"Then it's done," said H. R., with such conviction that Mr. Gwathmey filled his own lungs with oxygen. "And the designs for the various kinds of sandwich-boards, in color, with the different materials indicated. Send them to me, Allied Arts Building, won't you?" H. R. forgot to say anything about costs. Only the nobility forget such things, for the nobility know that Valiquet's work is perfect. Mr. Gwathmey therefore forgot to be cautious. He said, "Very well, Mr. Rutgers." "Thank you so much!" That little phrase of gratitude in that same tone of voice has often made plebeians feel like dying to prove _their_ gratitude. Then H. R. hesitated, looked at Mr. Gwathmey, and, recklessly vaulting over all caste-barriers, said, "I wish to shake hands with the man who designed my sandwiches!" Mr. Gwathmey actually blushed as he shook hands warmly. The moment H. R. left, Mr. Gwathmey rushed to his office to take steps to please young Mr. Rutgers. Rutgers College--culture; Hendrik--Knickerbocker; no question about price--inherited wealth; newspaper front page--somebody! A nice boy, bless him! Mr. Gwathmey at that moment was the only man who really knew H. R. Like a book! Thus are historic characters analyzed by intimate friends. Invaluable testimony! Interesting side-lights! H. R. went back to his office and began to copy Mr. Gwathmey's designs. He had barely finished when Andrew Barrett entered. He looked humorous. Young men always do when they are angry at having failed but do not wish to call it failure, and therefore must not look angry. Defeat is never a joke. Therefore a joke can never be an acknowledgment of defeat. Very easy! Origin: U. S. A. Reason: national juvenility. Before Barrett could speak H. R. asked, "Nobody would be first?" "No; nor second." "They will. Did you properly play up the wisdom and glory of being first?" "Of course." "Go back and tell them that Valiquet's will advertise with our sandwiches as soon as they have prepared artistic boards. The other men have lost the chance to be first. They are asses. Tell them so and book them for second place. Dwell strongly on the fact that the commercial standing of each shop will be determined by the richness of the sandwich-boards. Tell them confidentially that Valiquet's will do some wonderful stunts with real bronze and iridescent-glass mosaics valued at ten thousand dollars. The firm are taking big chances with breakage in a crowded avenue, but that's why they are on top of the heap. The department stores might try real lace edging and gold-thread hand-embroidery on Genoese velvet." Valiquet's advertising campaigns were models of ultra-conservatism and costly refinement. And now, sandwiches! "Have you--" began young Mr. Barrett in awed tones.