Sam Lambert and the New Way Store | Page 4

miles away, and he lost no time in carrying out this project.
During the ensuing year he was so engrossed with the Bridgeville
branch that Medeena rarely saw him, and Lemuel Stucker's rather
discouraging reports on the state of business were attributed to Lem's
conservatism and natural depression of mind.
Lem was Sam's opposite in almost every particular. A small, sallow
man with a black shoe-string necktie and a look of general regret.
He spent most of his time untying knots in pieces of string, picking up

bits of wrapping paper and sharpening short lead-pencils, and he was
great on buying brooms.
His effect on the store was one of immediate and prevalent blight.
You may wonder why the boys did not complain of conditions to Sam,
but Lem was manager--and there is something so virtuous and
convincing about a first-class retrencher. His wise saws and thrifty
sayings are infectious and he makes everybody so low-spirited that they
are ready to catch anything.
No more good window displays--tacks, colored cheesecloth and other
accessories cost money, and the sun was bad for the goods.
No more trim on the counters and shelves.
Stop the high-power electric light in front of the store and reduce the
lamps inside.
These things did not all occur at once, but so gradually that it was hard
to realize just what had happened to the store.
The windows got streaky and the inside of the store looked dingy and
cold.
Then the conservative spirit got into the buying. Nothing but black
cheviots with a few drab and gray worsteds.
Perhaps it was just as well, for when a customer came into the store and
saw Stucker he thought it was raining outside.
Sam Lambert had always prided himself on keeping alive what he
called the "buying spirit" in the store.
Nowadays a customer got a sense of caution. The feeling was one of
disapproval of all extravagance.
Instead of purchasing a suit, the man wondered where his next month's
rent was coming from, bought a pair of cottonade pants and hurried

home.
Trade fell off steadily. Affairs went on this way for a twelvemonth and
then something happened.
Two of Sam's principal competitors were reported to be remodeling
their stores--and what was more, they were going to put in wardrobe
systems and carry all their garments on hangers.
This aroused Sam and he made an immediate investigation.
He found that one of the stores had contracted for the old type of
wooden wall cabinets where the clothes hung behind panelled doors.
But the other was installing glass wardrobes, where the stock would be
on view.
This discovery cut Sam like a knife.
He investigated further, and was delighted to find that his wardrobe
competitor, with the temptation to save a few dollars, had ordered a
second-rate type of glass wardrobe, with pull-out rods that swing inside
the case, without a locking device to prevent them from breaking the
glass.
Without saying anything to Stucker he telegraphed the best wardrobe
concern in the country to send their representative at once.
CHAPTER III.
At eleven o'clock the following day a quiet man wearing double-lens
spectacles and a pre-occupied air came into the store, asked for Mr.
Lambert and was directed to the rear where Stucker was showing Sam
the wisdom of leaving the night covers over the black goods during the
day to protect the stock from dust.
Sam was so keyed up on the wardrobe question that he heard only
about half that Stucker was saying.

When the man with the spectacles arrived Sam guessed his mission
without waiting for a word of greeting.
"You," said Sam, "are here to talk wardrobes; let's see what you've
got."
"Before I talk wardrobes, or, if you please, the New Way system,"
began the salesman, "I would prefer to get a fair idea of the amount and
kind of stock you carry and how you care for it now."
"Just as I thought," interrupted Stucker. "You're afraid our stock is too
big for your wardrobe capacity.
"Well, I don't want to discourage you, but when you count the suits on
the table, don't forget to add about 50 dozen pair of knee pants and odd
trousers stored in case-goods boxes under the tables.
"Remember too, that when you take the tables out, you must find
another place for our last years sweaters, mufflers, caps, gloves and
underwear, as well as all our advance stock of shirts, hosiery and ties
which we keep under the tables because we have no room for them on
our side shelving. You can see it is piled to the ceiling now; and all that
on top is active stock."
"That reminds me, Mr. Stucker, of a joke your friend Jones, over at
Dennisville, played on Sakes, his partner.