There was a note in her voice which seemed to suggest that she had considerable doubt about Albert's optimism, and as time went on her own fears proved to have been well grounded. The truth was, as Lucilla knew, that George Grice & Son had become old-fashioned. George had got into a rut, and nothing could lift him out of it. Instead of laying in what his customers wanted, or developing new lines of trade, he went on in the way to which he had become accustomed, dealing with the same firms, driving away travellers who wanted to introduce new goods, refusing to march with the times. And nobody knew this better than Jeckie Farnish, who welcomed anything new and up-to-date, studied the likes, pleasures, and convenience of her customers in everything, and, in her shop and in all her dealings, cultivated a suavity and charm of manner which sometimes made Farnish and Rushie wonder if she were the same woman to whose sharp tongue and hard words they were not infrequently treated. "You take good care never to speak to customers as you speak to me," remonstrated Rushie on one occasion. "You're as mealy-mouthed as ever they make 'em when you're in t'shop, even if it's in servin' naught but a pennorth o' pepper! It's all smiles and soft talk then--t'customers is fair fawned on when you're behind t'counter!" "I'm makin' my money out o' customers!" retorted Jeckie. "I'm makin' none out o' you, mi lass. I should be a fool, an' all, if I didn't do a bit o' soft sawderin' to folks 'at brings brass i' their hands. Pounds or pence, politeness is due to all. It costs naught." There was more gruffness than politeness across the way, and at the end of six months Lucilla knew that George Grice and Son were seriously affected. Certain old customers had stuck to the old firm; certain of the village folk still came in at the door; there were others who continued to trade with the Grices because they were in debt to them and were paying by instalments. But Lucilla knew--for she kept the books. And without saying anything to Albert, she formed plans and ideas of her own which eventually developed into a project, and one winter afternoon, when George and his son had gone to Clothford on business which required their joint presence, she boldly walked across the street, and, entering the rival establishment, marched calmly up to the mistress at the cash desk. "Good afternoon, Miss Farnish," she said, in as matter-of-fact tones as she would have employed if she had called in to change a sovereign into silver. "Can I have a word or two with you? You know me, Miss Farnish?--Mrs. Albert Grice."