LOVE AND ADVERTISING

BY

RICHARD WALTON TULLY

Reprinted from _The Cosmopolitan Magazine_ of April, 1906 by permission

I DO NOT demand," said Mr. Pepper, "I simply suggest a change. If you wish me to resign"--his self-deprecatory manner bespoke an impossible supposition--"very well. But, if you see fit to find me a new a.s.sistant----" He paused, with an interrogatory cough.

It was the senior partner who answered, "We shall consider the matter."

The advertising manager's lean face took on an expression of satisfaction. He bowed and disappeared through the door.

Young Kaufmann, the junior partner, smiled covertly. But the elder man's face bespoke keen disappointment. For it must be explained that Mr.

Pepper's simple announcement bore vitally upon the only dissension that had ever visited the firm of Kaufmann & Houghton during the thirty years of its existence.

In 1875, when John Houghton, fresh from college, had come to New York to find his fortune, the elder Kaufmann had been a candy manufacturer with a modest trade on the East Side. Young Houghton had taken the agency of a glucose firm. The disposal of this product had brought the two together, with the result that a partnership had been formed to carry on a wholesale confectionery business. Success in this venture had led to new and more profitable fields--the chewing-gum trade.

The rise to wealth of these two was the result of the careful plodding of the German workman, who kept the "K. & H." products up to an unvarying standard, joined with the other's energy and ac.u.men in marketing the output. And this mutual relation had been disturbed by but one difference. When Houghton was disposed to consider a college man for a vacancy, Kaufmann had always been ready with his "practical man dot has vorked hiss vay." And each time, in respect to his wishes, Houghton had given in, reflecting that perhaps (as Kaufmann said) it had been that he, himself, was a good business man in spite of his college training, not because of it; and, after all, college ideals had sunk since _his_ time. And the college applicant had been sent away.

Young Johann Kaufmann graduated from grammar school. Houghton suggested high school and college.

"Vat? Nein!" said the elder Kaufmann. "I show him how better the gum to make."

And he did. He put on an ap.r.o.n as of yore and started his son under his personal supervision in the washing-room. He took off his ap.r.o.n when Johann knew all about handling chicle products, from importing-bag to tin-foil wrapper. Then he died.

And this year troublesome conditions had come on. The Consolidated Pepsin people were cutting in severely. Orders for the great specialty of K. & H.--"Old Tulu"--had fallen. Something had to be done.

Houghton, now senior partner, had proposed, and young Kaufmann agreed, that an advertising expert be secured. But the agreement ended there.

For the first words of the junior partner showed Houghton that the spirit of the father was still sitting at that desk opposite, and smiling the same fat, phlegmatic smile at his supposed weakness for "dose college bitzness."

They had compromised upon Mr. Pepper, secured from Simpkins' Practical Advertising School. But at the end of six months, Pepper's so-called "follow-up campaign" had failed to meet materially the steady inroads of the western men. He had explained that it was the result of his need of an a.s.sistant. It was determined to give him one.

Then, one night as he sat in his library, John Houghton had looked into a pair of blue eyes and promised to "give Tom Brainard the chance." In consequence he had had his hair tousled, been given a resounding kiss and a crushing hug from the young lady on his knees. For Dorothy Houghton, despite her nineteen years, still claimed that privilege from her father.

In that way, for the first time, a college man had come into the employ of K. & H., and been made the a.s.sistant of Mr. Pepper at the salary he demanded--"any old thing to start the ball rolling."

And now had come the information that the senior partner's long-desired experiment had ended in failure.

Young Kaufmann turned to his work with the air of one who has given a child its own way and seen it come to grief.

"I--I suppose," Houghton said slowly, "we'll have to let Brainard go."

And then a peculiar thing happened. Through the open window, floating in the summer air, he seemed to see a familiar figure. It was dressed in fluffy white, and carried a parasol over its shoulders. It fluttered calmly in, seated itself on the sill, and gazed at him with blue eyes that were serious, reproachful.

"Daddy!" it said, and it brushed away a wisp of hair by its ear--just as another one, long ago, had used to. "Daddy!" it faltered. "Why did I ask you to give him the place, if it wasn't because--because----"

The spell was broken by Kaufmann's voice. "Whatefer you do, I am sooted," he was saying. It might have been his father. "But if w'at Pepper says about Brainard----"

The senior partner straightened up and pushed a b.u.t.ton. "Yes. But We haven't heard what Brainard says about Pepper."

Several moments later Tom Brainard entered. Medium-sized and muscular, he was dressed in a loose-fitting suit that by its very cut told his training. He stood between them as Mr. Pepper had done, but there was nothing of the other's ingratiating deference in his level look.

"Sit down, Brainard," said Houghton. The newcomer did so, and the senior partner marked an att.i.tude of laziness and indifference.

Houghton became stern. "Brainard," he began, "I gave you a chance with us because----" He paused.

The other colored. "I had hoped to make good without that."

"But this morning Mr. Pepper----"

"Said we couldn't get along together. That's true."

"Ah! You admit!" It was Kaufmann.

"Yes."

There was a pause. Then Houghton spoke. "I can't tell you how much this disappoints me, Brainard. The fact is, for years I have tried to shut my eyes to the development of college training. In my time there was not the call for practicality that there is today. Yet it seems to me that the training in our colleges has grown less and less practical. Why do the colleges turn out men who spend their time in personal gossip over sport or trivialities?"

"You remember that the King of Spain--or was it Cambodia--puzzled his wise men for a year as to why a fish, when dropped into a full pail of water, didn't make it overflow."

"What's that got to do with it?"

"Because I must answer as the king did: It's not so--the pail _does_ overflow. They hadn't thought to try it."

"You mean that I am wrong."

"Yes. Are you sure your gossips were 'college men'?"

"Ah!" Houghton made a gesture to his partner, who was about to speak.

"Then let us commence at the root of the matter. Mr. Kaufmann and I have often discussed the subject. In this case you are the one who has 'tried it.' Suppose you explain our mistake."

"I'd be glad to do that," said Brainard, "because I've heard a lot of that talk."

"Well?"

"Well--of course when I say 'college man' I mean college graduate."

"Why?"

"If a kitten crawls into an oven, is it a biscuit?"

There was an earnestness that robbed the question of any flippancy.

Houghton laughed. "No!"