LITMIR.BIZ

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of winter novelties, which was to commence the following Monday. This was an important affair, and the house was risking its fortune in it; for the rumor had some foundation, Mouret was throwing himself into speculation like a poet, with such ostentation, such a determination to attain the colossal, that everything seemed bound to give way under him. It was quite a new style of doing business, an apparent commercial recklessness which had formerly made Madame Hédouin anxious, and which even now, notwithstanding the first successes, quite dismayed those who had capital in the business. They blamed the governor in secret for going too quick; accused him of having enlarged the establishment to a dangerous extent, before making sure of a sufficient increase of custom; above all, they trembled on seeing him put all the capital into one venture, filling the place with a pile of goods without leaving a sou in the reserve fund. Thus, for this sale, after the heavy sums paid to the builders, the whole capital was out, and it was once more a question of victory or death. And he, in the midst of all this excitement, preserved a triumphant gaiety, a certainty of gaining millions, like a man worshipped by the women, and who cannot be betrayed. When Bourdoncle ventured to express certain fears with reference to the too great development given to several not very productive departments, he broke out into a laugh full of confidence, and exclaimed:

      “No fear! my dear fellow, the place is too small!”

      The other appeared dumbfounded, seized with a fear he no longer attempted to conceal. The house too small! a draper’s shop having nineteen departments, and four hundred and three employees!

      “Of course,” resumed Mouret, “we shall be obliged to enlarge our premises before another eighteen months. I’m seriously thinking about the matter. Last night Madame Desforges promised to introduce me to someone. In short, we’ll talk it over when the idea is ripe.”

      And having finished signing his drafts, he got up, and tapped his lieutenant on the shoulder in a friendly manner, but the latter could not get over his astonishment. The fright felt by the prudent people around him amused Mouret. In one of his fits of brusque frankness with which he sometimes overwhelmed his familiars, he declared he was at heart a bigger Jew than all the Jews in the world; he took 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 particle of nervous fantasy, why it was, perhaps, the principal element of his luck, for he felt the invincible force of his daring reckless grace.

      “You know very well that we’ll stand by you to the last,” Bourdoncle finished by saying.

      Before going down into the various departments to give their usual look round, they settled certain other details. They examined the specimen of a little book of account forms, which Mouret had just invented for use at the counters. Having remarked that the old-fashioned goods, the dead stock, went off all the more rapidly when the commission given to the employees was high, he had based on this observation a new system. In future he intended to interest his people in the sale of all goods, giving them a commission on the smallest piece of stuff, the slightest article sold: a system which had caused a revolution in the drapery trade, creating between the salespeople a struggle for existence of which the proprietor reaped the benefit. This struggle formed his favorite method, the principle of organization he constantly applied. He excited his employees’ passions, pitted one against the other, allowed the strongest to swallow up the weakest, fattening on this interested struggle. The specimen book was approved of; at the top of the two forms—the one retained, and the one torn off—were the particulars of the department and the salesman’s number; then there were columns on both for the measurement, description of the articles sold, and the price; the salesman simply signed the bill before handing it to the cashier. In this way an easy account was kept, it sufficed to compare the bills delivered by the cashier’s department to the clearinghouse with the salesmen’s counterfoils. Every week the latter would receive their commission, and that without the least possibility of any error.

      “We sha’n’t be robbed so much,” remarked Bourdoncle, with satisfaction. “A very good idea of yours.”

      “And I thought of something else last night,” explained Mouret. “Yes, my dear fellow, at the supper. I should like to give the clearinghouse clerks a trifle for every error found in checking. You can understand that we shall then be certain they won’t pass any, for they would rather invent some.”

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

      “Well, let’s go downstairs,” resumed Mouret. “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 on the basement floor, in the Rue Neuve-Saint-Augustin. There, on a level with the pavement, was a kind of glazed cage, where the vans discharged the goods. They were weighed, and then slipped down a rapid slide, its oak and iron work shining, brightened by the chafing of goods and cases. Everything entered by this yawning trap; it was a continual swallowing up, a fall of goods, causing a roaring like that of a cataract. At the approach of big sale times especially, the slide carried down a perpetual stream of Lyons silks, English woollens, Flemish linens, Alsatian calicoes, and Rouen printed goods; and the vans were sometimes obliged to wait their turn along the street; the bales running down produced the peculiar noise made by a stone thrown into deep water.

      Mouret stopped a moment before the slide, which was in full activity. Rows of cases were going down of themselves, falling like rain from some upper stream. Then some huge bales appeared, toppling over in their descent like so many pebbles. Mouret looked on, without saying a word. But this wealth of goods rushing in at the rate of thousands of francs a minute, made his eyes glisten. He had never before had such a clear, definite idea of the struggle he was engaged in. Here was this mountain of goods that he had to launch to the four corners of Paris. He did not open his mouth, continuing his inspection.

      By the grey light penetrating the air-holes, a squad of men were receiving the goods, whilst others were undoing and opening the cases and bales in presence of the managers of different departments. A dockyard agitation filled this cellar, this basement, where wrought-iron pillars supported the arches, and the bare walls of which were cemented.

      “Have you got all there, Bouthemont?” asked Mouret, going up to 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.”

      The manager was glancing at the invoice every now and then, standing up before a large counter on which one of his salesmen was laying, one by one, the pieces of silk he was taking from the case. Behind them ran other counters, also encumbered with goods that a small army of shopmen were examining. It was a general unpacking, an apparent confusion of stuffs, examined, turned over, and marked, amidst a buzz of voices.

      Bouthemont, a celebrity in the trade, had a round, jolly face, a coal-black beard, and fine hazel eyes. Born at Montpellier, noisy, too fond of company, he was not much good for the sales, but for 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 when the old fellow thought he ought to know enough to succeed him in his business; and from that moment a rivalry sprung up between father and son, the former, all for his little country business, shocked to see a simple shopman earning three times as much as he did himself, the latter joking at the old man’s 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.

      Bourdoncle had taken up one of the pieces of silk,

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