CHAPTER IV
SIX years had wrought a wonderful change in Gate City. It had increased in size and importance. Stephen Whipple was still the only wholesale grocer of the place, and Fred Walton had become his chief assistant. He was known to be the old man's special favorite, and was living on the footing of a son in the Whipple household.
On the day that Kenneth Galt had returned to Stafford, Fred and his employer were seated in the old man's private office. Whipple had opened his heart to him in regard to a certain financial development which had gone against his interests. The old grocer's pride had been wounded as it had never been wounded before. Since the starting of the business he had been specially proud of the fact that he had been able to supply the retail dealers of Gate City with the groceries consumed by their customers as cheaply as any of the far-off markets could do, even with the freight cost added.
But in competing with his rivals for the patronage of the town, an ambitious retail dealer—a certain J. B. Thorp—to cut at Whipple, who had refused him further credit, owing to Thorp's unwillingness to meet his bills when due, began to advertise that the reason he could undersell his rivals was that he didn't stop at home to buy his supplies. This had evoked a sharp retort in “a card” in the town papers from the offended Whipple, and it had brought out further and more sarcastic allusions from Thorp. He said that it was as plain as the nose on anybody's face that a man could not have waxed so rich as the money king of Gate City had done except at the expense of the public, and he scored a commercial triumph by giving therewith a list of his retail prices for that day, which, on staple wares at least, were really as low as Whipple's salesmen could give their customers at wholesale.
The publicity of the whole thing had a bad effect on the old man's clientèle. The shrewd retailer chuckled with gratified revenge as he saw the public fairly streaming his way. The stores which were being supplied by Whipple were absolutely inactive. The clerks stood on the sidewalk ruefully regarding the human current, and, by way of amusement, laying wagers on the outgoings of Thorp's loaded delivery wagons, each of which now bore an American flag, with a motto in big black letters: “Live and Let Live! Down with the Money God of Gate City!”
Whipple's salesmen made their usual rounds among his patrons, only to meet with utter stagnation on every hand, and returned with long faces to report few if any sales. Consumers, quick to secure even an ephemeral advantage, were easily convinced that Thorp was working for their interests, and they stood by him.
“Oh, I reckon we can make shift some way, my boy,” the old man sighed; “for our business out of town is widening and growing; but in all my life I never was hit under the belt as bad as this, for I did want to hold my own here at home. And to think that I am done, and done good, by that measly Thorp, simply because we pinned down on him and forced him to pay up. It hurts like salt rubbed in a sore to be treated this way, after all I've done for the town. The boys say our best customers are paying more money than we ask right now in the Eastern markets in the effort to counteract Thorp's trickery. Do you know, I'd draw my check this minute for ten thousand round dollars and pay it to anybody who will show me a way to crush that sneaking scamp. Put the boys on their mettle, Fred; tell 'em I said fresh ideas are better than stale ones, and the man that helps me out of this tight hole will be well paid for his trouble.”
“I was hoping that it would die out in a few days,” said Walton, “but it has only grown worse. Thorp has got the upper hand, and the more we fight him the bigger advertisement he gets out of it. Johnston and Wells say they can't possibly make the payment they promised this month, owing to the big slump in their sales.”
“Well, I didn't expect it!” Whipple groaned, his head resting on his fat hand. “And the trouble is, the thing may drive many of our customers clean to the wall. Thorp would sell groceries for no profit at all for twelve months to swamp the others. The public are getting low prices, the Lord knows, but it means the ruin of regular trade and the desperation of good, energetic business men. Look here, Fred, we must down that rascal, I tell you. Start the boys to thinking. Surely among us we can turn up some plan or other.”