"Fie, Mr. Carson," said the old man, with, however, a kind look at the young man, who, he knew, did not mean to flatter him but to speak the undeniable truth, "you must remember the old saying about praise to the face. Still, I must break that rule myself when I tell you all that I am greatly pleased with the appearance of the place, and with all that meets the eye in a brief visit."
Richard glowed with satisfaction at this, but both Benson and Carson appeared to be waiting for more. The old man looked at them and nodded.
"You have both had much more experience than this boy of mine," said he, "and you know that all has not been said when due acknowledgment has been made of the appearance of a place of business. What I want to know, gentlemen, is—does the appearance tell the absolute truth about the integrity of the business?"
Richard looked at him quickly, for with the last words his grandfather's tone had changed from mere suavity to a sudden suggestion of sternness. Instinctively he straightened in his chair, and his glance at the other two young men showed that they had quite as involuntarily straightened in theirs. As the head of the firm, Hugh Benson, after a moment's pause, answered, in a quietly firm tone which made Richard regard him with fresh respect:
"If it didn't, Mr. Kendrick, I shouldn't want to be my father's successor. He may have been a failure in business, but it was not for want of absolute integrity."
The keen eyes softened as they rested on the young man's face, and Mr. Kendrick bent his head, as if he would do honour to the memory of a father who, however unsuccessful as the world judges success, could make a son speak as this son had spoken. "I am sure that is true, Mr. Benson," he said, and paused for a moment before he went on:
"It is the foundation principle of business—that a reputation for trustworthiness can be built only on the rock of real merit. The appearance of the store must not tell one lie—not one—from front door to back—not even the shadow of a lie. Nothing must be left to the customer's discretion. If he pays so much money he must get so much value, whether he knows it or not." He stopped abruptly, waited for a little, his eyes searching the faces before him. Then he said, with a change of tone:
"Do you want to tell me something about the management of the business, gentlemen?"
"We want to do just that, Mr. Kendrick," Benson answered.
So they set it before him, he and Alfred Carson, as they had worked it out, Richard remaining silent, even when appealed to, merely saying quietly: "I'm only the crudest kind of a beginner—you fellows will have to do the talking," and so leaving it all to the others. They showed Mr. Kendrick the books of the firm, they explained to him their system of buying, of analyzing their sales that they might learn how to buy at best advantage and sell at greatest profit; of getting rid of goods quickly by attractive advertising; of all manner of details large and small, such as pertain to the conduct of a business of the character of theirs.