It was in the middle of winter, the dull season after the Christmas trade, and before the spring activity begins, and Gardiner had allowed a higher priced clerk to go, believing that he could handle all the business with the assistance of Burton. This, although it entailed more work, was to the young man’s advantage, as it brought him into close and almost constant contact with his employer, and forced him to attempt many things that he would otherwise have left to more experienced hands. Already he found it unnecessary to summon Gardiner when a lady asked for three-quarters of a yard of velvet, cut on the bias; could discuss the merits of Dongola and calf with the assurance of an expert, and tell at a glance whether goods would “wash.” But there were other things he found more difficult to learn.
Mrs. Mandle was in search of cotton—good, strong cotton, not too dear. Burton showed her an eight-cent web which he thought conformed to her specifications. After a lengthy examination, the good lady admitted that it satisfied her in some ways, but not in others. “The price is about what I wanted,” she said, “but the quality is very poor.”
“Indeed, we have sold a great deal of that cotton, and it seems to give good satisfaction.”
“Oh, so it might, for some work, but it hardly suits me. I guess I will just step around to the Sempter Trading Company and see what they can let me have.”
“Well, look at this,” said Burton, producing another web.
“Yes, that’s about what I wanted. And what will the price on that be?”
“Ten cents! What a dreadful price for a piece of cotton. My, everything is getting so dear, I can’t see what we farmers are comin’ to. Mrs. Winters sent to Winnipeg for hers, and you ought to see it—the very loveliest cotton, and only six and a half cents, and a box of slate pencils thrown in for the children. No, dear me, I couldn’t pay such a price as that. I might, yes, I would be willing to pay eight cents for it, the same as the other, now, an’ you’re makin’ a good profit on it at that.”
“I am sorry, Madam,” said Burton, trying not to be annoyed at her attempt to take charge of the firm’s business, “but our prices are as close as we find it possible to handle the goods, especially on staples like cotton. That is a really good article; may I cut off the amount you require?”