Chapter 38

THE CONVERT

Old Home Week passed in a burst of glory and profit. True to its troublous type, the "Clarion" had interfered with the profit, in two brief, lively, and effective campaigns. It had published a roster of hotels which, after agreeing not to raise rates for the week, had reverted to the old, tried and true principle of "all the traffic can bear," with comparative tables, thereby causing great distress of mind and pocket among the piratical. Backed by the Consumers' League, it had again taken up the cudgels for the store employees, demanding that they receive pay for overtime during the celebration and winning a partial victory. No little rancor was, of course, stirred up among the advertisers. The usual threats were made. But the business interests of Worthington had begun to learn that threatening the "Clarion" was a futile procedure, while advertisers were coming to a realization of the fact that they couldn't afford to stay out of so strong a medium, even at increased rates.

The raise in the advertising schedule had been partly Esmé Elliot's doing. As a condition of her engagement to Hal, she demanded a resumption of the old partnership. Entered into lightly, it soon became of serious moment, for the girl had a natural gift for affairs. When she learned that on the basis of circulation the "Clarion" would be justified in increasing its advertising card by forty per cent, but dared not do so because of the narrow margin upon which it was working, she insisted upon the measure, supporting her argument with a considerable sum of money of her own. Hal revolted at this, but she pleaded so sweetly that he finally consented to regard it as a reserve fund. It was never called for. The turn of the tide had come for the paper. It lost few old advertisers and put on new ones. It was a success.

No one was more delighted than Dr. Surtaine. Forgetting his own prophecies of disaster he exalted Hal to the skies as a chip of the old block, an inheritor of his own genius for business.

"Knew all along he had the stuff in him," he would declare buoyantly. "Look at the 'Clarion' now! Most independent, you-be-damned sheet in the country. And what about the chaps that were going to put it out of business? Eating out of its hand!"

Of Esmé the old quack was quite as proud as of Hal. To him she embodied and typified, in its extreme form, those things which all his money could not buy. That she disliked the Certina business and made no secret of the fact did not in the least interfere with a genuine liking between herself and its proprietor. Dr. Surtaine could not discuss Certina with Hal: there were too many wounds still open between them. But with Esmé he could, and often did. Her attitude struck him as nicely philosophic and impersonal, if a bit disdainful. And in these days he had to talk to some one, for he was swollen