IT PAYS TO
ADVERTISE
Novelized by Samuel Held
From the Successful Play by
Roi Cooper Megrue and Walter Hackett
c??yrltl* 1H4.W16, by Magrgi and Walttr HuteH.
SYNOPSIS
Old Cyrve Martin. the head of the Amer
ican soap t^uet. makes a bet of 130,000 with
a friend. John Clark, a rival aoapmaker.
that hla (Martin'*) aon Rodney would be
making mora money at the end of a year
than Clark's aon Ellery.
Martin takee Ula pretty secretary, Mary
Orayson, Into his confidence and enllata
her co -ope rat Ion. Rodney haa been a
spendthrift. and the father wants to make
him reform and ro to work.
Mary meet* Rodney, and the eon pro
poses marriage to hor. Rodney tells his
father about hla propoaal. and the old man
pretends great anger He telle Mary he
mill disinherit Rodney.
"What sfrlkes yon ns fn lr 7' "Fe~us?ed
her.
"I'd rather the proportion came from
Ton." rejoined Mary.
"What do you any to your present sal
ary. and at the rn<l of the year 1 will
personally iclve you a check for 25 oer
cent of wtiat he haa made?"
"?fhat "wouldn't Interest me,'* 'sold
Mary.
"What's your proposition then?" ask
??d Martin. "State your terms."
"My prrsent salary deuhled," said the
business woman promptly.
"I'm ? that's pretty steep."
"You told me what I'd done already
w?a worth $30,000 to you," retorted
Mary.
"Merely a flgnre of ipwh, my dear," (
said Martin. "Let'* see. you're getting
$40 a week, and" ?
"Fitly dollars, and I want $100."
"Sounds like a hold up."
"Then let's drop It. This new con
tract was your tilon. not mine. Good
evening" ?
She moved to the door. I
"Hold on, hold on," Martin cried aft
er her. "I was simply figuring," he er?
"Then lat'i drop It."
plained; Ml you what 1 11 do. Seven
ty-fire dollar* n irteh and 10 per cent
of what h? makes."
"All right. I'll go you," an id Mary.
"Good." said Mr. Martin.
"Will you Jimt write me a note stat
ing the facta and consideration ?"' Mary
pursued.
"Certainly."
He began to write, and aa his pen
mored across the [?a|K?r Mary went on:
"Aa soon na yon Bee Rodney you'll
hare to discharge me." j
"I will, violently. I'm a pretty good
actor under your direction.**
CHAPTER V.
PmIi Progress.
RODNEY left the club and went
home. He skipped upstairs to
his room two steps at a time |
and began Hinging things out,
of drawers and chiffoniers. What
trunk should he take- that new one1
ha bud made In Pari* laat summer j
"before the war 7" No. be could seud (
for that later, .and heeldee, be didn't
wnnt atoy away from Mary any
longer than he could help. He wouldn't
take all bin things Jnat now; he would
leave a good many behind, so that his
fatlier would Ik? sorry If he 'ever came
into his room again after hla baby boy .
waa gone. He would not take a trunk |
at all now? Jnat hla kit bag. Where I
was that kit hag? Johnson would
know. I
He started to ring for Johnson and ?
then checked himself. He would not
say anything to the servants yet. He
didn't want them to be a party to thla
painful scene. He would leere them I
HMnfqriQcd np?J keo^bls father gue*% |
Ink a little while.- TlewouTd go and (
get that kit bag himself. It waa Id the
garret moat llkeljfc.
He had sneaked up the narrow gar
ret staircase, the boarda rrenktng now
and then beneath his tread. Just am
they uee<l to do when he wan a child.
Under the envee he spied his kit bag,
covered with dust. He dragged at It
and a pile of maim sines and odds add
enda of books fell forward across hia j
arms. One of them was * battered 1
caah book, or old. diary, bound with a'
black mid white back, and with many
recipe* written In a refined feminine
hand on lta blank pages.
Rodney remembered this welL It
was a real heirloom from the Earlee,
his mother'* people, who had prided
themaclvcM on "setting a good table*"
Rodney snt down on his dusty kit
bag and turned over the yellowing
pages Idly. Some of the recipes were
in an even older hand than his moth
er's? hlH grandmother's or Ills maiden
I aunts' probably? nnd now and then, In
I b4?J mother's hand again, there would
be a comment written In the margin,
"Very choice" or "Kxtra good" or
"Well worth trying." The recipes for
these tasty old dishes looked good.
Rodney decided to tuck the book in
' with his own things, a venial theft.
1 and put it by some day for himself and
Mary.
! They certainly did sound good. "Old
Farrtngton meat pie," "Tlannah Earle'a
gold nnd silver rake," "Hunan Pitcher's 1
everlasting fruit rake." Yes. he would
take It. And here was a formula even
for soap, and In his mother'* hand or
| his grandmother's, he could not be
| Bure which, was the quaint ranrgtnal
bote: "The cheapest soap In tho world.
? Unlucky for dirt." And ho he had
pitched the old hook Into the bag,
stolen down the attic stairs again and
bounded, dusty kit bog and all, Into
tho little waiting room where Mary
eat.
I Dear >fary! j
i And she bud let him hug her? the
flint t jib to of the bliss to on me. How
aweot and wonderful she was!
| When be woke in the morning he
rubbed bis eye* n moment lu bewilder
ment at bin unaccustomed surround
ings. And Immediately the memory
of Mary Orayson swept over birn
again, fresh urid uudlmmed. He would
call up Mary on the telephone before
?he gut away to the oOlce. And, by
the way. be had an idea to tell her too.
He whs going to make soap, like his
father. The old cook book bad given J
him the Idea. He left bis toffee scarce- 1
ly tasted and dew to a booth at the'
club.
"Well. Mary," he shouted through
the receiver, which smelt of cigarette#,
"did you know I'd lost my Job?"
"Yes," , snid Mary's voice at a dis
tance. "1 suppose 1 *hii)l lose mine,
too. If I don't give you up."
| "We should be friends In need, then,"
I bawled Rodney nt his end.
I "Oh. Rodney, I'm so sorry," said
Mary.
"Nonsense, you've tnnde my future.
Without you I'd never have got the
Idea? the big Idea."
"Idea for what?"
"The idea fo mnke money out of?
that's all you need? nnd, Just think, I
found It in nn old book"?
"What Idea? what book?"
"It's a cook book."
"What on earth"?
"Well, you see. when I was packing
I stumbled ncroKs an old family cook
book. It fell open at a certain page
fate was on the Job? it was a hunch"?
"But what Is It?"
"It's an old family recipe for mak
ing cheap soap. It says It's tJie cheap
est soap In the worjd, cheaper even
then the manufacturers mako It. I'm
going Into the soap buHlneea."
"wiM.*r
"Bute -fnilier dl<J-l?iok at the money
be made. Why shouldn't I?"
"You're Joking."
"I'm in dead earnest I'm going to
buok the trust. You see, I'll have all
the popular sympathy ? Independent
young son of soap' klnic fights father?
don't buy from the trust."
"But Is that very nice to your fa
ther r
"Has he been very nice to me? It'f
great! Down with monopoly! Hur
rah for the people! I've hei|rd political
speeches like that1. Hurrah for ttfs
people's soap! That Isn't a bad name
either? the people's soapr*
"Bnt you haven't any capital."
"I never thought of that."
"You'd need a lot of money too."
"Well." Rod nef said, "'well, Ilf Just
have to get It, that's all, aud you'll be
my secretary."
"Rodney, you must stop talking or
you'll go stony broke with this long
coll!" yelled Mary.
"Well, when can I see you afralD?"
Rodney persisted.
"1 shall bo at the office till 8," said
Mary.
"I'll drop In. Katber may be t?omo
with the gftut," Hodftoj inswtred. . .
- ? o
Rodney bung up t?e receiver and
turned away reluctantly. Mary's voice!
?wasn't It the moat wonderful voice In
the world? Ha took out a cigarette
and lit It, finding a quiet eeat near the
Forty-fourth street window to alt down
and think thtnga over.
Ha anned himself with a newspaper, j
?o ttuit he could occasionally hold it
'ttp and word off unwelcome chatterers
who might disturb his train of thought.
The armament was not modern enough,
however, to repel tha attack of tha
1 alert young man wha presently cams
and peered over the top of his paper.
"Well. Ambrose Peele." said Rodney,
looking up.
"That's me absolutely," said Mr.
Peale. "The name at your sen lce. Bo
you remember me. eh?"
The sight of Peale's keen and eager
face took Rodney back two years at a
jump. The two boys bad met one
night in the lobby of a Beaton theater. ,
'"Well, Mary, did yoj know I'd lott my
jobr*
i The occasion hod been an egg fight,
not between Rodney and Ambrose
Peale, bnt between the audience and
the stage. It had been a very "lively
| and savory affair Indeed, ..quite effl
| clently carried through by tbe college
students acattered ont In front.
It had lieen a college play and had
seemed to the fltudent-obsCrvcra of It
bo lacking In verisimilitude that they
had set up a counter demonstration In
I front to show probably what real col
j lege life ' wo* like. Rodney hnd not
thrown a it j* eggs himself. becAnae be
had forgoftiro tp bring any with him,
* circumstance' Which was the saving
of him, for it hnd been noted by Peafe?
tbe manager of the piece, and brought
him to tl?e rescue. Peale had been
very decent to him and kept him ottt
of jail, thereby saving him numerous
cats, unlike the other fellows who had
been duly haled before the dean and
suspended, besides figuring In tbe head
lines of the Boston papers.
Mr. Peale vowed be had been look*
Ing or Rodney for a week, but with I
bo success.;
,rVery mysterious about yon up on
the avenue yesterday," he ssld.
"What's up?"
"Just a little family row," anid* Rod
ney. "Wlint's your line nowi"
"Well, I'm still In the show busi
ness," said Peals. "Ever see tbe *Bell#
of Broadway?* Great show, great girls,
great cast." 00*
"Oh, are yon an actor?" aaked Rod*
nsy carelessly.
"An actor? I should pkf not," aald
Peale scornfully. "I'm a press agent"
"Ob. 1 see! " aald Rodney.
"But say," rattled Peale; "be sure to
catch that nhow. It may lesvo town
soon? out of town bookings,, you know
?but remember the name, 'Bells of
Broadway.' "
"I've hest-d of It." said Rodney.
"Well. If you'll sxcusis me, I've beta
looking for yoiji to talk business with
y<*. Shall I blew awsyr a*k?l Pesje.
/?B ?ui?lj, ?reiy.- r.Jolma
IlAdne)'. wltb nn biwnnl wink. T? I
business maiktiow. Bias* away, aa you
1 ' ,
"Well. rssle reminlacefct
ly, "1 "could see at once you weren't an
egg thrower, bnt I wouldn't have
blamed you snyhow. It waa a rotten
the eggst" put In Rodney, amll- 1
*g i
?"Absolutely." as Id Pesle. "Now, Vm
not much on hsndlgg myself flowers
?cross the footlffchts, bnt do yon hap
pen to remember what I did for you?"
"Yon fl*ed things up with tbe chief
of police," said Rodney, "and kept ros
from Iteing expelled."
"And-iou said ac/ time jou could
4e anything for me"^
TKirt ?tltf trwe." Mid Rodney.
"JoOr* liutueuM. MOO Now. if. tkte
way? bate ? ctuilr-betweoo you aixl
me fbe Relle of Broadway* is an aw
ful tblug Btwlneee gone to pot? eoine
thliiK n gttfrto I* done. Thafc'a my bual
n*u Willi VoA.**
-With m#r Mid Rodney
"You're gut an aerot'lane. baren't
you?'* !u?|nlred Peale>plalntlTely.
Tm? but"- begen Uoduev 'Lefi
Co upetatr* then." be added aa As after
thought. J
He knew Penle of oU and that If be
got. etartrd thitw wm nothing that
eookl bmib bis voice for otter mem
ber* In the big room In tlie Forty
fourtb ains't *ide apetaln tbey would
be unmolested at this hour ot tbe morn
ing. Peale followed hbn t* a docile
rmnii-.? - ' ' : fa :
-TbM ?crrrtfclag'a til riaht " ..id
x.w.
l?dlt.* I?rt7-JnlU CUrH-tomomnr
2f.' ? "f ??PUn?^. with
-Wh?tr
--fa
"Sural Soma stuut toa Narar
ion?. Julia'. ail for u. Bba'a
for any pnaa jtai '
-But I eosMn't 4? rack i tMn* aa
??." prate?i*d Rodoaf. . , ;
?a bird of ?' story. Why. you're up in
the air with the leading lady. Tbe
next night standing room only til Catch
a look at tbe girl you're stuck on. I
can see tbe beadllues now. *Soap King's
Son Takes New Star Among the Stars
With flashlight a.' ?
"But It'e. out Of tbe question." said
Rodnsy. "I woqklnt do It. that's
alL I'm not backing down from help
ing you, but there's some one who
might object."
"A girl?** asked Peale acutely.
Rodney nodded.
"I guees It's cold." Peale concluded.
"Girls are funny about their beans do
ing a little innocent think like atoptng
with some oth^r girl."
"Why don't you try somebody else?"
suggested Rodney.
"I bare! You were my last card.
Well. I'm fired r said Peale. with an
air of fiilality.
It was s stunt that woukJ have kept
things going, be protested, but now
well. the show was so bad that people
wouldn't even go to see It on a pass.
They would have to. close Saturday,
and as for Ambrose Peale. he was oat
Rodney did uot believe that an obrlous
faked up lie like that would hare done
any good, be naid. He'd feel very un- ,
comfortable at not t>etng able to oblige
an old friend otlterwise.
?*I know It's advertising," be "aid,
"but"? ? - !
."Yon h#t lt> advertising." began
Peale. warinln? op. "What made the
leading iCtoMMMf Advertising."
"But that Hurt of advertising can't be
of real value." said Rodney negligently.
"Oh, ?yi>n'r* onp of tlioae wise guys
who don't believe In advertising, are
yout" s*U1 Peale. expos filiating and ex
pounding. i "Now, don't get n?e talking
advertising. That's where I lire,
where I have my town house and
country estate, my yachts snd motors.
Thafa myi home. Maybe you think
lore la Important Piffle! Advertising,
my boy; th? power of suggestion, the
psychology of print Some old gink, a
professor of psychology, showed forty
Yasser girls the other day two sam
ples of satin, one blue, one pink, seme
grade, *amo value, name artistic
worth. One be described as a delicate
warm old rose; the other be called a
faded blue. lie asked tbem to choose
their fayorlte. Olrla picked tfte old
rose. Why? Because they'd been told
It wm wnrm and delicate. No faded
jblue for theirs. What did It? Powe^
1 it suggestion? advertising."
"You seem to know something about
|HT Rodney said aloud.
not only seem to, I do," Peal*
?greed. ' "Just before I met you I told
? younjr fellow downstairs that The i
Belle of BroHdwny' was the blggeet
bit In town. AhIc him to go to the thea
ter, give him hi* choice and I'll bet
you $4 to a fried eKg be picks 'The
Belle of Broedway.' Advertising!"
"I don't believe it," Rodney pro- '
tested. |
"Well, try it. And. say, what makes j
yon go to the theater yourself? I'll '
teB yon. It's what yon've read shout
the play or what some fellow's told I
you." I
"Why. 1 support that's true," said
Rodney, beginning to he convinced ?
little. "But I never read advertise
ments.^ "
"Oh, yon -don't, e^f Soy. what kind
of garters do yon wcsrT
| "Why, let me see. The ," ssld
Rodney. /
"Exactly," said Pea* ? "What do
jrvo know shont 'em? Nothing. Are
the) any better than any other fcnrter?
| You don't" know? I don't Mow. but all
my Jlfe every magazine I've ever look
ed Into t?*e, bail ? picttrd of ? maus
leg With ascertain kind of garter on It.
; the ? . #o when l go4tfto n ?tdre to
buy a pair of carters I Jiim naturally
say ? ?. go tin you. tod dou't read
advertisements 7 -Itotr'
"But"- tald Kodoey
| *No ?but* about it," an?wertfd Peale.
| "Advertising'* responsible for every
thing. When Bryan advertised grape
MP* do yon know ftutr He sale wear
up 0fc2 gallous a day?"
"You don't really mean it??
1 do."
"Bat 052 gallons. How do yott know
It was 0B2T' asked Rodney.
"Ill let yon Into a little secret,*' con
fided Peale "1 don't know n thing
about grape Juice? and a* long as my
health nod strength keep up f hope V
lyever shaf^-lMit if 1 sold I'd' read In ?
, #Wspaper that the eelc imd gone np
002 gallons you wouldn't have douMed
It, would yoar
."A l<?uppo?i? I IbouUto'e,'* Rodney]
M"Am! roo'd bar* Md -on*, body eta.
?ad be d bit. believed r* i too." wwt
a? PMh. ? y
CHAPTER VI.
? T "Why. be?*e ??**??. of
row*?.- Bodiiejr laughed.
rdt^toT "" "** * duck aar' *"
"*>?. *>?" aU Rodney At IV
>"?? oftfu. '
"D? 70* Iumv anytblof afulnat tbe
Oatkf
-Xo.- Pa. ; ', . yfcjW
" Exactly, When ? duck lay* nil en
? tool and kaepa quiet a boat It
b? *b?n ? Wn doas. Illy boy? doc*,
??<*. aU ocer the place Ailvcrttatajt
?o job eat hen'i qp.
?V|*o am beginning to cooTlan mm."
latlffeu* Bod Dev. EI* was becinalaa
to irat aadted.
"Too really baUete that with prepar
adrertlalnx you could build op a freat
l*Ufc>W*T' b* naked.
?An eetor? I should uy not. I'm a
prose agent." ' I
"Helfere! I-ooF around j-na. Erery
thing'* doing It" declared Peale.
*'Do you went to work for m?r
"Sore! Now." * J
"What'i your selesr** aoked Rod
ney, the new buatnees man.
*Tr? l<een Retting $00, but I'?
worth $75," said Peel* quickly.
-1'U glre you $100;" Rodney told
I him.
"Wbntn your hnglncas counterfeit
! log?" asked Peale skeptically.
"No. It's"? began Rodney.
".pon't tell mo." Paolo Interrupted.
"Ai loug aa It doesn't send me to atata
prtoon or the -chair tfa all right
| Could 1 liave aliout $23 ad ranee on sal
ary howr
"Oh, all right." said Rodney, hand
< Ing him the money.
"Just aa anevkleoceof good faith,"
Peale explained, counting the crisp
bill*. "Well. now. Pm working for
yon. What hnainetia are yoo tat" ha
began njc>?hi.
"The nonp buxluena," aald Rodney
boldly.
"Nice rlean business. With father?"
faked Peale. grinning. ?
"Agalnat him." explained Rodney.
-Ohf said Peale.
Rodney reminded him that he and
hia father hnA.<0*d. a quarrel, and
Peale agreed veify syAparbetleally that
father* were very unreanonable these
days.
Finally Peale commented. "Do yoo
know why your father la the aoap
king?" -
"1 suppose liecaune he controls all the
*oap busluesa In the country except
oae," said Rodney.
"Exactly, and the, way be keeps con
trol of It Is by buying out all Ala lire
competitors. And bow here's a blue
ribbon champion of the world scheme.
Why don't we make good and sell out
to father!"
"No; 1 don't care to do that. I want
to make good myself," aald Rodney.
"Well, If father la forced to boy yoo
out, Isu't that enough 7 What do you
want?" asked Peale:
"Pre got to be a socceea myself. Pre
got to show father and? Mlsa Gray
son," explained Rodney. He went on
further:
"Too see father says 1 can't earn $&
a week."
"He trot right. U her queried Pm)*.
"No, sir; you'll eee." Bodnoy
?d proudly.
"1 hope ma,' hM TmI* (lryly- "Ai
that It'. ? pretty bxifh J<* mUI mm ??a?
V father*. eaalMf ue."
"I eappoee it ta." Kndney agreed.
When poor Balmy trotted out tbe
story of tli* oookbook tmmlx wanted
to know U he vu "kUdlni blot." bat
grew IMS ekefrtkttl when he beard *11
there w?? -to heer about the ?beape?
?otp lb tbe world. It wee e iOod line,
he Mid, the rbeapMt eoep. Bow could
they um 111 be tmiulrad, pauelng end
thtnkliiK deeply, while Rodney wee
loM In liuelneee meditation too.
Suddenly Rodney celled oat:
"PMle. I've got en entirely different
"Well, dnt't l>e eelfl.b. ttare It wttb
ne," Mia tile partner. _
(T? W OoMMswi i
Flowers! Flowir*!
For AO Owiw
Rom. Valllea. Orchids. VioUu
and Carnations a specialty.
Wedding Booquets and Decor
ations. Floral Offerinc* M??
ranged in latest art. WrlU at
for prlec list of yoar ne?d* In
Cut Flowers or Plants At all
Undt. All communications
promptly executed by
"Our n^w la Oiowtai"
FLoee Mt.
JLSSS&5? %
8TRONO AJIO WKLL AS HVUt.
Fred Smith, lit Halo St.. arm
H*r. Wit, ux: "I Buffered a Ions
r.a7,"?!rr^z
aggravate. aymptome of kidney
tronble; coU weather sake, aching
Jolnta. km, *o*ele>. and Irrecnlar
bladder action more unbearable.
Foley Kidney PI1U belp the kidney,
eliminate paln-cau.1ng poleone. t>a?~
euport Pharmacy.
Moat Pamoao River.
KaMglon. hletory. ai|d nature cam
ipire to make I Be Jordan "
Camoua rtear o t the earth
the boata at Iernsl war* led I
Promtaad Land: la It*
Christian right of baptlam bad It*
birth; a* and dowfi tta Taller -m eay
rlrll'satloaa la the morning of htotery
roee and fell. Perhape the etraanat
thing about thla famona dear U that
adbe of the aaclenu erer gueeaed that
nature ram
M> the m.-jt
a. AcrCMfll
led Ime i*
wetere ife
tta meath waa below the level of the
?ea. It waa not tmtU 1(T4 that accr
rate maaaarameatg were made a a*
the mouth 01 the titer waa foead I4M
taet below the JtedttamwaaB, lea*
nu ? good mn
for iroMtca vionm
bat rmtf n??l>im IMIK are
b*a( obtdnaj by treatise ItMHt.
tl?er lntootlaal troaklaa *ltl
pur* TH"t?hl< *111, vhtcb ealrt a
cleaaelac, aoothing ul portfytai
lotion span the lower bowolo. re
ipotIhc the obetrurtlono of palooe
one (Mil mittH ml ium ul ?re
*?!?( Ihoir ibMrttlon b7 lb*
Moid Thle <?>?, the foe* to lll ir
ci fro* pimi* trom the ? beat a el.. ??
'braeaUtlon rea 4o? Ml ateeiaoh
?rooblee qaiskl? Ilwtmr. v .
Oeo H Mayr tor >? mn ? l*M
In* f'hlrafo dra^alet. mr*d hlBMH
*ad many of hit frUnda, ?( atoaer.h
litre aad .-aleotlahl trnub:** of roan
?Uadlng by tfila troitmeat. ail?M
*q or ***fiil wa* ty remedy he <nl>
?J that M baa Mm beea plao*4 la
the ban da or druicjlata all oyer lb*
I cooairy. aba ten hM tboaaaada at
bauttlaa ,
Tbooth ebooletaly baraalraa. the
e*eot at tb* Ml od loin* la ???eteet ta
?oaTlnoa any oaa of Hi yenarhable ?<
eVeoUreneaa, and wtthla It hoar*
the eaffarer fa-la like a aav taraui
Mayr i Wondorfnl Roaiodr la *old
b? drUMllti *r*rrwbor* vltb tb*
vadtlTa aaleretaetNng (hat yoar
aaoaar will te Mond*d without
Qaaattaa ar onlMil* II OKI bottle
?wia to flea yea akaoftta ?#tlff^a.