LITMIR.BIZ

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he rose, and tapped his lieutenant on the shoulder in a friendly manner, but the latter could not get over his astonishment. The fright displayed by the prudent people around him amused Mouret. In one of those fits of brusque frankness with which he sometimes overwhelmed his familiars, he declared that he was at heart a greater Jew than all the Jews in the world; he took, said he, after his father, whom he resembled physically and morally, a fellow who knew the value of money; and, if his mother had given him that dash of nervous fantasy which he displayed, it was, perhaps, the principal element of his luck, for he felt that his ability to dare everything was an invincible force.

      "Oh! You know very well that we'll stand by you to the last," Bourdoncle finished by saying.

      Then, before going down into the shop to give their usual look round, they settled certain other details. They examined a specimen of a little book of account forms, which Mouret had just invented for the use of his employees. Having remarked that the old-fashioned goods, the dead stock, went off the more rapidly the higher the commission allowed to the employees, he had based on this observation quite a new system, that of interesting his people in the sale of all the goods, giving them a commission on even the smallest piece of stuff, the most trumpery article they sold. This innovation had caused quite a revolution in the drapery trade, creating between the salespeople a struggle for existence of which the masters reaped the benefits. To foment this struggle was indeed Mouret's favourite method, the principle which he constantly applied. He excited his employees' passions, pitted one against the other, allowed the stronger to swallow up the weaker ones, and for his own part battened on this struggle of conflicting interests. The sample account book was duly approved of; at the top of each leaf on both counterfoil and bill form, appeared particulars of the department and the salesman's number; then also in duplicate came columns for the measurement, the description of the goods sold, and their price. The salesman simply signed the bill form before handing it to the cashier; and in this way an easy account was kept: it was only necessary to compare the bill-forms delivered by the cashier's department to the clearing-house with the salesmen's counterfoils. Every week the latter would receive their commission, without any possibility of error.

      "We shan't be robbed so much," remarked Bourdoncle, with satisfaction. "This was a very good idea of yours."

      "And I thought of something else last night," explained Mouret. "Yes, my dear fellow, at supper. I have an idea of giving the clearing-house clerks a little bonus for every error they detect while checking the bills. You understand, eh? Like this we shall be sure that they won't pass any, for rather than do that they'll be inventing mistakes!"

      He began to laugh, whilst the other looked at him admiringly. This new application of the struggle-for-existence theory delighted Mouret; he had a real genius for administrative functions, and dreamed of so organizing the establishment as to trade upon the selfish instincts of his employees, for the greater satisfaction of his own appetites. He often said that to make people do their best, and even to keep them fairly honest, it was first of all necessary to excite their selfish desires.

      "Well, let's go downstairs," he resumed. "We must look after this sale. The silk arrived yesterday, I believe, and Bouthemont must be getting it in now."

      Bourdoncle followed him. The receiving office was in the basement on the side of the Rue Neuve-Saint-Augustin. There, on a level with the pavement, was a kind of glazed cage, into which the vans discharged the goods. They were weighed, and then shot down a rapid slide, whose oak and iron work was polished by the constant chaffing of bales and cases. Everything entered by this yawning trap; it was a continuous swallowing up, a niagara of goods, falling with a roar like that of a torrent. At the approach of big sale times especially, the slide brought down an endless stream of Lyons silks, English woollens, Flemish linens, Alsatian calicoes, and Rouen prints. The vans were sometimes obliged to wait their turn along the street; and as each bale rushed down to the basement there arose a sound as of a stone thrown into deep water.

      On his way Mouret stopped for a moment before the slide, which was in full activity. Rows of cases were coming down of themselves, falling like rain from some upper stream. Then bales appeared, toppling over in their descent like rolling stones. Mouret looked on, without saying a word. But this wealth of goods rushing in to his establishment at the rate of thousands of francs each minute, made his clear eyes glisten. He had never before had such a clear, definite idea of the struggle he was engaged in. It was this falling mountain of goods which he must cast to the four corners of Paris. He did not open his mouth, however, but continued his inspection.

      By the grey light which came in through the large vent-holes, a squad of men were receiving the goods, whilst others removed the lids of the cases and opened the bales in presence of the managers of different departments. A dockyard kind of bustle filled this basement, whose vaulted roofing was supported by wrought-iron pillars and whose bare walls were simply cemented.

      "Have you got everything there, Bouthemont?" asked Mouret, approaching a broad-shouldered young fellow who was checking the contents of a case.

      "Yes, everything seems all right," replied he, "but the counting will take me all the morning."

      Then the manager of the silk department ran down an invoice he held, standing the while before a large counter on which one of his salesmen deposited, one by one, the pieces of silk which he took from an open case. Behind them ran other counters, also littered with goods which a small army of shopmen was examining. It was a general unpacking, a seeming confusion of stuffs, inspected, turned over, and marked, amidst a continuous buzz of voices.

      Bouthemont who was becoming a celebrity in the trade, had the round, jovial face of a right good fellow, with a coal-black beard, and fine hazel eyes. Born at Montpellier, noisy, and over fond of pleasure, he was not of much good for the sales, but in buying he had not his equal. Sent to Paris by his father, who kept a draper's shop in his native town, he had absolutely refused to return home when the old fellow, thinking that he ought to know enough to succeed him in his business, had summoned him to do so; and from that moment a rivalry had sprung up between father and son, the former, absorbed in his little country business and shocked to see a simple shopman earning three times as much as he did himself, and the latter joking at the old man's humdrum routine, chinking his money, and throwing the whole house into confusion at every flying visit he paid. Like the other managers, Bouthemont drew, besides his three thousand francs regular pay, a commission on the sales. Montpellier, surprised and respectful, whispered that young Bouthemont had made fifteen thousand francs the year before, and that that was only a beginning – people prophesied to the exasperated father that this figure would certainly increase.

      Meantime Bourdoncle had taken up one of the pieces of silk, and was examining the texture with the eye of a connoisseur. It was a faille with a blue and silver selvage, the famous Paris Delight, with which Mouret hoped to strike a decisive blow.

      "It is really very good," observed Bourdoncle.

      "And the effect it produces is better than its real quality," said Bouthemont. "Dumonteil is the only one capable of manufacturing such stuff. Last journey when I fell out with Gaujean, the latter was willing to set a hundred looms to work on this pattern, but he asked five sous a yard more."

      Nearly every month Bouthemont went to Lyons, staying there days together, living at the best hôtels, with orders to treat the manufacturers with open purse. He enjoyed, moreover, a perfect liberty, and bought what he liked, provided that he increased the yearly business of his department in a certain proportion, settled beforehand; and it was on this proportion that his commission was based. In short, his position at The Ladies' Paradise, like that of all the managers, was that of a special tradesman, in a grouping of various businesses, a sort of vast trading city.

      "So," resumed he, "it's decided we mark it at five francs twelve sous? It's barely the cost price, you know."

      "Yes, yes, five francs twelve sous," said Mouret, quickly; "and if I were alone, I'd sell it at a loss."

      The manager laughed heartily. "Oh! I don't mind, its cheapness will treble the sales and my only interest is to secure heavy receipts – "

      But Bourdoncle remained grave, biting his lips. For his part he drew his commission on the total profits, and it was not to his advantage that the prices should be lowered. As it happened, a part of his duties was to exercise

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