NO FIGURE was more familiar to the downtown streets of those days than that of the young promoter of Ornaby Addition. Always in a hurry and usually with eyes fixed on what appeared to be something important in the distance, he had the air of a man hastening to complete a profitable transaction before traintime. Now and then, as he strode along, his coat blowing out behind him in the spring breeze, his gaze would be not upon the distance, but eagerly engaged in computations, with the aid of a shabby memorandum book and an obviously dangerous fountain pen. Moreover, the shabbiness of the memorandum book was not out of keeping with the rest of him; for here again Harlan’s sketch of his brother failed to exaggerate. Dan’s metropolitan gloss had disappeared almost in a day, and though it might make a brief reappearance upon Sundays, when he walked to church with his mother and swung the gold-topped cane as he talked earnestly to her of Ornaby Addition, yet for the rest of the week he did seem to be almost unconscious, as Harlan said, of what he wore; so much so that his mother gently scolded him about it.
“What will people think of me,” she asked, “if you insist on going about with two buttons off your vest, and looking as if you haven’t had anything pressed since the flood? Whenever I do get one of your suits to look respectable, you wear it out to the farm and forget to put your overalls on, and then you climb trees, I suppose, or something else as destructive; and after that you rush off downtown where everybody sees you looking like the Old Scratch—that’s what your father said, and it troubles him, too, dear. You were so particular all through college, always just the very pink of fashion, and now, all of a sudden, you’ve changed the way some young men do when they’ve married and get careworn over having two or three babies at home. Won’t you try to reform, dear?”
He laughed and petted her, and went on as before, unreformed. Clerks, glancing out of the great plate-glass windows of a trust company, would giggle as they saw him hurrying by on his way from one office to another, rehearsing to himself as he went and disfiguring his memorandum book with hasty new mathematics. “There it goes again!” they would say, perhaps. “Big Chief Ten-Years-From-Now, rushin’ the season in year-before-last’s straw hat and a Seymour coat! Look at him talkin’ to his old notebook, though! Guess that’s about all he’s got left he can talk to without gettin’ laughed to death!”
Dan found one listener, however, who did not laugh, but listened to him without interruption, until the oration was concluded, although it was unduly protracted under the encouragement of such benevolent circumstance. This was Mr. Joseph Kohn, the father of Dan’s former partner in the ornamental bracket business. Kohn & Sons was an establishment formerly mentioned by National Avenue as a “cheap Jew dry-goods store”; and prosperous housewives usually laughed apologetically about anything they happened to have bought there. But, as the years went by, the façade of Kohn & Sons widened; small shops on each side were annexed, and the “cheap dry-goods store” was spoken of as a “cheap department store,” until in time it became customary to omit the word “cheap.” Old Joe Kohn was one of the directors of the First National Bank; he enjoyed the friendship of the president of that institution, and was mentioned in a tone of respect by even the acrid Shelby.
In the presence of this power in the land, then, Dan was profuse of his utmost possible eloquence. Unchecked, he became even grandiose, while the quiet figure at the desk smoked a cigar thoughtfully; and young Sam Kohn, not yet admitted to partnership with his father and older brother, but a floor-walker in the salesrooms below, sat with his elbows on his knees and his chin on his fists, listening with admiration.
“My gracious, Dan,” he said, when the conclusion at last appeared to have been reached;—“you are certainly a natural-born goods seller! I wish we had you on the road for us.”
“Yes, Sam,” his father agreed pleasantly. “He talks pretty good. I don’t know as I seldom heard no better.”
“But what do you think of it?” the eager Dan urged. “What I want to know: Don’t you think I’ve made my case? Don’t you believe that Ornaby Addition——”
“Let’s wait a minute,” Mr. Kohn interrupted quietly. “Let’s listen here a minute. First, there’s the distance. You say yourself Shelby says he ain’t goin’ to put no car line out there; and it’s true he ain’t.”
“But I told you I haven’t given that up, Mr. Kohn. I expect to have another talk with Mr. Shelby next week.”