going to pose for me, too, in the bread line. He
looked a little queer when I asked him, but he laughed the
next instant and said he would. Isn't he fine?

"TRUE.

"P.P.S.--Bates was in, too. He was flourishing a paper
triumphantly and saying, 'You fellows don't think I have any
contracts, do you?' He said that two or three times, and
then sat down and told us all over a lot of stuff we've
heard before--at least, it sounded like it. When he went out
he accidentally dropped the paper on the floor. Perny picked
it up and looked at it. It was a contract for a two-line
cosmetic ad in two issues for two dollars! Perny figured up
and found that it made our space worth less than five
hundred dollars a page, or about seven thousand dollars a
year in all, when we had been figuring on a million or so.
Perny is going to investigate to-morrow.

"T."

XI

THE GENTLE ART OF ADVERTISING

To the proprietors of the "Whole Family" the discovery that Mr. Bates
was over-fond of strong liquors was not altogether in the nature of a
surprise. Indeed, this weakness was rather condoned at first as being
one believed to be common to some of the brightest minds. Barrifield, it
will be remembered, had put it in this way about the time of Bates's
engagement, and in his opinion had been ably seconded by Perner, against
whose judgment neither Van Dorn nor Livingstone had, at this period,
dared to oppose themselves. It will be seen from his letters to Miss
Castle of Cleveland, however, that Livingstone's faith in the bibulous
solicitor of advertising was by no means complete; also that Mr. Bates
had become to all of them the unmitigated bore which the man of his
temperament and habit is more than likely to become toward evening after
a day of persistent enterprise.

Could they have seen the following letter, prepared and forwarded by Mr.
Bates during one of his more lucid intervals, the faith of all might
have crumbled somewhat sooner than it did:

OFFICE OF THE "WHOLE FAMILY"

A WEEKLY PAPER FOR YOUNG AND OLD

NEW YORK, August 10, 1897.

_To Richard Cleaver, c/o Jackson & Marsh Adv. Agency, New
York,_

FRIEND DICK: I have gone into this business as deep as
possible, and as near as I can find out these fellows have
got some money. I don't know how much yet, but at least they
pay salaries regular and any bills that co