Emma McChesney Co | Page 6

not instructions to the iceman, the milkman, the janitor, and the maid. She surveyed her territory, behind and before, as a general studies troops and countryside before going into battle; she foresaw factory emergencies, dictated office policies, made sure of staff organization like the business woman she was. Out in the stock-room, under her supervision, there was scientifically packed into sample-trunks and cases a line of Featherloom skirts and knickers calculated to dazzle Brazil and entrance Argentina. And into her own personal trunk there went a wardrobe, each article of which was a garment with a purpose. Emma McChesney knew the value of a smartly tailored suit in a business argument.
T. A. Buck canceled his order at the tailor's, made up his own line for the Middle West, and prepared to storm that prosperous and important territory for the first time in his business career.
The South American boat sailed Saturday afternoon. Saturday morning found the two partners deep in one of those condensed, last-minute discussions. Mrs. McChesney opened a desk drawer, took out a leather-covered pocket notebook, and handed it to Buck. A tiny smile quivered about her lips. Buck took it, mystified.
"Your last diary?"
"Something much more important. I call it `The Salesman's Who's Who.' Read it as you ought your Bible."
"But what?" Buck turned the pages wonderingly. He glanced at a paragraph, frowned, read it aloud, slowly.
"Des Moines, Iowa, Klein & Company. Miss Ella Sweeney, skirt buyer. Old girl. Skittish. Wants to be entertained. Take her to dinner and the theater."
He looked up, dazed. "Good Lord, what is this? A joke?"
"Wait until you see Ella; you won't think it's a joke. She'll buy only your smoothest numbers, ask sixty days' dating, and expect you to entertain her as you would your rich aunt."
Buck returned to the little book dazedly. He flipped another leaf--another. Then he read in a stunned sort of voice:
"Sam Bloom, Paris Emporium, Duluth. See Sadie."
He closed the book. "Say, see here, Emma, do you mean to----"
"Sam is the manager," interrupted Mrs. McChesney pleasantly, "and he thinks he does the buying, but the brains of that business is a little girl named Sadie Harris. She's a wonder. Five years from now, if she doesn't marry Sam, she'll be one of those ten-thousand-a-year foreign buyers. Play your samples up to Sammy, but quote your prices down to Sadie. Read the next one, T. A."
Buck read on, his tone lifeless:
"Miss Sharp. Berg Brothers, Omaha. Strictly business. Known among the trade as the human cactus. Canceled a ten-thousand-dollar order once because the grateful salesman called her `girlie.' Stick to skirts."
Buck slapped the book smartly against the palm of his hand.
"Do you mean to tell me that you made this book out for me? Do you mean to say that I have to cram on this like a kid studying for exams? That I'll have to cater to the personality of the person I'm selling to? Why--it's--it's----"
Emma McChesney nodded calmly.
"I don't know how this trip of yours is going to affect the firm's business, T. A. But it's going to be a liberal education for you. You'll find that you'll need that little book a good many times before you're through. And while you're following its advice, do this: forget that your name is Buck, except for business purposes; forget that your family has always lived in a brownstone mausoleum in Seventy-second street; forget that you like your chops done just so, and your wine at such-and-such a temperature; get close to your trade. They're an awfully human lot, those Middle Western buyers. Don't chuck them under the chin, but smile on 'em. And you've got a lovely smile, T. A."
Buck looked up from the little leather book. And, as he gazed at Emma McChesney, the smile appeared and justified its praise.
"I'll have this to comfort me, anyway, Emma. I'll know that while I'm smirking on the sprightly Miss Sweeney, your face will be undergoing various agonizing twists in the effort to make American prices understood by an Argentine who can't speak anything but Spanish."
"Maybe I am short on Spanish, but I'm long on Featherlooms. I may not know a senora from a chili con carne, but I know Featherlooms from the waistband to the hem." She leaned forward, dimpling like fourteen instead of forty. "And you've noticed--haven't you, T. A.?--that I've got an expressive countenance."
Buck leaned forward, too. His smile was almost gone.
"I've noticed a lot of things, Emma McChesney. And if you persist in deviling me for one more minute, I'm going to mention a few."
Emma McChesney surveyed her cleared desk, locked the top drawer with a snap, and stood up.
"If you do I'll miss my boat. Just time to make Brooklyn. Suppose you write 'em."
That Ed Meyers might know nothing of her sudden plans, she had kept the