowed dark.

"Look here, Jock! Will you kindly stop this lean-on-me-grandma stuff! To hear you talk one would think I was ready for a wheel chair and gray woolen bedroom slippers."

"Why, I didn't mean--I only thought that perhaps overexertion in a woman of your--That is, you need your energy for--"

"Don't wallow around in it," snapped Emma McChesney. "You'll only sink in deeper in your efforts to crawl out. I merely want to warn you that if you persist in this pose of tender solicitude for your doddering old mother, I'll--I'll present you with a stepfather a year younger than you. Don't laugh. Perhaps you think I couldn't do it."

"Good Lord, Mother! Of course you don't mean it, but--"

"Mean it! Cleverer women than I have been driven by their children to marrying bell-boys in self-defense. I warn you!"

That stopped it--for a while. Jock ceased to bestow upon his mother judicious advice from the vast storehouse of his own experience. He refrained from breaking out with elaborate advertising schemes whereby the T.A. Buck Featherloom Petticoat Company might grind every other skirt concern to dust. He gave only a startled look when his mother mischievously suggested raspberry as the color for her new autumn suit. Then, quite suddenly, Circumstance caught Emma McChesney in the meshes and, before she had fought her way free, wrought trouble and change upon her.

Jock McChesney was seated in the window of his mother's office at noon of a brilliant autumn day. A little impatient frown was forming between his eyes. He wanted his luncheon. He had called around expressly to take his mother out to luncheon--always a festive occasion when taken together. But Mrs. McChesney, seated at her desk, was bent absorbedly over a sheet of paper whereon she was adding up two columns of figures at a time--a trick on which she rather prided herself. She was counting aloud, her mind leaping agilely, thus:

"Eleven, twenty-nine, forty-three, sixty, sixty-nine--" Her pencil came down on the desk with a thwack. "SIXTY-NINE!" she repeated in capital letters. She turned around to face Jock. "Sixty-nine!" Her voice bristled with indignation. "Now what do you think of that!"

"I think you'd better make it an even seventy, whatever it is you're counting up, and come on out to luncheon. I've an appointment at two-fifteen, you know."

"Luncheon!"--she waved the paper in the air--"with this outrage on my mind! Nectar would curdle in my system."

Jock rose and strolled lazily over to the desk. "What is it?" He glanced idly at the sheet of paper. "Sixty-nine what?"

Mrs. McChesney pressed a buzzer at the side of her desk. "Sixty-nine dollars, that's what! Representing two days' expenses in the six weeks' missionary trip that Fat Ed Meyers just made for us. And in Iowa, too."

"When you gave that fellow the job," began Jock hotly, "I told you, and Buck told you, that--"

Mrs. McChesney interrupted wearily. "Yes, I know. You'll never have a grander chance to say 'I told you so.' I hired him because he was out of a job and we needed a man who knew the Middle-Western trade, and then because--well, poor fellow, he begged so and promised to keep straight. As though I oughtn't to know that a pinochle-and-poker traveling man can never be anything but a pinochle-and-poker traveling man--"

The office door opened as there appeared in answer to the buzzer a very alert, very smiling, and very tidy office girl. Emma McChesney had tried office boys, and found them wanting.

"Tell Mr. Meyers I want to see him."

"Just going out to lunch,"--she turned like a race horse trembling to be off,--"putting on his overcoat in the front office. Shall I--"

"Catch him."

"Listen here," began Jock uncomfortably; "if you're going to call him perhaps I'd better vanish."

"To save Ed Meyers's tender feelings! You don't know him. Fat Ed Meyers could be courtmartialed, tried, convicted, and publicly disgraced, with his epaulets torn off, and his sword broken, and likely as not he'd stoop down, pick up a splinter of steel to use as a toothpick, and Castlewalk down the aisle to the tune with which they were drumming him out of the regiment. Stay right here. Meyers's explanation ought to be at least amusing, if not educating."

In the corridor outside could be heard some one blithely humming in the throaty tenor of the fat man. The humming ceased with a last high note as the door opened and there entered Fat Ed Meyers, rosy, cherubic, smiling, his huge frame looming mountainous in the rippling folds of a loose-hung London plaid topcoat.

"Greetings!" boomed this cheery vision, raising one hand, palm outward, in mystic salute. He beamed upon the frowning Jock. "How's the infant prodigy!" The fact that Jock's frown deepened to a scowl ruffled him not at all. "And what," went on he, crossing his feet and leaning negligently against Mrs. McChesney's desk, "and what can I do for thee, fair lady?"

"For me?" said Emma McChesney, looking up at him through narrowed eyelids. "I'll tell you what. You can explain to me, in what they call a few well-chosen words, just how you, or any other living creature, could manage to turn in an expense account like that on a six-weeks' missionary trip through the Middle West."

"Dear lady,"--in the bland tones that one uses to an unreasonable child,--"you will need no explanation if you will just remember to lay the stress on the word missionary. I went forth through the Middle West to spread the light among the benighted skirt trade. This wasn't a selling trip, dear lady. It was a buying expedition. And I had to buy, didn't I? all the way from Michigan to Indiana."

He smiled down at her, calm, self-assured, impudent. A little flush grew in Emma McChesney's cheeks.

"I've always said," she began, crisply, "that one could pretty well judge a man's character, temperament, morals, and physical make-up by just glancing at his expense account. The trouble with you is that you haven't learned the art of spending money wisely. It isn't always the man with the largest expense sheet that gets the most business. And it isn't the man who leaves the greatest number of circles on the table top in his hotel room, either." She paused a moment. Ed Meyers's smile had lost some of its heartiness. "Mr. Buck's out of town, as you know. He'll be back next week. He wasn't in favor of--"

"Now, Mrs. McChesney," interrupted Ed Meyers nervously, "you know there's always one live one in every firm, just like there's always one star in every family. You're the--"

"I'm the one who wants to know how you could spend sixty-nine dollars for two days' incidentals in Iowa. Iowa! Why, look here, Ed Meyers, I made Iowa for ten years when I was on the road. You know that. And you know, and I know, that in order to spend sixty-nine dollars for incidentals in two days in Iowa you have to call out the militia."

"Not when you're trying to win the love of every skirt buyer from Sioux City to Des Moines."

Emma McChesney rose impatiently. "Oh, that's nonsense! You don't need to do that these days. Those are old-fashioned methods. They're out of date. They--"

At that a little sound came from Jock. Emma heard it, glanced at him, turned away again in confusion.

"I was foolish enough in the first place to give you this job for old times' sake," she continued hurriedly.

Fat Ed Meyers' face drooped dolefully. He cocked his round head on one side fatuously. "For old times' sake," he repeated, with tremulous pathos, and heaved a gusty sigh.

"Which goes to show that I need a guardian," finished Emma McChesney cruelly. "The only old times that I can remember are when I was selling Featherlooms, and you were out for the Sans-Silk Skirt Company, both covering the same territory, and both running a year-around race to see which could beat the other at his own game. The only difference was that I always played fair, while you played low-down whenever you had a chance."

"Now, my dear Mrs. McChesney--"

"That'll be all," said Emma McChesney, as one whose patience is fast slipping away. "Mr. Buck will see you next week." Then, turning to her son as the door closed on the drooping figure of the erstwhile buoyant Meyers, "Where'll we lunch, Jock?"

"Mother," Jock broke out hotly, "why in the name of all that's foolish do you persist in using the methods of Methuselah! People don't sell goods any more by sending out fat old ex-traveling men to jolly up the trade."

"Jock," repeated Emma McChesney slowly, "where--shall--we--lunch?"

It was a grim little meal, eaten almost in silence. Emma McChesney had made it a rule to use luncheon time as a recess. She played mental tag and hop-scotch, so that, returning to her office refreshed in mind and body, she could attack the afternoon's work with new vigor. And never did she talk or think business.

To-day she ate her luncheon with a forced appetite, glanced about with a listlessness far removed from her usual alert interest, and followed Jock's attempts at conversation with a polite effort that was more insulting than downright inattention.

"Dessert, Mother?" Jock had to say it twice before she heard.

"What? Oh, no--I think not."

The waiter hesitated, coughed discreetly, lifted his eyebrows insinuatingly. "The French pastry's particularly nice to-day, madam. If you'd care to try something? Eclair, madam--peach tart--mocha tart--caramel--"

Emma McChesney smiled. "It does sound tempting." She glanced at Jock. "And we're wearing our gowns so floppy this year that it makes no difference whether one's fat or not." She turned to the waiter. "I never can tell till I see them. Bring your pastry tray, will you?"

Jock McChesney's finger and thumb came together with a snap. He leaned across the table toward his mother, eyes glowing, lips parted and eager. "There! you've proved my point."

"Point?"

"About advertising. No, don't stop me. Don't you see that what applies to pastry applies to petticoats? You didn't think of French pastry until he suggested it to you--advertised it, really. And then you wanted a picture of them. You wanted to know what they looked like before buying. That's all there is to advertising. Telling people about a thing, making 'em want it, and showing 'em how it will look when they have it. Get me?"

Emma McChesney was gazing at Jock with a curious, fascinated stare. It was a blank little look, such as we sometimes wear when the mind is working furiously. If the insinuating waiter, presenting the laden tray for her inspection, was startled by the rapt expression which she turned upon the cunningly wrought wares, he was too much a waiter to show it.

A pause. "That one," said Mrs. McChesney, pointing to the least ornate. She ate it, down to the last crumb, in a silence that was pregnant with portent. She put down her fork and sat back.

"Jock, you win. I--I suppose I have fallen out of step. Perhaps I've been too busy watching my own feet. T.A. will be back next week. Could your office have an advertising plan roughly sketched by that time?"

"Could they!" His tone was exultant. "Watch 'em! Hupp's been crazy to make Featherlooms famous."

"But look here, son. I want a hand in that copy. I know Featherlooms better than your Sam Hupp will ever--"

Jock shook his head. "They won't stand for that, Mother. It never works. The manufacturer always thinks he can write magic stuff because he knows his own product. But he never can. You see, he knows too much. That's it. No perspective."

"We'll see," said Emma McChesney curtly.

So it was that ten days later the first important conference in the interests of the Featherloom Petticoat Company's advertising campaign was called. But in those ten days of hurried preparation a little silent tragedy had come about. For the first time in her brave, sunny life Emma McChesney had lost faith in herself. And with such malicious humor does Fate work her will that she chose Sam Hupp's new dictagraph as the instrument with which to prick the bubble of Mrs. McChesney's self-confidence.

Sam Hupp, one of the copy-writing marvels of the Berg, Shriner firm, had a trick of forgetting to shut off certain necessary currents when he paused in his dictation to throw in conversational asides. The old and experienced stenographers, had learned to look out for that, and to eliminate from their typewritten letters certain irrelevant and sometimes irreverent asides which Sam Hupp evidently had addressed to his pipe, or the office boy, and not intended for the tube of the all-devouring dictagraph.

There was a new and nervous little stenographer in the outer office, and she had not been warned of this.

"We think very highly of the plan you suggest," Sam Hupp had said into the dictagraph's mouthpiece. "In fact, in one of your valuable copy suggestions you--"

Without changing his tone he glanced over his shoulder at his colleague, Hopper, who was listening and approving.

"... Let the old girl think the idea is her own. She's virtually the head of that concern, and they've spoiled her. Successful, and used to being kowtowed to. Doesn't know her notions of copy are ten years behind the advertising game--"

And went on with his letter again. After which he left the office to play golf. And the little blond numbskull in the outer office dutifully took down what the instrument had to say, word for word, marked it, "Dictated, but not read," signed neat initials, and with a sigh went on with the rest of her sheaf of letters.

Emma McChesney read the letter next morning. She read it down to the end, and then again. The two readings were punctuated with a little gasp, such as we give when an icy douche is suddenly turned upon us. And that was all.

A week later an intent little group formed a ragged circle about the big table in the private office of Bartholomew Berg, head of the Berg, Shriner Advertising Company. Bartholomew Berg himself, massive, watchful, taciturn, managing to give an impression of power by his very silence, sat at one side of the long table. Just across from him a sleek-haired stenographer bent over her note book, jotting down every word, that the conference might make business history. Hopper, at one end of the room, studied his shoe heel intently. He was unbelievably boyish looking to command the fabulous salary reported to be his. Advertising men, mentioning his name, pulled a figurative forelock as they did so. Near Mrs. McChesney sat Sam Hupp, he of the lightning brain and the sure-fire copy. Emma McChesney, strangely silent, kept her eyes intent on the faces of the others. T.A. Buck, interested, enthusiastic, but somewhat uncertain, glanced now and then at his silent business partner, found no satisfaction in her set face, and glanced away again. Grace Galt, unbelievably young and pretty to have won a place for herself in that conference of business people, smiled in secret at Jock McChesney's evident struggle to conceal his elation at being present at this, his first staff meeting.

The conference had lasted one hour now. In that time Featherloom petticoats had been picked to pieces, bit by bit, from hem to waist-band. Nothing had been left untouched. Every angle had come under the keen vision of the advertising experts--the comfort of the garment, its durability, style, cheapness, service. Which to emphasize?

"H--m, novelty campaign, in my opinion," said Hopper, breaking one of his long silences. "There's nothing new in petticoats themselves, you know. You've got to give 'em a new angle."

"Yep," agreed Hupp. "Start out with a feature skirt. Might illustrate with one of those freak drawings they're crazy about now--slinky figure, you know, hollow-chested, one foot trailing, and all that. They're crazy, but they do attract attention, no doubt of that."

Bartholomew Berg turned his head slowly. "What's your opinion, Mrs. McChesney?" he asked.

"I--I'm afraid I haven't any," said Emma McChesney listlessly. T.A. Buck stared at her in dismay and amazement.

"How about you, Mr. Buck?"

"Why--I--er--of course this advertising game's new to me. I'm really leaving it in your hands. I really thought that Mrs. McChesney's idea was to make a point of the fact that these petticoats were not freak petticoats, but skirts for the everyday women. She gave me what I thought was a splendid argument a week ago." He turned to her helplessly.

Mrs. McChesney sat silent.

Bartholomew Berg leaned forward a little and smiled one of his rare smiles.

"Won't you tell us, Mrs. McChesney? We'd all like to hear what you have to say."

Mrs. McChesney looked down at her hands. Then she looked up, and addressed what she had to say straight to Bartholomew Berg.

"I--simply didn't want to interfere in this business. I know nothing about it, really. Of course, I do know Featherloom petticoats. I know all about them. It seemed to me that just because the newspapers and magazines were full of pictures showing spectacular creatures in impossible attitudes wearing tango tea skirts, we are apt to forget that those types form only a thin upper crust, and that down beneath there are millions and millions of regular, everyday women doing regular everyday things in regular everyday clothes. Women who wash on Monday, and iron on Tuesday, and bake one-egg cakes, and who have to hurry home to get supper when they go down-town in the afternoon. They're the kind who go to market every morning, and take the baby along in the go-cart, and they're not wearing crêpe de chine tango petticoats to do it in, either. They're wearing skirts with a drawstring in the back, and a label in the band, guaranteed to last one year. Those are the people I'd like to reach, and hold."

"Hm!" said Hopper, from his corner, cryptically.

Bartholomew Berg looked at Emma McChesney admiringly. "Sounds reasonable and logical," he said.

Sam Hupp sat up with a jerk.

"It does sound reasonable," he said briskly. "But it isn't. Pardon me, won't you, Mrs. McChesney? But you must realize that this is an extravagant age. The very workingmen's wives have caught the spending fever. The time is past when you can attract people to your goods with the promise of durability and wear. They don't expect goods to wear. They'd resent it if they did. They get tired of an article before it's worn out. They're looking for novelties. They'd rather get two months' wear out of a skirt that's slashed a new way, than a year's wear out of one that looks like the sort that mother used to make."

Mrs. McChesney, her cheeks very pink, her eyes very bright, subsided into silence. In silence she sat throughout the rest of the conference. In silence she descended in the elevator with T.A. Buck, and in silence she stepped into his waiting car.

T.A. Buck eyed her worriedly. "Well?" he said. Then, as Mrs. McChesney shrugged noncommittal shoulders, "Tell me, how do you feel about it?"

Emma McChesney turned to face him, breathing rather quickly.

"The last time I felt as I do just now was when Jock was a baby. He took sick, and the doctors were puzzled. They thought it might be something wrong with his spine. They had a consultation--five of them--with the poor little chap on the bed, naked. They wouldn't let me in, so I listened in the hallway, pressed against the door with my face to the crack. They prodded him, and poked him, and worked his little legs and arms, and every time he cried I prayed, and wept, and clawed the door with my fingers, and called them beasts and torturers and begged them to let me in, though I wasn't conscious that I was doing those things--at the time. I didn't know what they were doing to him, though they said it was all for his good, and they were only trying to help him. But I only knew that I wanted to rush in, and grab him up in my arms, and run away with him--run, and run, and run."

She stopped, lips trembling, eyes suspiciously bright.

"And that's the way I felt in there--this afternoon."

T.A. Buck reached up and patted her shoulder. "Don't, old girl! It's going to work out splendidly, I'm sure. After all, those chaps do know best."

"They may know best, but they don't know Featherlooms," retorted Emma McChesney.

"True. But perhaps what Jock said when he walked with us to the elevator was pretty nearly right. You know he said we were criticising their copy the way a plumber would criticise the Parthenon--so busy finding fault with the lack of drains that we failed to see the beauty of the architecture."

"T.A.," said Emma McChesney solemnly, "T.A., we're getting old."

"Old! You! I! Ha!"

"You may 'Ha!' all you like. But do you know what they thought of us in there? They thought we were a couple of fogies, and they humored us, that's what they did. I'll tell you, T.A., when the time comes for me to give Jock up to some little pink-faced girl I'll do it, and smile if it kills me. But to hand my Featherlooms over to a lot of cold-blooded experts who--well--" she paused, biting her lip.

"We'll see, Emma; we'll see."

They did see. The Featherloom petticoat campaign was launched with a great splash. It sailed serenely into the sea of national business. Then suddenly something seemed to go wrong with its engines. It began to wobble and showed a decided list to port. Jock, who at the beginning was so puffed with pride that his gold fountain pen threatened to burst the confines of his very modishly tight vest, lost two degrees of pompousness a day, and his attitude toward his unreproachful mother was almost humble.

A dozen times a week T.A. Buck would stroll casually into Mrs. McChesney's office. "Think it's going to take hold?" he would ask. "Our men say the dealers have laid in, but the public doesn't seem to be tearing itself limb from limb to get to our stuff."

Emma McChesney would smile, and shrug noncommittal shoulders.

When it became very painfully apparent that it wasn't "taking hold," T.A. Buck, after asking the same question, now worn and frayed with asking, broke out, crossly:

"Well, really, I don't mind the shrug, but I do wish you wouldn't smile. After all, you know, this campaign is costing us money--real money, and large chunks of it. It's very evident that we shouldn't have tried to make a national campaign of this thing."

Whereupon Mrs. McChesney's smile grew into a laugh. "Forgive me, T.A. I'm not laughing at you. I'm laughing because--well, I can't tell you why. It's a woman's reason, and you wouldn't think it a reason at all. For that matter, I suppose it isn't, but--Anyway, I've got something to tell you. The fault of this campaign has been the copy. It was perfectly good advertising, but it left the public cold. When they read those ads they might have been impressed with the charm of the garment, but it didn't fill their breasts with any wild longing to possess one. It didn't make the women feel unhappy until they had one of those skirts hanging on the third hook in their closet. The only kind of advertising that is advertising is the kind that makes the reader say, 'I'll have one of those.'"

T.A. Buck threw out helpless hands. "What are we going to do about it?"

"Do? I've already done it."

"Done what?"

"Written the kind of copy that I think Featherlooms ought to have. I just took my knowledge of Featherlooms, plus what I knew about human nature, sprinkled in a handful of good humor and sincerity, and they're going to feed it to the public. It's the same recipe that I used to use in selling Featherlooms on the road. It used to go by word of mouth. I don't see why it shouldn't go on paper. It isn't classic advertising. It isn't scientific. It isn't even what they call psychological, I suppose. But it's human. And it's going to reach that great, big, solid, safe, spot-cash mass known as the middle class. Of course my copy may be wrong. It may not go, after all, but--"

But it did go. It didn't go with a rush, or a bang. It went slowly, surely, hand over hand, but it went, and it kept on going. And watching it climb and take hold there came back to Emma McChesney's eye the old sparkle, to her step the old buoyancy, to her voice the old delightful ring. And now, when T.A. Buck strolled into her office of a morning, with his, "It's taking hold, Mrs. Mack," she would dimple like a girl as she laughed back at him--

"With a grip that won't let go."

"It looks very much as though we were going to be millionaires in our old age, you and I?" went on Buck.

Emma McChesney opened her eyes wide.

"Old!" she mocked, "Old! You! I! Ha!"

IV

THE MAN WITHIN HIM

They used to do it much more picturesquely. They rode in coats of scarlet, in the crisp, clear morning, to the winding of horns and the baying of hounds, to the thud-thud of hoofs, and the crackle of underbrush. Across fresh-plowed fields they went, crashing through forest paths, leaping ditches, taking fences, scrambling up the inclines, pelting down the hillside, helter-skelter, until, panting, wide-eyed, eager, blood-hungry, the hunt closed in at the death.

The scarlet coat has sobered down to the somber gray and the snuffy brown of that unromantic garment known as the business suit. The winding horn is become a goblet, and its notes are the tinkle of ice against glass. The baying of hounds has harshened to the squawk of the motor siren. The fresh-plowed field is a blue print, the forest maze a roll of plans and specifications. Each fence is a business barrier. Every ditch is of a competitor's making, dug craftily so that the clumsy-footed may come a cropper. All the romance is out of it, all the color, all the joy. But two things remain the same: The look in the face of the hunter as he closed in on the fox is the look in the face of him who sees the coveted contract lying ready for the finishing stroke of his pen. And his words are those of the hunter of long ago as, eyes a-gleam, teeth bared, muscles still taut with the tenseness of the chase, he waves the paper high in air and cries, "I've made a killing!"

For two years Jock McChesney had watched the field as it swept by in its patient, devious, cruel game of Hunt the Contract. But he had never been in at the death. Those two years had taught him how to ride; to take a fence; to leap a ditch. He had had his awkward bumps, and his clumsy falls. He had lost his way more than once. But he had always groped his way back again, stumblingly, through the dusk. Jock McChesney was the youngest man on the Berg, Shriner Advertising Company's big staff of surprisingly young men. So young that the casual glance did not reveal to you the marks that the strain of those two years had left on his boyish face. But the marks were there.

Nature etches with the most delicate of points. She knows the cunning secret of light and shadow. You scarcely realize that she has been at work. A faint line about the mouth, a fairy tracing at the corners of the eyes, a mere vague touch just at the nostrils--and the thing is done.

Even Emma McChesney's eyes--those mother-eyes which make the lynx seem a mole--had failed to note the subtle change. Then, suddenly, one night, the lines leaped out at her.

They were seated at opposite sides of the book-littered library table in the living-room of the cheerful up-town apartment which was the realization of the nightly dream which Mrs. Emma McChesney had had in her ten years on the road for the T.A. Buck Featherloom Petticoat Company. Jock McChesney's side of the big table was completely covered with the mass of copy-paper, rough sketches, photographs and drawings which make up an advertising lay-out. He was bent over the work, absorbed, intent, his forearms resting on the table. Emma McChesney glanced up from her magazine just as Jock bent forward to reach a scrap of paper that had fluttered away. The lamplight fell full on his face. And Emma McChesney saw. The hand that held the magazine fell to her lap. Her lips were parted slightly. She sat very quietly, her eyes never leaving the face that frowned so intently over the littered table. The room had been very quiet before--Jock busy with his work, his mother interested in her magazine. But this silence was different. There was something electric in it. It was a silence that beats on the brain like a noise. Jock McChesney, bent over his work, heard it, felt it, and, oppressed by it, looked up suddenly. He met those two eyes opposite.

"Spooks? Or is it my godlike beauty which holds you thus? Or is my face dirty?"

Emma McChesney did not smile. She laid her magazine on the table, face down, and leaned forward, her staring eyes still fixed on her son's face.

"Look here, young 'un. Are you working too hard?"

"Me? Now? This stuff you mean--?"

"No; I mean in the last year. Are they piling it up on you?"

Jock laughed a laugh that was nothing less than a failure, so little of real mirth did it contain.

"Piling it up! Lord, no! I wish they would. That's the trouble. They don't give me a chance."

"A chance! Why, that's not true, son. You've said yourself that there are men who have been in the office three times as long as you have, who never have had the opportunities that they've given you."

It was as though she had touched a current that thrilled him to action. He pushed back his chair and stood up, one hand thrust into his pocket, the other passing quickly over his head from brow to nape with a quick, nervous gesture that was new to him.

"And why!" he flung out. "Why! Not because they like the way I part my hair. They don't do business that way up there. It's because I've made good, and those other dubs haven't. That's why. They've let me sit in at the game. But they won't let me take any tricks. I've been an apprentice hand for two years now. I'm tired of it. I want to be in on a killing. I want to taste blood. I want a chance at some of the money--real money."

Emma McChesney sat back in her chair and surveyed the angry figure before her with quiet, steady eyes.

"I might have known that only one thing could bring those lines into your face, son." She paused a moment. "So you want money as badly as all that, do you?"

Jock's hand came down with a thwack on the papers before him.

"Want it! You just bet I want it."

"Do I know her?" asked Emma McChesney quietly.

Jock stopped short in his excited pacing up and down the room.

"Do you know--Why, I didn't say there--What makes you think that--?"

"When a youngster like you, whose greatest worry has been whether Harvard'll hold 'em again this year, with Baxter out, begins to howl about not being appreciated in business, and to wear a late fall line of wrinkles where he has been smooth before, I feel justified in saying, 'Do I know her?'"

"Well, it isn't any one--at least, it isn't what you mean you think it is when you say you--"

"Careful there! You'll trip. Never you mind what I mean I think it is when I say. Count ten, and then just tell me what you think you mean."

Jock passed his hand over his head again with that nervous little gesture. Then he sat down, a little wearily. He stared moodily down at the pile of papers before him: His mother faced him quietly across the table.

"Grace Galt's getting twice as much as I am," Jock broke out, with savage suddenness. "The first year I didn't mind. A fellow gets accustomed, these days, to see women breaking into all the professions and getting away with men-size salaries. But her pay check doubles mine--more than doubles it."

"It's been my experience," observed Emma McChesney, "that when a firm condescends to pay a woman twice as much as a man, that means she's worth six times as much."

A painful red crept into Jock's face. "Maybe. Two years ago that would have sounded reasonable to me. Two years ago, when I walked down Broadway at night, a fifty-foot electric sign at Forty-second was just an electric sign to me. Just part of the town's decoration like the chorus girls, and the midnight theater crowds. Now--well, now every blink of every red and yellow globe is crammed full of meaning. I know the power that advertising has; how it influences our manners, and our morals, and our minds, and our health. It regulates the food we eat, and the clothes we wear, and the books we read, and the entertainment we seek. It's colossal, that's what it is! It's--"

"Keep on like that for another two years, sonny, and no business banquet will be complete without you. The next thing you know you'll be addressing the Y.M.C.A. advertising classes on The Young Man in Business."

Jock laughed a rueful little laugh. "I didn't mean to make a speech. I was just trying to say that I've served my apprenticeship. It hurts a fellow's pride. You can't hold your head up before a girl when you know her salary's twice yours, and you know that she knows it. Why look at Mrs. Hoffman, who's with the Dowd Agency. Of course she's a wonder, even if her face does look like the fifty-eighth variety. She can write copy that lifts a campaign right out of the humdrum class, and makes it luminous. Her husband works in a bank somewhere. He earns about as much as Mrs. Hoffman pays the least of her department subordinates. And he's so subdued that he side-steps when he walks, and they call him the human jelly-fish."

Emma McChesney was regarding her son with a little puzzled frown. Suddenly she reached out and tapped the topmost of the scribbled sheets strewn the length of Jock's side of the table.

"What's all this?"

Jock tipped back his chair and surveyed the clutter before him.

"That," said he, "is what is known on the stage as 'the papers.' And it's the real plot of this piece."

"M-m-m--I thought so. Just favor me with a scenario, will you?"

Half-grinning, half-serious, Jock stuck his thumbs in the armholes of his waistcoat, and began.

"Scene: Offices of the Berg, Shriner Advertising Company. Time, the present. Characters: Jock McChesney, handsome, daring, brilliant--"

"Suppose you--er--skip the characters, however fascinating, and get to the action."

Jock McChesney brought the tipped chair down on all-fours with a thud, and stood up. The grin was gone. He was as serious as he had been in the midst of his tirade of five minutes before.

"All right. Here it is. And don't blame me if it sounds like cheap melodrama. This stuff," and he waved a hand toward the paper-laden table, "is an advertising campaign plan for the Griebler Gum Company, of St. Louis. Oh, don't look impressed. The office hasn't handed me any such commission. I just got the idea like a flash, and I've been working it out for the last two weeks. It worked itself out, almost--the way a really scorching idea does, sometimes. This Griebler has been advertising for years. You know the Griebler gum. But it hasn't been the right sort of advertising. Old Griebler, the original gum man, had fogy notions about advertising, and as long as he lived they had to keep it down. He died a few months ago--you must have read of it. Left a regular mint. Ben Griebler, the oldest son, started right in to clean out the cobwebs. Of course the advertising end of it has come in for its share of the soap and water. He wants to make a clean sweep of it. Every advertising firm in the country has been angling for the contract. It's going to be a real one. Two-thirds of the crowd have submitted plans. And that's just where my kick comes in. The Berg, Shriner Company makes it a rule never to submit advance plans."

"Excuse me if I seem a trifle rude," interrupted Mrs. McChesney, "but I'd like to know where you think you've been wronged in this."

"Right here!" replied Jock, and he slapped his pocket, "and here," he pointed to his head. "Two spots so vital that they make old Achilles's heel seem armor-plated. Ben Griebler is one of the show-me kind. He wants value received for money expended, and while everybody knows that he has a loving eye on the Berg, Shriner crowd, he won't sign a thing until he knows what he's getting. A firm's record, standing, staff, equipment, mean nothing to him."

"But, Jock, I still don't see--"

Jock gathered up a sheaf of loose papers and brandished them in the air. "This is where I come in. I've got a plan here that will fetch this Griebler person. Oh, I'm not dreaming. I outlined it for Sam Hupp, and he was crazy about it. Sam Hupp had some sort of plan outlined himself. But he said this made his sound as dry as cigars in Denver. And you know yourself that Sam Hupp's copy is so brilliant that he could sell brewery advertising to a temperance magazine."

Emma McChesney stood up. She looked a little impatient, and a trifle puzzled. "But why all this talk! I don't get you. Take your plan to Mr. Berg. If it's what you think it is he'll see it quicker than any other human being, and he'll probably fall on your neck and invest you in royal robes and give you a mahogany desk all your own."

"Oh, what's the good!" retorted Jock disgustedly. "This Griebler has an appointment at the office to-morrow. He'll be closeted with the Old Man. They'll call in Hupp. But never a plan will they reveal. It's against their code of ethics. Ethics! I'm sick of the word. I suppose you'd say I'm lucky to be associated with a firm like that, and I suppose I am. But I wish in the name of all the gods of Business that they weren't so bloomin' conservative. Ethics! They're all balled up in 'em, like Henry James in his style."

Emma McChesney came over from her side of the table and stood very close to her son. She laid one hand very lightly on his arm and looked up into the sullen, angry young face.

"I've seen older men than you are, Jock, and better men, and bigger men, wearing that same look, and for the same reason. Every ambitious man or woman in business wears it at one time or another. Sooner or later, Jock, you'll have your chance at the money end of this game. If you don't care about the thing you call ethics, it'll be sooner. If you do care, it will be later. It rests with you, but it's bound to come, because you've got the stuff in you."

"Maybe," replied Jock the cynical. But his face lost some of its sullenness as he looked down at that earnest, vivid countenance up-turned to his. "Maybe. It sounds all right, Mother--in the story books. But I'm not quite solid on it. These days it isn't so much what you've got in you that counts as what you can bring out. I know the young man's slogan used to be 'Work and Wait,' or something pretty like that. But these days they've boiled it down to one word--'Produce'!"

"The marvel of it is that there aren't more of 'em," observed Emma McChesney sadly.

"More what?"

"More lines. Here,"--she touched his forehead,--"and here,"--she touched his eyes.

"Lines!" Jock swung to face a mirror. "Good! I'm so infernally young-looking that no one takes me seriously. It's darned hard trying to convince people you're a captain of finance when you look like an errand boy."

From the center of the room Mrs. McChesney watched the boy as he surveyed himself in the glass. And as she gazed there came a frightened look into her eyes. It was gone in a minute, and in its place came a curious little gleam, half amused, half pugnacious.

"Jock McChesney, if I thought that you meant half of what you've said to-night about honor, and ethics, and all that, I'd--"

"Spank me, I suppose," said the young six-footer.

"No," and all the humor had fled, "I--Jock, I've never said much to you about your father. But I think you know that he was what he was to the day of his death. You were just about eight when I made up my mind that life with him was impossible. I said then--and you were all I had, son--that I'd rather see you dead than to have you turn out to be a son of your father. Don't make me remember that wish, Jock."

Two quick steps and his arms were about her. His face was all contrition. "Why--Mother! I didn't mean--You see this is business, and I'm crazy to make good, and it's such a fight--"

"Don't I know it?" demanded Emma McChesney. "I guess your mother hasn't been sitting home embroidering lunchcloths these last fifteen years." She lifted her head from the boy's shoulder. "And now, son, considering me, not as your doting mother, but in my business capacity as secretary of the T.A. Buck Featherloom Petticoat Company, suppose you reveal to me the inner workings of this plan of yours. I'd like to know if you really are the advertising wizard that you think you are."

So it was that long after Annie's dinner dishes had ceased to clatter in the kitchen; long after she had put her head in at the door to ask, "Aigs 'r cakes for breakfast?" long after those two busy brains should have rested in sleep, the two sat at either side of the light-flooded table, the face of one glowing as he talked, the face of the other sparkling as she listened. And at midnight:

"Why, you infant wonder!" exclaimed Emma McChesney.

At nine o'clock next morning when Jock McChesney entered the offices of the Berg, Shriner Advertising Company he carried a flat, compact bundle of papers under his arm encased in protecting covers of pasteboard, and further secured by bands of elastic. This he carried to his desk, deposited in a drawer, and locked the drawer.

By eleven o'clock the things which he had predicted the night before had come to pass. A plump little man, with a fussy manner and Western clothes had been ushered into Bartholomew Berg's private office. Instinct told him that this was Griebler. Jock left his desk and strolled up to get the switchboard operator's confirmation of his guess. Half an hour later Sam Hupp hustled by and disappeared into the Old Man's sanctum.

Jock fingered the upper left-hand drawer of his desk. The maddening blankness of that closed door! If only he could find some excuse for walking into that room--any old excuse, no matter how wild!--just to get a chance at it--

His telephone rang. He picked up the receiver, his eye on the closed door, his thoughts inside that room.

"Mr. Berg wants to see you right away," came the voice of the switchboard operator.

Something seemed to give way inside--something in the region of his brain--no, his heart--no, his lungs--

"Well, can you beat that!" said Jock McChesney aloud, in a kind of trance of joy. "Can--you--beat--that!"

Then he buttoned the lower button of his coat, shrugged his shoulders with an extra wriggle at the collar (the modern hero's method of girding up his loins), and walked calmly into Bartholomew Berg's very private office.

In the second that elapsed between the opening and the closing of the door Jock's glance swept the three men--Bartholomew Berg, quiet, inscrutable, seated at his great table-desk; Griebler, lost in the depths of a great leather chair, smoking fussily and twitching with a hundred little restless, irritating gestures; Sam Hupp, standing at the opposite side of the room, hands in pockets, attitude argumentative.

"This is Mr. McChesney," said Bartholomew Berg. "Mr. Griebler, McChesney."

Jock came forward, smiling that charming smile of his. "Mr. Griebler," he said, extending his hand, "this is a great pleasure."

"Hm!" growled Ben Griebler, "I didn't know they picked 'em so young."

His voice was a piping falsetto that somehow seemed to match his restless little eyes.

Jock thrust his hands hurriedly into his pockets. He felt his face getting scarlet.

"They're--ah--using 'em young this year," said Bartholomew Berg. His voice sounded bigger, and smoother, and pleasanter than ever in contrast with that other's shrill tone. "I prefer 'em young, myself. You'll never catch McChesney using 'in the last analysis' to drive home an argument. He has a new idea about every nineteen minutes, and every other one's a good one, and every nineteenth or so's an inspiration." The Old Man laughed one of his low, chuckling laughs.

"Hm--that so?" piped Ben Griebler. "Up in my neck of the woods we aren't so long on inspiration. We're just working men, and we wear working clothes--"

"Oh, now," protested Berg, his eyes twinkling, "McChesney's necktie and socks and handkerchief may form one lovely, blissful color scheme, but that doesn't signify that his advertising schemes are not just as carefully and artistically blended."

Ben Griebler looked shrewdly up at Jock through narrowed lids. "Maybe. I'll talk to you in a minute, young man--that is--" he turned quickly upon Berg--"if that isn't against your crazy principles, too?"

"Why, not at all," Bartholomew Berg assured him. "Not at all. You do me an injustice."

Griebler moved up closer to the broad table. The two fell into a low-voiced talk. Jock looked rather helplessly around at Sam Hupp. That alert gentleman was signaling him frantically with head and wagging finger. Jock crossed the big room to Hupp's side. The two moved off to a window at the far end.

"Give heed to your Unkie," said Sam Hupp, talking very rapidly, very softly, and out of one corner of his mouth. "This Griebler's looking for an advertising manager. He's as pig-headed as a--a--well, as a pig, I suppose. But it's a corking chance, youngster, and the Old Man's just recommended you--strong. Now--"

"Me--!" exploded Jock.

"Shut up!" hissed Hupp. "Two or three years with that firm would be the making of you--if you made good, of course. And you could. They want to move their factory here from St. Louis within the next few years. Now listen. When he talks to you, you play up the keen, alert stuff with a dash of sophistication, see? If you can keep your mouth shut and throw a kind of a canny, I-get-you, look into your eyes, all the better. He's gabby enough for two. Try a line of talk that is filled with the fire and enthusiasm of youth, combined with the good judgment and experience of middle age, and you've--"

"Say, look here," stammered Jock. "Even if I was Warfield enough to do all that, d'you honestly think--me an advertising manager!--with a salary that Griebler--"

"You nervy little shrimp, go in and win. He'll pay five thousand if he pays a cent. But he wants value for money expended. Now I've tipped you off. You make your killing--"

"Oh, McChesney!" called Bartholomew Berg, glancing round.

"Yes, sir!" said Jock, and stood before him in the same moment.

"Mr. Griebler is looking for a competent, enthusiastic, hard-working man as advertising manager. I've spoken to him of you. I know what you can do. Mr. Griebler might trust my judgment in this, but--"

"I'll trust my own judgment," snapped Ben Griebler. "It's good enough for me."

"Very well," returned Bartholomew Berg suavely. "And if you decide to place your advertising future in the hands of the Berg, Shriner Company--"