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It was at this time, too, that I founded ments die because they don't like undigthe manufacturing end of my business. nified advertising. Neither do l. It disIn following out my plan to give the people pleases me and rubs my sense of the artistic. the best line of necessities I could handle I am an art advertiser to-day so far as at low prices, I studied, in turn, all the possible. But I tell you I meant to pull articles in common use, and viewed them through that panic if I had to turn art into in the critical light of the customers a daub of purple ink with “Broadhurst" themselves. In the course of this proced- written across it in red. I didn't give a ure I reached women's hats and bonnets. whoop for harmony of colors just then. But when I tried to find headgear that I wanted cash. met the standard of quality and inexpen- One thing I did was to organize a chorus siveness I had set, I found myself unable of twenty voices, made up from my store to do it.
organization; and every morning, exactly “Why not make up a lot of hats your when the doors were unlocked, this chorus self?” suggested Higgins.
sang — standing on a platform at the “Done!” I exclaimed, on the instant. back of the store. The novelty of this
That was the beginning of my varied was heralded all over New York. manufacturing industry of to-day.
One of the bands played at noon, and My panic hats had no silk velvet or again from four to six every day. The aigrettes on them, I assure you, but they other band paraded the streets of my zone made an instant hit. The women had for an hour or two in the afternoon, accom
my millinery establishment produced dis- Then for the children I had a dog and tinctive goods that were far below the cat show — and we had hard work handusual prices. It was my aim to discover ling the crowds that came to see it. As the lowest price for which I could sell them; Christmas approached, many were the thus I reversed the policy of many mer- holiday selling plans I put through. chants then and now. I can put my fingerH iggins came up one December day to on establishments that are going broke see the fun, and he found it hard to get because they are trying to extract the last through the store to my office. dollar from a shy, backward public.
“I've understood from the financial My funds did not permit me to advertise columns of the newspapers that there's through expensive mediums, so I fell back absolutely no money in circulation," he on spectacularism. I was after the com- observed. “Yet up here in your store, mon people, remember, and I went after Broadhurst, I see the money pouring over them hard. I hired two small brass bands, the counters in a thousand rivulets, like one with a drum-major; I placarded the ex- a spring freshet.” terior of my store and draped the building “That's it, exactly,” | ventured. “No from top to bottom; I flooded my zone matter how hard the times may be, Hig, with flaming circulars. All through, the there are always a million springs within theme was opportunity due to the panic. reach that will flow with real cash if they I made capital out of disaster.
are skilfully tapped.” Then I conducted some rather lurid “I just saw Pillsbury across the street,” advertising at the store itself. I did many said Higgins. "He was watching the spectacular things that centred atten- crowd over here. His store was nearly tion upon me. Once get the attention of empty. That's a fine store of his, too.” the public, and half the battle is won.
“Yes,” | agreed; “Pillsbury & Piper Yet, I would do all these things over have a splendid establishment. You know, again to-day if I found it necessary. To they've branched out a whole lot since escape bankruptcy and get on the up-grade they started. Piper didn't like the cheap again, a merchant is justified in any ad- merchandise; it rubbed him the wrong vertising that isn't fraudulent. I have way to mix with ordinary people. He small patience with those cultured gentle- thought his firm ought to go out after the men who sit back and let their establish- swells. I used to see a whole string of carriages lined up there, and one of the that is the sole cause of my present sicklast enterprises Pillsbury put through ness and trouble.” before the panic was to hire a colored man “These are troublesome times,” | sugand rig him up in crimson velvet. He wore gested. “But the worst of the depresa waistcoat of corded silk, and his knicker- sion is over.” bockers had buckles below his knees. “The ailment of Lombard & Hapgood," He made quite a hit with the people who he told me, "lies deeper than a panic. It came in their equipages. His job was to lies in our own organization. So long as show his teeth to them, and open the doors I had my health and was able to stay there of their carriages. But he's got a job in the store ten hours a day, things went now shoveling snow for the city. When all right. Every problem, you know, came the hard times settled down, he suffered up to me for a decision. No matter how from ennui out there on Pillsbury's side- trifling it was, Lombard had to put his walk. Now I don't mean to deprecate 0. K. on it. You know how it was when the rich as customers, Hig. When the you were there." time comes I'm going after them “I remember very well, Mr. Lombard." myself. But until a fellow gets estab “Yes, the initiative of the whole force lished, velvet flunkies should be kept was sifted through me," he continued, off the staff.”
"and now we have only an excuse for an “Why doesn't Pillsbury hire a brass organization. I haven't half a dozen band?” Higgins inquired.
men in the store who are big enough to “Because Piper doesn't care for any think and act for themselves. And here ! music except Wagner's — so I've heard. am, mortally ill! For several years I have Besides, swell customers won't come when seen this thing coming, but habit is strong a brass band plays. It's only the common and so long as I kept my health I also kept people who respond to Marching Through a tight rein on every little detail, from the Georgia.' That's another advantage of stock-rooms down to the delivery departhaving the great bulk of mankind on your ment in the basement. Being a czar list of customers.”
is all right so long as a man is able to wield Well, to be brief, Pillsbury & Piper the command and make his minions do his hung on until after Christmas and then will — compel them by sheer force of they gasped a few times and quit. It was character. But once let his subjects get just about this time that the panic showed the upper hand and his army filled with signs of abating.
treason, the downfall of his domain cannot In my store, however, the panic had long be delayed. When my health first abated weeks earlier. In fact, I had more began to fail, I had a tolerably firm grip on than twenty thousand dollars on hand; and things. The store was making a moderate I didn't have to use it in payment of any amount of money, despite its force of medipromissory note.
ocre thinkers. In some ways, Broadhurst,
we have always had good men and women I was sitting in my office one afternoon, at Lombard & Hapgood's - after you three years after I started my store at came to us, especially. You helped us Junction Square, when Phelps Lombard immensely, yet the things you did for us came in. I was shocked at his wasted were largely mechanical — improvements form.
in methods, rather than development of "You have overworked tremendously,” people. But men are hard to get, Broadsaid I. "For twenty years you have hurst — good human material is amazcarried the weight of your business practi- ingly rare.” cally alone. You must take a rest.”
"It is not especially difficult to get the I got up and placed a chair for him. raw material,” said I. “To pick up the
“Broadhurst,” he said, as I resumed my finished product, I admit, is one of the own seat, “you have hit the situation most difficult things in merchandising. I aptly. What you say is true: I have have solved the problem by developing the carried my business practically alone, and material myself.”
Then theampaign. Hechemes of our haon,
more and memorand
“I know it,” said Lombard. “I know that man is Dawes. Then there's Jack it full well. I have watched you grow, and Gallagher — ” I could see how you did it. At first I was “My advertising man once!” said surprised when you went along and got Lombard. bigger and bigger. I had expected to see "It was Gallagher," Tom went on, you repeat the incidents of Lost River. "who hit on the best schemes of our hardBut when you kept on growing, and moved times campaign. He got big results. across the Square to this building, and Then there's Joe Ewing —” still grew and absorbed more and more of “Tell Mr. Lombard about old Dan the space you had wisely provided for, 1 Garrett," I suggested. began to study you with close analysis. “Old Dan,” he explained, “was a meThen it was that I understood.”
chanic who worked around the elevator Just then Tom Pennypacker entered my machinery in the basement. One day he private office, not knowing that Lom- came into the store and showed me a bard was there. He paused when he design he had drawn for a cheap sewingsaw his former employer, and the pity machine. He wanted to know what I in his eyes was manifest.
thought of it. Well, now, that machine, "I did not mean to intrude,” he apolo- Mr. Lombard, is one of our big sellers togized, and backed away. But I called day. We have cut the price of the next him in again.
cheapest machine more than 40 per cent., “Tom," said I, “Mr. Lombard has just and still we are making money on it. I been complimenting our organization. tell you, we want ideas that will make Tell us, please, what you consider the profits for us, and we don't care whether real secret of our success here at Junction those ideas come from the top of our Square."
organization or the bottom.” Tom Pennypacker was now my general Tom was in a hurry to get back to his manager, and under him was a force of office, so I excused him. For a minute two hundred clerks. The business had Lombard was silent, and sat looking out expanded faster than I had dreamed, and of the window on the busy scenes of Juncwas now a semi-department store, though tion Square. Three years had quite transit still carried cheap merchandise to a formed the Square into a metropolitan large extent. We occupied the whole of maze. It was surrounded now by modern the ground floor, as well as the basement buildings, and a restless horde of people and parts of two floors above. The panic moved up and down and across it. Trucks, and depression had helped us, instead of cabs, and private equipages kept two trafretarding us, because we had carried fic policemen busy. necessities and had pushed them. And as “Broadhurst,” Lombard said, finally, a far-sighted adviser and keen deducer of with something of an effort in his voice, coming markets, Tom was especially able. “Broadhurst, I've got a proposition to
“Well,” said he, answering my query make to you. I'll put it in as few words as and addressing Lombard, "the chief possible: I want you to consolidate your secret of our success lies in the men back of business with that of Lombard & Hapgood. it. Mr. Broadhurst, you know, is a special- I want you to move our store up here to ist in the development of an organization. Junction Square, after you have built Take Bob Dawes, for instance — ” suitable quarters, and take the whole
"Another of my men!” groaned Lom- combined enterprise in charge. I want bard.
you to run it-you and your organization.” “Yes, he worked for you at one time, I sat silent — overawed for a minute. true enough. Bob is our sales manager Quickly my memory traveled back over now. Mr. Broadhurst believes that a the years to the day I came to New York retail business has just as much need of a the first time. For a few moments I quite sales manager as a wholesale house - lost myself in the events of my coming. and why not? And I tell you, Mr. Lom- It seemed scarcely more than a step into bard, if ever a man knew how to sell goods, the past — when I walked up Broadway
with wondering eyes and put my foot on I felt a wave of emotion coming over the lowest rung of the ladder. And now me — what man wouldn't to find himself here I was at the very top, with the highest suddenly lifted to such a height! And rung in my grasp.
then the personal regard I felt for Lom“What part do you intend to take in bard, and my pity for him, came near the business?” I inquired.
betraying my temporary weakness. I got “None!” he said, simply.
up and stood looking out of a window upon "You mean —” I began, but I lacked the spirited scenes of the Square below me. heart to finish.
Just at that moment a carriage drove "Yes,” he said, reading my thoughts. up that I knew very well indeed; it was “Broadhurst, it would be folly for me to my own. My wife stepped out of it, attempt to go on, even were I to regain leading by the hand my daughter, Marpart of my strength. It would take my garet, two years old. whole strength — all my old-time vigor. You know how it is with soldiers in The task of recouping the fortunes of battle. They waver at times, and fain Lombard & Hapgood will be a stupendous would turn back when they face the one. I know few men in New York whom enemy's guns. But when the band strikes | should willingly ask to attempt it. up its music, they go forward at a quickYou are the one man I believe capable of step into the jaws of the cannon. taking the business and carrying it S o the sight of my wife and child inthrough. See here, Broadhurst, I have spired me on the instant. Turning quickly stated the worst of the thing first. I have to Lombard, I answered him: said that the task of redeeming the busi- “I'll do it, and I'll make the business a ness of Lombard & Hapgood would be a monument to your memory!” stupendous one; now I say that the busi- A few minutes later there came a most ness, once redeemed, will put you on the terrific hammering on the door, as if a road to large wealth and great influence legion of enemies had come to attack us. in New York. It will be a task worthy of Lombard and I were getting into the your mettle. The great trouble, Broad- details of the proposed consolidation, and hurst, has been this: my business grew I saw him start up in alarm. faster than I did.
"It's only my girl," I said, smiling. “When my father established the firm, "It's Margaret — my little one! She is forty years ago, times were different," the only person who would dare to batter he went on, after resting. “There were on my door in that fashion." no very large business houses then, and Then I opened the door and admitted the problem of developing an organization her, with some toy she had used to make was scarcely reckoned. For many years the commotion. Behind her came her my father was able to conduct the store mother, with apologies for the unseemly without much executive help, and after intrusion. I finished college he found in me all the “Mr. Lombard,” said I, as he got to assistance he needed. After his death, I his feet, “I believe you have met Mrs. went along in the same way. Thus the Broadhurst before." store got beyond me, but still I kept on "No," he returned; "you are mistaken. running it alone. I was a good merchant I met her a number of times as Miss Starin most respects — you know that. But rington, but not since.” this question of building a business by “Well,” said I, laughing, “I want to building the men within it — well, it's tell you a little story. It was Miss Stara fascinating thing, Broadhurst. If only rington who unwittingly sent me back to I were young and well again! But I want New York from Europe — when was the business saved — for the sake of the foreign manager for Langenbeck Brothers Lombard name. I'll fix it so you can — and thus made possible the business I acquire full financial ownership — by now own. I had called on her in Paris and degrees. Broadhurst, it is a great oppor she said things, in a polite way, about men tunity for you! Will you take it?” who give up the big opportunities in order to follow the easiest road. She knew I had sophy. I do not know any so-called tricks been planning a business. I resigned my of the trade by means of which men may place with Langenbeck at once, Mr. succeed. I aim, on the other hand, to Lombard, and began to climb the more eliminate from my store everything that difficult path. She was the inspiration - even savors of trickery. and she shall be the inspiration of the steep B usiness, I say, is a philosophy. I refer, and arduous ascent I am about to begin.” of course, to competitive business, and
not to monopolies. These latter concerns Lombard is gone. The years have do not trouble me greatly, however much rolled on. My markets have raised the they upset some people. I have found a Lombard-Broadhurst Corporation to the wide field outside them, and I believe crest of a wave that still sweeps along in other men in the generations to come will seemingly irresistible impulse. How much find opportunities everywhere — if they bigger my store is to grow, I cannot pre- choose to look for them as I looked for my dict. New York has exceeded all esti- location at Junction Square. mates and the Nation is growing faster I should like, if I had the time, to tell than many of us have planned for.
you something about the men who have Of course, there are hard times even now, grown into my business or graduated out but I take the slumps and the setbacks of it. Ah, that is really the fascinating with the philosophy of Epictetus. I part of it! There is nothing that appeals know that so long as I follow the path to one like the intimate history of other I blazed years ago for the little business I men who are traveling on the same rugfounded at Junction Square, and keep ged path of life's journey. off the dangerous trail I traveled at Lost But I have finished. There is just one River, the Lombard-Broadhurst concern man whom I must mention as I close — will go on until I step out — and then my old partner, Sanford Higgins. He is continue the journey just so long as the the European partner to-day of the Lommen who manage it remain wise, courage- bard-Broadhurst Corporation. I comous, and honest.
mend him to you as the type of business I think I have set down enough of my man to emulate. He was young when I history. I have told my story in suf- first introduced him to you; he is older and ficient detail so that men may read what- wiser to-day. In all the land I know of no ever secrets I have had. My secrets have brighter example of the truth that a man been those of management — of philo- can come up out of failure.
MAKING FOODS OF CHEMICALS
THE WORK OF PROF. EMIL ABDERHALDEN, WHO HAS MADE A LIFE-SUSTAINING PROTEIN FROM INORGANIC MATTER—THE FIRST PRACTICAL STEP TOWARD FREEING MANKIND FROM DEPENDENCE UPON VEGETABLE SOURCES
HE search for a food com-
Wöhler in 1828, when he made the first organic compound from the mineral carbonic acid and the alkali
ammonia, has at last reached fruition in man's creation of proteins.
Proteins compose the essential parts of all living animal tissues. They are complex substances made up of carbon, hydrogen, nitrogen, oxygen, and often sulphur, phosphorus, and iron. Sir Wil