"Just a moment," said Brainard. "I think I can show that you're mistaken. I found out that Pepper was doing the wrong thing--by the first rule of criticism (freshman English): 'What is the author trying to do? Does he do it? Is it worth doing?' Substitute 'advertising man' for 'author' and you have a business that is worth doing (since you continue it)--and by the other two questions I saw his incongruity of subject-matter and expression.' My economics taught me the 'law of supply and demand.' 'Analytical research of original authorities' taught me where the demand was. There was only the problem of a cause to stimulate it. Through deductive logic' and 'psychology' I got the cause that would appeal, and the effect worked out in an increased demand which we were ready to supply--just like a problem in math." The elder man smiled. "I don't understand a word you say, but it seems to have _worked_ well. In the future, bring in as many of your Noughty friends as we need. I'll answer for Kaufmann." The other shook his head. "I'm not sure they would be any too anxious." Houghton gasped in surprise. "What's that--they wouldn't be anxious to go into _business_! Why not?" "Why not?" There was equal amazement in the younger man's tone. "Would you be anxious to leave a place where you're surrounded by friends you've tried--friends that won't stab you in the back the next minute and call it a 'business deal'--where you're respected and in control of things, and plunge out to become a freshman in the world-life, to do the sorting and trying all over again?" "I remember--I remember----" "And besides, what right has any one to assume that _business_ is above art, charity or even mere learning? Billy Tompkins, in the slums helping dagoes, is a failure to his father--so is Aspwell with his opera--so is Williams with his spectacles in his lab. But--who knows--when the Great Business is finally balanced----" He stopped, conscious that he was growing too rhetorical. "If you loved college ideals so much more than business," observed Houghton, "then why did you come to us?" A different light stole into the younger man's eyes. "Because"--he answered, "because I loved something else better than either." And he reached his hand under the cloth to one who understood. That is all--except that the next offer of Consolidated Pepsin was, "Will you please name your own terms?" THE TEWANA BY HERMAN WHITAKER Reprinted from _The Blue Mule_ _A Western Magazine of Stories_, of February, 1906 by permission