Denry’s modest remuneration was to come from the shopkeepers upon whom his scheme would shower new custom. They were to allow him at least twopence in the shilling discount on all transactions, which would be more than sixteen per cent. on his capital; and he would turn over his capital three times a year. He calculated that out of fifty per cent. per annum he would be able to cover working expenses and a little over. Of course, he had to persuade the shopkeepers. He drove his mule to Hanbridge and began with Bostocks, the largest but not the most distinguished drapery house in the Five Towns. He succeeded in convincing them on every point except that of his own financial stability. Bostocks indicated their opinion that he looked far too much like a boy to be financially stable. His reply was to offer to deposit fifty pounds with them before starting business and to renew the sum in advance as quickly as the members of his club should exhaust it. Cheques talk. He departed with Bostocks’ name at the head of his list, and he used them as a clinching argument with other shops. But the prejudice against his youth was strong and general. "Yes," tradesmen would answer, "what you say is all right, but you are so young." As if to insinuate that a man must be either a rascal or a fool until he is thirty, just as he must be either a fool or a physician after he is forty. Nevertheless, he had soon compiled a list of several score shops. His mother said: "Why don’t you grow a beard? Here you spend money on razors, strops, soaps, and brushes, besides a quarter of an hour of your time every day, and cutting yourself—all to keep yourself from having something that would be the greatest help to you in business! With a beard you ’d look at least thirty-one. Your father had a splendid beard, and so could you if you chose." This was high wisdom. But he would not listen to it. The truth is, he was getting somewhat dandiacal.