"And he told me," says Lot, wonderin" like, "to tell Aunt Lucindy that he intended havin" tea and toast three times a day now, as a matter of principle. That"s strange, isn"t it?"
"Not to me "tain"t," says I. "And how"s Aunt Lucindy?"
"Aunt Lucindy"s gone back to Denboro," he says. "And she left word for Cousin Lemuel that she should send him a "thought"-whatever that is-every day by mail from now on. And you"d ought to have seen her face when she said it! But, Cap"n Zeb, when are you comin" back to board with me?"
I shook my head. "Lot," says I, "I like you fust-rate, but your relations are too irresistibly immovable. I"m goin" to keep clear of "em for the rest of my life-as a matter of principle," I says, chucklin".
CHAPTER VIII-ARMENIANS AND INJUNS; LIKEWISE BY-PRODUCTS
You can imagine that Jim Henry and Mary had a good deal of fun over my experience with Lot and his tribe. They joked me about it consider"ble.
But I didn"t mind. My foot was all right again, or nearly so, and the extension to the store had been finished and was workin" out fine. We moved the mail room way back and that give us lots of room on the main floor, and Mary had a nice clean place, with plenty of air and light, new sortin" table, new desks, and all that. As for business, we done more that summer than we had previous and it kept up surprisin" well through the winter. I was happy and satisfied and Jacobs seemed to be.
But he wa"n"t. It took a whole lot to satisfy him and, by the time another spring reached us and the cottages begun to open I could see that he was gettin" fidgety. One mornin" he come back from a cruise amongst the cottagers-he always handled their trade himself-and I could see that he was about ready to bile over.
"Well," says I, "what"s weighin" on your mind now? Or is it your stomach? I"m willin" to bet that I"m two pound heftier than I was afore I ate them hot biscuits at our boardin" house this mornin"; and you got away with three more"n I did. Has your ballast shifted, or what?"
He shook his head.
"Skipper," says he, "we"re ruined by foreign cheap labor."
"You"re right," says I. "I heard that that Dutch cook used to work in a cement factory, and them biscuits prove it."
"Nothin" doin"," he says. "My noon lunch for two years was "Draw one with a plate of sinkers"; and when it comes to warm dough, I"m an immune. That Poquit House cook could practice on me for a week and never dent my nickel-steel digestion. No. What I"m full of just now is embroidery."
I looked at him.
"See here, Jim Henry," says I, "you"ve got me a mile offsh.o.r.e in a fog.
Unless you"ve swallowed your napkin, I don"t see-"
"There! There!" he interrupted. "It"s nothin" I"ve swallowed, I tell you! It"s somethin" I"ve seen that I _can"t_ swallow. I can"t swallow those tan-faced, hook-nosed lace peddlers. It"s only spring, yet they are thicker round here already than lumps of saleratus in those biscuit we"ve been talkin" about. They"re separatin" perfectly good easy marks from money that belongs to us, and I"m gettin" mad. My Turkish blood"s risin", and there"s likely to be another Armenian ma.s.sacre in this neighborhood pretty soon."
I understood what he meant then. Every summer for the last year or two the Cape has been sufferin" from a plague of fellers peddlin" handmade lace, and embroidery, and such. They"re all shades of color except white, and they talk all sorts of languages except plain United States; but, no matter what they look like or how they jabber, every last one of them claims to be an Armenian, and to have his hand satchel solid full of native-made tidies, and tablecloths, and the like of that. I never run across the Armenian flag on any of my v"yages, but if it ain"t a doily, then it ought to be.
And the prices they charge! Whew! A white man would blush every time he named one; but these fellers, bein" all complexions, from light tan Oxford to dark rubber boot, are born to blush unseen, and can charge four dollars for a crocheted necktie and never crack, spot, nor fade.
Jim Henry was some on high prices himself; likewise, he considered the summer cottagers and the hotel folks as more or less our special property. Therefore, you can understand how this Armenian compet.i.tion riled and disturbed him. And, as it turned out, that very mornin" he"d gone to call on Mrs. Burke Smythe, who was one of the Ostable Store"s best and most well-off customers, and found her ankle-deep in lamp mats and centerpieces which an Armenian specimen was diggin" out of a couple of suit cases. And she"d told him that she couldn"t pay our bill for another month "count of havin" spent all her "household allowance" on the "loveliest set of embroidered dress and waist patterns" and such that ever was. There was the dress pattern. Didn"t he think it was a "dear"?
Well, Jim Henry give in to the "dear" part-she"d paid sixty-four dollars for it-and come away disgusted. These peddlers was takin" the coin right out of our mouths, he vowed. What was we goin" to do about it?
"Keep our mouths shut, I guess," says I. "I can"t see anything else."
But that wouldn"t do for him. He went away growlin", and for the next couple of days he hardly said a word. I knew he was hatchin" some scheme or other, and I took care not to scare him off the nest. The third mornin", he came off himself, fetchin" his brood with him.
"Skipper," says he, joyful, "I believe I"ve got it. I believe I"ve got the idea that"ll put those Armenians in the discard. You listen to me."
I listened, and what he"d hatched was somethin" like this: We-that is, the "Ostable Grocery, Dry Goods, Boots and Shoes, and Fancy Goods Store"-would sell embroidery and crocheted plunder, and run the peddlers out of business. We"d open a tidy department on our own hook. What did I think of that?
Well, I didn"t think much of it, and I told him so.
"Don"t believe we can do it," says I.
"Why not?" says he. "We can charge as much as they can, and that seems to be the main thing."
"That ain"t it," I told him. "We can"t get the stuff to sell. Plenty of machine made, but the summer folks won"t have that, cheap or high. What they wake up nights and cry for is the genuine, hand-manufactured article; and, unless you buy it off the peddlers themselves-which would be unprofitable, to say the least-_I_ don"t see where you"re goin" to get it. Besides, if you could get it, sellin" it in a store wouldn"t do.
"Tain"t romantic and foolish enough. Take this Burke Smythe woman," says I; "she"s a fair sample. She could have got just as nice, pretty dress patterns out of a fashion magazine, or-"
"Great snakes!" he broke in. "You don"t think "twas a _paper_ pattern she paid sixty-four dollars for, do you?"
"Never mind what "twas," I says, dignified; ""twould be all the same, paper or sheet iron. She wouldn"t care for it at all if she"d bought it in a store. There"s nothin" mysterious or romantic in that. But here comes one of these liver-complected, black-haired fellers, lookin" for all the world like a pirate, and whispers in her ear he"s got somethin"
in that carpetbag of his that n.o.body else has got, and that"ll make Mrs.
General Jupiter Jones, or some other of the Smythe bosom friends, look like a last summer"s scarecrow. And, as a favor to her, he ain"t showed it to Mrs. Jupiter-which is most likely a lie, but never mind-and he"ll sell it to her at a sixty-four-dollar sacrifice, because-"
"Hold on!" he interrupts. "Cut it out! Break away! Don"t you s"pose I"ve thought of that? Your old Uncle James Henry Jacobs, doctor of sick businesses, wa"n"t born yesterday by about thirty-eight years. I ain"t figgerin" to handle Armenian stuff. See here, Skipper. What makes the summer bunch so crazy to get hold of old clocks, and old chains, and antique junk generally?"
"Well," says I, "for one thing, "cause they _are_ antiques. For another, because they come from right here on the Cape, and-"
"That"s it," he sings out. "And that"s enough. Well, there"s plenty of handmade embroideries and laces, not to mention lamp mats and bed quilts, made right here on the Cape, too. Last fall, the county fair had a buildin" solid full of "em. This is my plan. Do stop your Doubtin"
Thomas act, and listen."
The plan was sort of simple but complicated. Fust off, him and me was to see all the old ladies and young girls in Ostable and the surroundin"
country, and get "em to agree to sell their handmade knittin" to us. If they wouldn"t sell to us direct, then we"d sell it for them on commission. We"d fit up a room in the loft over the store, advertise it as the "Colonial Curio Shop" or the "Pilgrim Mothers" Exchange," or some such ridiculous or mysterious name, stock it full of the truck the widows and orphans had been knittin" or tattin" all winter, drop a hint to the summer folks-and then set back and take the money.
"It"ll go, I tell you," he says, enthusiastic. "It"s a sure winner. Just say the word, Skipper, and we"ll start fittin" up the loft to-morrow mornin"."
"Well," says I, pretty doubtful, "if you"re so sure, Jim, I-"
"Sure!" he broke in. "Why wouldn"t I be sure? There"s only one kind of people that can get ahead of me in a business deal-and they don"t hail from Armenia. Skipper, here"s where we hand our peddlin" friends theirs, and then some."
Next mornin" he took the spare horse and started out. When he got back that night, he had the bottom of the wagon covered with bundles of knittin" and handmade contraptions, and he made proclamations that he hadn"t begun to cover the available territory. He"d seen I don"t know how many single females and widows who had the fancywork and crochetin"
habit; and they sold him everything they had in stock, and promised more.
"They take to it like a duck to water," says he, joyful. "They"re all down on the peddlers, and they"re goin" to pitch in and supply the home market. In another week you can"t pa.s.s two houses in this town without hearin" the merry click of the needle. To-morrow I canva.s.s Denboro and Bayport, and the next day I tackle Harniss. By Monday we"ll be ready to fit up the loft."
And, sure enough, he was right. The amount of stuff he fetched back in that wagon was surprisin". How the female population of Ostable County could have turned out all that embroidery and found time to cook meals and sweep, let alone make calls and talk about their neighbors, beat me a mile. But when he told me what he paid for the collection I begun to understand. However, I didn"t say nothin". "Twa"n"t until he commenced to rig up the room over the store that I spoke my thoughts.
"Why, Jim Henry!" I says. "What are you thinkin" of? Puttin" panelin" on those walls! And paperin" with that expensive paper! It must have cost land knows how much a roll. And, for the dear land sakes, what are those carpenters cuttin" that hole in the upper deck for?"
"For stairs, of course," says he. "Think the customers are goin" to fly up there? Don"t bother me, Skipper, I"m busy."
"Stairs!" I sings out. "Why, there"s stairs already. What"s the matter with the steps leadin" aloft from the back room? _We"ve_ used them ever since we"ve been here, and-"
"S-shh! S-shh!" says he, resigned but impatient. "Cap"n, your business instinct is all right in some things, like-like-well, I can"t think what just now, but never mind. You"re a good feller, but you"re too apt to cal"late by last year"s almanac. You ain"t as up to date as you might be. Do you suppose Her Majesty Burke Smythe, and the rest of the Royal Family we"re settin" this trap for, will take the trouble to hunt up that back room, and fall over egg cases and kerosene barrels to find the ladder to that loft? And climb the ladder after they find it? No, no!
We"ll have a flight of stairs right from the main part of this store, where they can"t help seein" "em. And there"ll be old-fashioned rag mats on the landin"s, and bra.s.s candlesticks with candles in "em at night, and-"
"Candles!" says I. "Well; that is the final piece of lunacy! Why, I could light those stairs like a glory with kerosene lamps while a body was tryin" to get _sight_ of "em with a candle! I never heard such nonsense."