rade here instead of sending away for
their groceries!"

This was an important point with Mr. Graham. If there was one thing he
hated above any other it was the invasion of Hempfield by the mail-order
houses. So he turned his head to one side, frowning a little, and
listened to Nort.

"Trouble is," said Nort, "your ad isn't interesting. Same thing you've
had for ten years, and people have got so used to seeing it they don't
read it any more. Now those fellows out in Chicago are succeeding
because they know how to advertise. If you keep up with them, you've got
to change your methods. Bring your advertising up to date! I say, let's
_make_ the people read what the business people of Hempfield have got to
say to them."

Mr. Graham frowned still more deeply, wondering what all this meant and
at just what point Nort would ask him to pay something. Mr. Graham was
cynically sure that it would all boil down sooner or later to a question
of money, and he had not lived an entire lifetime in Hempfield without
being equally sure that no one would get a dime out of him without
earning every last cent of it.

Nort tore a sheet of wrapping paper from the roll and put it on the
counter.

"See here now: This is how I'd do it--just for a suggestion." And he
began to write on the paper:

Some of the Good Things one may smell
upon stepping into
JOHN G. GRAHAM'S STORE
Delicious Coffee from Brazil
Molasses from New Orleans
Spices from Araby

"What's Araby?" asked Mr. Graham. "My spices are all from Boston."

"Araby," said Nort, "is where they grow 'em."

"Oh!" said Mr. Graham.

Cookies from Buffalo
Fragrant New Cheese

"What else is it that smells?" asked Nort, lifting up his nose and
sniffing discriminatively.

Mr. Graham also lifted up his nose and sniffed, and then, looking at
Nort, solemnly remarked:

"Kerosene and codfish."

"Wouldn't make the list _too_ long, would you, Mr. Graham?"

"S'pose not, s'pose not," said Mr. Graham.

When you come into our Store
SNIFF--Then BUY.
Our prices are the lowest

"How's that, now?" exclaimed Nort, stepping back and observing his work
with delight. "Try that experiment, Mr. Graham, and then watch the
people as they come into the store. Just watch 'em. They will all be
sniffing like pointer dogs! You'll _know_ then that they have read your
advertisement."

A smile broke gradually over Mr. Graham's countenance. Nort's picture
touched his slow imaginat