III “Business as Usual”
Valuable as were the qualities that had placed Dorothy’s friend, Mr. Miller, high in the estimation of Hallowells’, they entailed one defect that was more valuable than all of them put together. Resolution, hard work, and singleness of purpose had given him an enviable position in the most humorous job of the age; but these would have availed him comparatively little had there not been in that part of him where his sense of humour should have resided, a void that approached as near to a vacuum as nature permits. It was to that void that Mr. Miller really owed his success.
For you simply cannot do these things with your tongue in your cheek. Had Mr. Miller not been able to make, with perfect belief in them, statements that anybody else would have had to laugh in the middle of, he would not have been the Man of Ideas he was. In the ordinary run of his business smart young men came to Mr. Miller with notions and devices for this and that; he bought them, paid for them at the current rates, merely because he had to have them; but they were not what he really wanted. What he really wanted let him explain for himself.
The moment you were shown into his room you were aware that you were in the presence of no funny man. Suppose you had the good fortune not to be “turned down” at once as a mere “smartie,” Mr. Miller would take trouble with you. He would frankly admit that he and his fellows had only themselves to thank for the disrepute into which their craft had fallen; and bold would have been the advertising freebooter or mere space-broker who had held up his head before Mr. Miller’s righteous anger.
“We’ve overdone it,” he would sorrowfully admit. “We want noo blood—noo blood, noo idees, and belief in the reel dignity of our work. If you’ve got them, sit right down and let’s have a look at them; if you haven’t, you’re a busy man and so am I, and I keep my door plain inside and pretty in the passage where it looks best from. Now show.”
Let us assume that you showed and that Mr. Miller found you worth still more trouble. He might then address you as follows:—
“Too smart. Smartness took the full count the fall before last; we’re pushing these funny stunts underground where they belong. And that other idee—too noisy. Shouting don’t go any more to-day. N. G.—— Now you’re an Englishman, and cann’t be expected to see these things in their reel perspective; but you’ve assets right here in this country without these vodeville acts. It ain’t my business to put you wise, but I’ll tell you this: neither noise nor smartness is good enough for Hallowell and Smiths’. Look out o’ that window. You see that edifice. That edifice isn’t going up to be run like the one next door to it. It’s a noo edifice, and it’s going to be run on noo methods. You think your methods are noo. You think again. You think quite a lot. Then when it’s hit you good and hard, ring me up and I’ll make another date with you. You got the right look, and there might be business done between you and I yet. The door closes itself. If you hear a hiss that ain’t me, but the piston. I hope you found the elevator-man courteous in his manner. You did? That’s one of the things there’s going to be at Hallowells’—etiquette. But unobtroosive. Not sticking out a foot on each side. You didn’t observe it sticking out, did you? So. Good morning.”
Mr. Miller had looked up in an etymological dictionary the meaning of the word “gospel,” and had found that it meant “good tidings”; and that, he said, was exactly what advertisement meant too. He had looked up other words also—Valour, Hero, Dignity, Gentleman—and he was for restoring their dimmed lustre. And since he saw things in their true perspective, he saw also the only way in which that could be done. To cut the cackle and come (like Mr. Wellcome) to the horses, he proposed to do it by a putting of the founts of honour to purposes of irrigation. Commerce had vulgarized itself; dignity must therefore be restored to it from where dignity was to be had in quantities sufficient if necessary to throw at the birds—from above. One day Mr. Miller, passing a more than usually ingenious advertisement in a shop window, had stated his point of view in twenty words. “Look at that!” he had exclaimed to his companion. “Now I say the man who invented that was a live wire. He connects. You feel the man. But what does the British public know about him? If he’d rescued a comrade under fire he’d have got your V.C. for it, and everybody’d have known all there was to him; but you stop a hundred people on this sidewalk and ask ’em his name, and if a single one of ’em can tell you then the drinks are on me!”
It is true that Mr. Miller did not say that he wanted the Cross bestowed (as it were) For Value instead of For Valour, but that was the direction in which his thoughts strayed. Before his perspective had become quite so clear he had tried to get permission for the Royal Standard to float over Hallowells’ new premises (the Union Jack having become common trade property, and so of no more value to one emporium than to another); and though he had failed, it was still better to have failed in such an attempt than to have succeeded in the funny stunts that had been pushed underground the fall before last. It remained an ideal for commerce to lift up its eyes to.
In the business sense, though in none other, Mr. Miller had paid a good deal of court to Dorothy Lennard—or perhaps less at first to Dorothy than to Lady Tasker’s niece. Nominally Dorothy was still “third hand” in the fashion studio; but Miss Benson had been wise enough to leave her free to do pretty much as she liked (without that freedom the studio would never have got Hallowells’ catalogue, nor have become what to all intents and purposes it now was—one of Hallowells’ departments), and Dorothy’s intimacy with Mr. Miller had ripened quickly after the famous buying of Glenister’s picture, “Sir Walter and the Cloak,” at the Academy more than a year before. Dorothy had gone round the Exhibition with Mr. Miller, and had seen him stop long before the picture and presently return to it.
“Now that’s what I call a picture, Miss Lennard,” he had said at last. “A reel thoughtful bit of art. I don’t care whether you call it pre-Raphaelite or whatever you call it—you as a lady-artist can put it all over me there—but speaking as a plain man of business I say that picture just appeals to me. It calls me. I feel it. It’s got meaning. There’s your Raleigh, look. And there’s your Queen Bess. And I ask you to observe the chivalrous spirit of it. That’s the reel old-world English courtesy. That’s the thing that hasn’t got to be let die. Hallowells’ has got to pitch its key up to that. It’s got to be as if there was a puddle in front of the Grand Entrance every day, and every lady-shopper was a Queen, and Hallowells’ was”—Mr. Miller had made a low, sweeping gesture with both his arms—“spreading its Cloak. That’s the deportment I want for our Hosts. Where do they keep the Sales Department here?”
And, that an object-lesson should be ever before his Departmental Hosts’ eyes, Mr. Miller had bought the picture.
How Hallowells’ had contrived, during the past two years, with an army of painters and gilders, carpenters and shopfitters, plasterers and electricians and inspectors and engineers swarming all over the place, that business should be “carried on as usual during rebuilding” was nothing short of a modern miracle; but so it had been. And the gradual rising of the visible edifice had been accompanied, course by course and tier by tier, by bright palatial uprearings in Mr. Miller’s busy brain. If the weather should hold for another month, all was expected to be ready for the Grand Inauguration in the spring; and even if the weather did not hold, the impression had somehow got about that the weather must be a mightier power even than had been supposed to be able to postpone an event of such magnitude.... But all this is ancient history now. London knows its Hallowells’ and the wonders that the man who held its Portfolio of Publicity (for surely he was entitled to a seat in the Cabinet of the World’s Commerce) called forth. It has accepted the Hallowell touch. It knows that its shopwalkers rank as Marshals and its head-salesmen as Hosts. It knows that the employé who would win his spurs at Hallowells’ must fast and keep his vigil before the picture of Sir Walter and the Cloak. The funny stunt has taken the full count. Mr. Miller has corrected the perspective of things.... Therefore pass we on to how Dorothy Lennard had now and then a voice in certain of the tertiary wonders of the organization and how into the vast complexity she had contrived to drag the name of Mr. Hamilton Dix.
Mr. Dix had come into the concern over the pictorial advertising. Of Dorothy as an ex-student of the McGrath Mr. Miller had presently come to think almost as much as he did of Dorothy the niece of Lady Tasker; and he had taken her word about Mr. Dix. “Couldn’t your posters and things be made somehow a bit more—important?” Dorothy had suggested one day. “Tell me how,” Mr. Miller had instantly replied—“tell us how; you’ve grasped the idee! You don’t suppose we could enlist the patronage of our president of the Royal Academy, do you?” (Mr. Miller had lately begun to speak of “our” Royal Standard and “our” House of Peers.) Thereupon Dorothy had given a light, rapid sketch of Sir Edward Pointer, not so much disdaining as debarred by his official position from superintending Hallowells’ pictorial advertising; and she had suggested Mr. Hamilton Dix instead. “Is he a live wire?” Mr. Miller had demanded. “No push about him, I mean, no noise, not always forcing himself forward, but the reel solid dignity? If he ain’t excloosive and hard to get, he’s no good to us! He ain’t a ‘Sir,’ is he?”
“No.”
“Nor an ‘Honourable,’ with a ‘u’ in it?”
“No, he’s just plain Mr. Dix.”
“And what place does he take among our critics of art? Is he a one-cent paper man or two cents? I ain’t calling your friend down at all, Miss Lennard, but we can’t afford any but what he’s the very top-tip-top.”
“I think he’d do really well.”
“Then let him name his figure and buy him in.... And now tell me what’s the difficulty about Mr. Stanhope Tasker.”
For a moment Dorothy’s composure was a little shaken. She smiled and blushed both at once. Mr. Stanhope Tasker was her second cousin, and Mr. Miller’s next words explained how Lady Tasker’s nephew had come to be at Hallowells’.
“I hope he ain’t afraid he won’t be able to hold the job down. Between you and I, Miss Lennard, it don’t matter a rusty nail whether he do or he don’t. He’s here to look good; if he does that he fills the bill from A to Zee. Why, walking up our Bond Street only this morning brought it home to me good and hard. ‘Here they are,’ says I, ’ten of ’em in as many minutes, the reel high-grade goods, with centuries of blue blood in the very way they wear their pantaloons—Sir Walters from ’way back, all with their names spelt one way and pronounced another—the genu-i-ne all-wool article; but can I get ’em? I cann’t. And that’s what Mr. Stan is, if I might call him that without familiarity. Now just you tell me, Miss Lennard, what’s the bother?”
Again Dorothy had bitten her lip, grown pink, and laughed. “Leave him to me. I’ll keep him for you if I can.”
“But great snakes (pardon me) what do these gentlemen want? They fix their own honorarium (has that got a ‘u’ in it?)—a captain in our army don’t get as much by a half—we don’t ask ’em to get shot—they don’t handle goods—they just stand around—it would cipher out at a dollar a smile and a few ‘This way pleases’—and the rank of marshal.”
“But you just said that if they weren’t hard to get they were no good to you.”
“Hard—hard’s the word! That’s a fact! But we got to have ’em. Selling ladies’ goods has got to be made just as noble as killing their husbands and sweethearts on a field of battle. It is as noble. In a properly organized community there ought to be a Distinguished Salesmanship Order just as there’s a Distinguished Service Order for our military classes. And Mr. Stan’s only asked to graduate for the Distinguished Smiling Order, if I may take the liberty of saying so.”
“Well, perhaps he’ll do better after the Inauguration.”
“You think that?” Mr. Miller had questioned eagerly. “You think he’ll be all right on the night, so to say? Well now, if I thought that it would be a weight off my mind. I hope you’ll assist me, Miss Lennard. And thank you very much for your assistance about Mr. Dix. It’s a fact that if these people were easy to get everybody’d be getting ’em. Pardon me, after you——”
And they had parted, but not before Dorothy had wondered whether Mr. Miller’s intelligent look, when he had asked her to help him in the difficulty with Mr. Stan, had meant anything.
If you had asked Dorothy Lennard how it was that her Cousin Stanhope had come to find himself at Hallowell and Smiths’, she would probably have answered you only half candidly. You would have had to guess (as the chances were that Mr. Miller had guessed) the rest. Poor Stan, she would have told you, so far frankly, was a perfect darling, but he had no brains. Successively he had been ploughed for the army, had tried six months in the city, had spent a year in Canada, three months in a motor works, two months more in hawking from club to club a really brilliant idea for a weekly comic paper, and finally, when at the end of every natural asset he possessed, saving only his good looks, had come upon a piece of Mr. Miller’s own publicity—a column article in an evening paper on “The Disappearance of the Slur of Trade.” Stan had been much impressed by the new field thus thrown open. Chancing to meet Dorothy at about that time, for the first time since they had been children, he had spoken of the new opening, and Dorothy had offered there and then to introduce him to the writer of the article. From the first moment Stanhope had shown a willingness to be introduced to anybody whomsoever by Dorothy; and perhaps Mr. Miller had less hope than Dorothy supposed that Mr. Stan now hung about the premises for any reason at all except that Dorothy was to be seen there.... It was a case of love among the ruins, or whatever the upset may be called that is the result, not of demolition, but of rebuilding; and now, when the two were not meeting one another in halls full of trestles and plasterers’ buckets or on passages down which they had to retreat as counters and glass screens and heavy fittings came along, Dorothy, in Miss Benson’s absence, was fighting with Miss Umpleby for possession of the telephone, and talking with the bewildered marshal through a hundred and fifty yards of party-wall and fireproof floor, ceilings and lift-wells and cornices and plate-glass.... Unless an aunt or somebody died, Dorothy supposed that when they got married she would have to keep him.
Having decided that Mr. Miller’s solemn articles on the “Art of the Poster” and the “Academy of the Hoardings” might as well be written by Mr. Hamilton Dix as by anybody else, Dorothy Lennard was not such a fool as to receive that handy critic in the fashion studio on the upper floor. Instead she asked Mr. Miller when he would be out, and borrowed his office—his fourth office since the building had been in progress, and, though not yet his permanent one, still an oasis of upholstery and quietness in a waste of concrete and ladders and new paint and half-hung walls. She also ordered cut flowers, whisky and soda, and tea. She had not forgotten her promise to Amory, that she would, if it was possible, obtain some mitigation of the Crozier contract.
Mr. Dix, for his part, accustomed to shedding the lustre of his name at ordinary space rates, was prepared to be as lustrous as anybody liked when money was flowing as it flowed about the new Hallowells’. He knocked at the door that was plain inside but ornamental without at four o’clock of a Friday afternoon early in January, and Dorothy had all in readiness for him. Before showing Mr. Dix the proofs of the posters on which for many months past Hallowells’ had been spending money like water (they were bound together at the top edge and set, like a huge book of wallpaper patterns, on a special easel so as to be conveniently turned over), she gave him an outline of the general scheme and the part it was hoped he would consent to play in it; and from the outset Mr. Dix liked this young woman’s attitude. For Croziers’ he was not much more than a pen; at Hallowells’, if the bashful and deferential manner in which he found himself received meant anything, he would be a Berenson or a Cavalcaselle at the very least, and really well paid for it at that. She was a comely young woman, too, and appeared to know what she was talking about.... Ah! She had been at the McGrath! (Dorothy had negligently dropped the name of Toulouse-Lautrec.) That explained it! Mr. Dix had thought she spoke with some inside knowledge! A good school, the McGrath. Mr. Dix knew Professor Jowett quite well: a capable master, very, but shockingly given over to a habit of cynicism, especially about the poor critics. By the way, had Miss Lennard ever known a Miss Towers there?...
Dorothy had only mentioned the McGrath in order to give Mr. Dix an opportunity of mentioning Miss Towers; but Miss Towers could wait a bit. It would be better to get Mr. Dix to commit himself to magnanimous generalities before coming to a specific case. Therefore as she gave him tea she told him how lucky Hallowells’ thought themselves to be able to get his services. When (she said) Mr. Miller had first asked her whether she thought he would be approachable about mere posters she had shaken her head; but now that she had seen him (Dorothy slowly lifted her great blue eyes) she was glad she had asked him. Wasn’t it odd, how afraid you were of the pretentious and mediocre people, and not at all of the really big men? (At this point Mr. Dix had begun really to bask.) But of course nothing but the best was good enough for Hallowells’. Not (she went on) that they pretended for a moment to be anything but tradespeople, with no views on art at all; but they did believe this, that while an inferior writer might seem to be just as good, only one thing really paid the best, and that was—the best. That was why they had sent for Mr. Dix. They wanted the incorruptible man. As for what Mr. Dix would see fit to do now that they had got him, that rested entirely with Mr. Dix. It was not for Hallowells’ to say what they wanted, but for Mr. Dix to give them what he thought best for them. And as for the posters themselves....
“But suppose we look at them,” said Dorothy.
They looked at the posters, and Dorothy gave Mr. Dix a whisky and soda and a cigar. And at that point the curtain went down, so to speak, on the first act. Mr. Dix declined for the moment to commit himself; with an hour or two in which to think the matter over he might (he said) be able to come to a conclusion. He understood that time pressed; it was half-past five now. Could—could Miss Lennard possibly dine with him at eight o’clock? He might perhaps say at once that he thought the subject a fascinating one. As Miss Lennard had so truly said, only the mediocre mind thought these things beneath its dignity; in fact—— But if Miss Lennard would give him the pleasure, they could talk about that later. She would? That was charming of her. He would be round with a taxi, then, at twenty minutes to eight.
For the second time the scene was set in the Trocadero Grill. Mr. Dix pointed out that the decoration, garish in detail, nevertheless took its place in the ensemble; and Dorothy’s eyes widened, and she said that she hoped he would say that, in those very words, in one of his articles—she had thought that very thing so many times herself, but had lacked the knowledge to express it: she supposed that was where the genius came in. Didn’t Mr. Dix think (she wanted to know) that genius was just that—the power of expressing what everybody had thought in terms they had never thought of? Given genius as a text, he is a poor critic who cannot talk for an hour without a break; and, as Mr. Dix slowly consumed liqueur brandy as he talked, Dorothy became very beautiful to him. He became tender, not to say mushy. He vowed that the sentimental point of view was something to be proud, not ashamed, of. He spoke of the struggles of poor artists, of the temptations that beset poor critics when they were asked to sell the truth for gold; and Dorothy said that it must be awful, but that it would be a comfort to her thenceforward, whenever she heard such dreadful tales, to know that one man at least understood. Was the Miss Towers of whom he had spoken one of those unfortunate ones? She had heard (she said) of a Mr. Towers, a painter, but that could not be the same....
“The same—the very same!” Mr. Dix laughed, while the curls shook on his head; and he told the story of his early mistake....
“And she has actually signed a contract with these hard-hearted dealers, whoever they are, and can’t sell her own work?” Dorothy sighed meltingly. “Poor thing! And can nothing be done to help her?”
“What a large soft heart you have, Miss Lennard!” murmured Mr. Dix, squegeeing her, so to speak, with his gelatinous eyes; they really might have been of the same substance as printing-machine rollers.
“Poor child!” Dorothy sighed compassionately. “Really, I feel like going round and seeing these horrible people myself! They couldn’t eat me, could they?”
Mr. Dix looked as if he could have eaten Miss Lennard, without sugar.
“Poor dear! But, I’m sure they couldn’t resist you, Mr. Dix—not if you said the beautiful things to them you’ve been saying to me——”
If they could, they could have done more than Mr. Dix could Dorothy.
“Do help the poor child!” Dorothy pleaded. “Half the trouble in the world seems to me to come of goodness and power being in the wrong hands, Mr. Dix.”...
Again she lifted the large baby eyes....
“I’m sure you will....”
And the worst feature about the whole immoral transaction was that she did not ask, but conferred a favour—the favour of showing Mr. Hamilton Dix what a sympathetic, chivalrous, and large-hearted person Mr. Hamilton Dix could be.