At seven o’clock that evening, while Mme. du Châtelet, pleading a sick headache, had gone to her room in her unhappiness over the rumors of Lucien’s departure; while M. de Comte, left to himself, was entertaining his guests at dinner—the tall Cointet and his stout brother, accompanied by Petit-Claud, opened negotiations with the competitor who had delivered himself up, bound hand and foot.
A difficulty awaited them at the outset. How was it possible to draw up a deed of partnership unless they knew David’s secret? And if David divulged his secret, he would be at the mercy of the Cointets. Petit-Claud arranged that the deed of partnership should be the first drawn up. Thereupon the tall Cointet asked to see some specimens of David’s work, and David brought out the last sheet that he had made, guaranteeing the price of production.
“Well,” said Petit-Claud, “there you have the basis of the agreement ready made. You can go into partnership on the strength of those samples, inserting a clause to protect yourselves in case the conditions of the patent are not fulfilled in the manufacturing process.”
“It is one thing to make samples of paper on a small scale in your own room with a small mould, monsieur, and another to turn out a quantity,” said the tall Cointet, addressing David. “Quite another thing, as you may judge from this single fact. We manufacture colored papers. We buy parcels of coloring absolutely identical. Every cake of indigo used for ‘blueing’ our post-demy is taken from a batch supplied by the same maker. Well, we have never yet been able to obtain two batches of precisely the same shade. There are variations in the material which we cannot detect. The quantity and the quality of the pulp modify every question at once. Suppose that you have in a caldron a quantity of ingredients of some kind (I don’t ask to know what they are), you can do as you like with them, the treatment can be uniformly applied, you can manipulate, knead, and pestle the mass at your pleasure until you have a homogeneous substance. But who will guarantee that it will be the same with a batch of five hundred reams, and that your plan will succeed in bulk?”
David, Eve, and Petit-Claud looked at one another; their eyes said many things.
“Take a somewhat similar case,” continued the tall Cointet after a pause. “You cut two or three trusses of meadow hay, and store it in a loft before ‘the heat is out of the grass,’ as the peasants say; the hay ferments, but no harm comes of it. You follow up your experiment by storing a couple of thousand trusses in a wooden barn—and, of course, the hay smoulders, and the barn blazes up like a lighted match. You are an educated man,” continued Cointet; “you can see the application for yourself. So far, you have only cut your two trusses of hay; we are afraid of setting fire to our paper-mill by bringing in a couple of thousand trusses. In other words, we may spoil more than one batch, make heavy losses, and find ourselves none the better for laying out a good deal of money.”
David was completely floored by this reasoning. Practical wisdom spoke in matter-of-fact language to theory, whose word is always for the future.
“Devil fetch me, if I’ll sign such a deed of partnership!” the stout Cointet cried bluntly. “You may throw away your money if you like, Boniface; as for me, I shall keep mine. Here is my offer—to pay M. Séchard’s debts and six thousand francs, and another three thousand francs in bills at twelve and fifteen months,” he added. “That will be quite enough risk to run.—We have a balance of twelve thousand francs against Métivier. That will make fifteen thousand francs.—That is all that I would pay for the secret if I were going to exploit it for myself. So this is the great discovery that you were talking about, Boniface! Many thanks! I thought you had more sense. No, you can’t call this business.”
“The question for you,” said Petit-Claud, undismayed by the explosion, “resolves itself into this: ‘Do you care to risk twenty thousand francs to buy a secret that may make rich men of you?’ Why, the risk usually is in proportion to the profit, gentlemen. You stake twenty thousand francs on your luck. A gambler puts down a louis at roulette for a chance of winning thirty-six, but he knows that the louis is lost. Do the same.”
“I must have time to think it over,” said the stout Cointet; “I am not so clever as my brother. I am a plain, straight-forward sort of chap, that only knows one thing—how to print prayer-books at twenty sous and sell them for two francs. Where I see an invention that has only been tried once, I see ruin. You succeed with the first batch, you spoil the next, you go on, and you are drawn in; for once put an arm into that machinery, the rest of you follows,” and he related an anecdote very much to the point—how a Bordeaux merchant had ruined himself by following a scientific man’s advice, and trying to bring the Landes into cultivation; and followed up the tale with half-a-dozen similar instances of agricultural and commercial failures nearer home in the departments of the Charente and Dordogne. He waxed warm over his recitals. He would not listen to another word. Petit-Claud’s demurs, so far from soothing the stout Cointet, appeared to irritate him.