that they had quite as involuntarily straightened
in theirs. As the head of the firm, Hugh Benson, after a moment's pause,
answered, in a quietly firm tone which made Richard regard him with
fresh respect:

"If it didn't, Mr. Kendrick, I shouldn't want to be my father's
successor. He may have been a failure in business, but it was not for
want of absolute integrity."

The keen eyes softened as they rested on the young man's face, and Mr.
Kendrick bent his head, as if he would do honour to the memory of a
father who, however unsuccessful as the world judges success, could make
a son speak as this son had spoken. "I am sure that is true, Mr.
Benson," he said, and paused for a moment before he went on:

"It is the foundation principle of business--that a reputation for
trustworthiness can be built only on the rock of real merit. The
appearance of the store must not tell one lie--not one--from front door
to back--not even the shadow of a lie. Nothing must be left to the
customer's discretion. If he pays so much money he must get so much
value, whether he knows it or not." He stopped abruptly, waited for a
little, his eyes searching the faces before him. Then he said, with a
change of tone:

"Do you want to tell me something about the management of the business,
gentlemen?"

"We want to do just that, Mr. Kendrick," Benson answered.

So they set it before him, he and Alfred Carson, as they had worked it
out, Richard remaining silent, even when appealed to, merely saying
quietly: "I'm only the crudest kind of a beginner--you fellows will have
to do the talking," and so leaving it all to the others. They showed Mr.
Kendrick the books of the firm, they explained to him their system of
buying, of analyzing their sales that they might learn how to buy at
best advantage and sell at greatest profit; of getting rid of goods
quickly by attractive advertising; of all manner of details large and
small, such as pertain to the conduct of a business of the character of
theirs.

They grew eager, enthusiastic, as they talked, for they found their
listener ready of understanding, quick of appreciation, kindly of
criticism, yet so skilful at putting a finger on their weak places that
they could only wonder and take earnest heed of every word he said. As
Richard watched him, he found himself understanding a little Matthew
Kendrick's extraordinary success. If his personality was still one to
make a powerful impression on all who came i