matter, so Pease discovered.
By degrees, several young ladies who were not in the habit of calling at
Jessup's began to drop in to look at the dry-goods. It was in vain Pease
stepped briskly forward to wait on them, with his most fascinating
smile; they wanted to see Mr. Meeker. Pease was bursting with rage, but
he was forced to restrain his passion. On one occasion, on seeing two
attractive-looking girls approaching, he sent Hiram to the cellar to
draw a gallon of molasses, and as the weather was cold, he calculated he
would have to wait at least a quarter of an hour for it to run. When the
young ladies entered, they inquired for Hiram; Pease reported Mr. Meeker
as particularly engaged, and offered his services in the most pathetic
manner.
'Oh! we are in no hurry,' was the reply, 'we can wait.'
And they did wait, greatly to Pease's disgust, and to Mr. Jessup's
delight, who happened to come in at that moment, for he knew Hiram would
be sure to make some handsome sales to them. At length came poor Pease's
crowning misfortune. Mary Jessup began to give token that she was not
slow to discover Hiram's agreeable qualities, and his superiority in
every respect over his rival. Now, if there is any one thing which the
sex admire in a man more than another, it is real ability. Mary Jessup
was a quick-witted girl herself, and she could not fail to perceive this
quality in Hiram. She had heretofore regarded him as a boy; but the boy
had grown up almost without her observing it, and now stood, with his
full stature of medium hight, admirably proportioned. It was not long
before she consented to accompany Hiram to the Thursday-evening lecture.
What a pleasant walk they had each way, and how gracefully he placed her
shawl across her shoulders. Pease was furious. 'How absurd you act,'
that was all Mary Jessup said in reply to his violent demonstrations,
and she laughed when she said it. What _could_ Pease do for revenge? He
thought, and cogitated, and dreamed over it; it was of no use. He began
to feel himself under the fascination of Hiram's calm, persevering,
determined manner, a manner distinguished by tokens of latent power. For
no one in praising him ever made the ordinary exclamations, 'Such a
smart, energetic fellow,' 'So active and efficient,' 'A driving business
chap.' No; on the contrary, one would set him down as quite the reverse,
for he was always very quiet, never in a hurry, and by no means rapid in
his motions. Yet he impressed you with an idea of his superiority, which
his peculiar repose of manner served to highten. It can easily be
guessed that Mary Jessup and J. Pease quarreled, at last seriously, and
the engagement, if there had been any, was broken. The next evening, on
her return from the sewing-society with Hiram, he ventured to retain her
hand in his, and from that time she felt that there was an
'understanding' between them. She would have found it difficult to say
why, for Hiram had never spoken sentimentally to her. His conversation
was on ordinary topics, yet always in a low, meaning, confidential tone.
[Has the reader any desire that I should lay bare the innermost thoughts
and feelings of this youth not yet eighteen? Would you like to be told
how curiously he smiled to himself as he continued to sweep out and sand
that little village store? Would you care to know how he gloated over
the discomfiture of his rival? Shall I endeavor to depict his feelings
when he saw he had actually gained the affections of Mary Jessup, for
whom, beyond a sensuous enjoyment of her presence and her society, he
did not care a fig? Shall I explain how, while acting for his employer
quite as a good, honest man would act, his motive was to serve self and
self only? or shall I permit the reader gradually to acquire a knowledge
of Hiram's characteristics as the narrative proceeds?]
This brings us to the end of Hiram's first year with Mr. Jessup. He had
accomplished nothing rapidly, but he had kept on accomplishing something
every day. He had not made a single false step. The consequence was, he
had not a single step to retrace. The end of the year found him already
very high in Mr. Jessup's esteem. Hiram had proved his value by
increasing his employer's business at least ten per cent in the village,
while he was daily becoming more popular with all who traded at the
store. To Pease this was an enigma, for Hiram never volunteered to wait
on a customer, when the former was present, and only stepped forward
when specially sought. Even with the young ladies who came to the place,
with whom he was on intimate terms of acquaintance, Hiram found no time
to laugh and talk, although he always managed to say an agreeable word
in a quiet, low tone. Toward Pease, Hiram's conduct was always the same,
perfectly respectful; as if never losing sight of the situation of the
one as head-clerk and of the other as subordinate. But by continually
making himself so useful in the establishment, he was gradually
undermining his comrade's position, and Pease felt his influence
dissolving, he hardly knew how or why; but he felt it all the more
forcibly for not knowing.
Thus the commencement of the new year found the occupants of the cash
store. Hiram's situation had become very agreeable. He was putting into
practice the theories of his education. He was high in favor with his
employer, and whenever he entered the house, which was but a few steps
from the store, he was greeted by Mary Jessup with that peculiar welcome
so charming between those who love each other, yet which to him was
pleasing only because it gratified his animal nature and his self-love.
Early in the second year, an incident occurred which served to bring out
Hiram's character, and change decidedly the state of affairs. One
morning, while he was engaged with a customer, Mrs. Esterbrook entered
the store. Now, that lady was the wife of Deacon Esterbrook, one of the
most substantial men of the town, and a strong supporter of the Smiths.
In fact, she had never set foot in Mr. Jessup's place before that
morning, but certain goods, lately ordered by the Smiths, were
unaccountably delayed, while Mr. Jessup's were fresh from the city and
just opened. The dress-maker had been engaged, and could not come again
for she did not know how long, and Ellen must have a nice school-dress
ready forthwith. So the lady determined for once to break over rule, and
step into the opposition store. No doubt the fact that so respectable
and pious a young man as Hiram was a clerk there had its influence in
the decision; it made the place itself more reputable, many said. And
now she came slowly in, a little distrustful, as if entering on
forbidden ground, and expecting to see some extraordinary difference
between the place of business of an ungodly person like Jessup and that
of the honest-minded Smith. Thanks, however, to Hiram's persevering
industry, it was a model of neatness and order, and Mrs. Esterbrook, who
was herself a pattern in that way, found her harsh judgment insensibly
relaxing, as she stepped to the counter where Pease stood, and asked
quite amiably to see some of the best calicoes, just in from New-York.
Pease, the narrow-minded idiot, thought this a good time to play off a
smart trick on one of Smith's regular customers. So he paraded a large
variety of goods before her, and took occasion to recommend a very
pretty article, for which he charged a monstrous price, because he said
it was a very scarce pattern, and it was with great difficulty they had
secured a single piece. As the lady herself could perceive, it had not
been opened before; not a soul in the village had even seen the outside
of it. Now, it must not be supposed that Mrs. Esterbrook was different
from the rest of her sex, and insensible to the pleasure of having the
first dress cut from the piece. Indeed, she determined, on this
occasion, to take two dresses instead of one; Emily was coming home, and
would want it. Just as Pease was about to measure off the desired
quantity, Mrs. Esterbrook exclaimed:
'You are sure those colors are fast?'
'Fast, ma'am! fast as the meeting-house round the corner. We will
warrant them not to run nor change. Why, for color, we have nothing like
it in the store.'
All this time, Hiram had been serving his customer; but with both ears
and at least one eye attentive to what was going on near him.
Again Pease commenced to measure, when Hiram stepped deliberately
forward and said:
'Mr. Pease is mistaken, Mrs. Esterbrook, those colors are _not_ fast.'
'What the----' hell do _you_ know about it? Pease was going to say; but
he stopped short at the second word, utterly abashed and confounded at
the extraordinary assumption of the junior clerk. Never before had Hiram
made such a demonstration. Now he stood calm and composed, firmly
fortified by the truth. He looked and acted precisely as if he were the
principal, and the objurgation of Pease died on his lips. He attempted
to cast on Hiram a contemptuous glance, as he managed to say:
'Perhaps you know more about it than I do,' and turned away to attend to
a new-comer.
'I am much obliged to you, Mr. Meeker, I declare,' said Mrs. Esterbrook.
'On the contrary, it is I who should be obliged to you for looking in.
You must excuse the mistake. Mr. Pease is not so familiar with calicoes
as I am. But I will now wait on you myself. We have a box of goods in
the back-store, not yet open, and I am sure I can find in it just what
you want.'
Any one who had seen Hiram's air, and heard him speak, would have taken
him for the proprietor. With what a low, respectful tone he addressed
the lady. How pleasantly it fell on the ear. An immense box of
merchandise to be opened and all the contents overhauled to please her!
Charley was summoned, hammer and hatchet freely used, and the goods
displayed. Hiram, who knew much better what Mrs. Esterbrook wanted than
she knew herself, selected something very acceptable. The price he put
at first cost. Not content with that, he actually sold the lady silk for
a dress, putting it at cost also, and no human being could have been in
better humor than she.
'I am very sorry, Mrs. Esterbrook, for your disappointment about the
first calico you selected,' continued Hiram. 'I do hope you and other
members of your family will look in often, even if you do not purchase;
it sometimes helps one to form a judgment to look at different stocks.
But I must be perfectly frank with you. We profess to sell cheap, very
cheap, but I can never offer you similar articles at the price you have
these; they are given you precisely at cost, as a slight compensation
for your trouble in having to look a second time. Besides, it is a
matter of mere justice to those worthy people, the Smiths, to say we do
not sell our goods at these prices, and I beg you not to so report it.'
'What an excellent young man you are,' said good Mrs. Esterbrook, in the
fullness of her heart.
'My dear madam, really I can not see any special excellence in simply
doing my duty.'
Hiram smiled one of his amiable, winning smiles, and bowed his new
customer politely out of the store.
By this time the dinner-hour had arrived. Not a word had been spoken by
Pease to Hiram since the scene just recounted. Not a syllable did he
utter at table. Hiram, on the contrary, entered into familiar
conversation, placid as usual, and enjoyed his dinner quite as well as
he ever had done. When the meal was over, Pease asked Mr. Jessup if he
would step into the store a few minutes. Mr. Jessup accordingly walked
over.
'I want to know, Mr. Jessup,' he demanded, when all were together,
including Charley, 'whether you are the owner in here or Hiram Meeker?'
'Why do you put such a question, Pease?'
Thereupon Pease told the whole circumstances very much as they occurred.
Mr. Jessup made no reply. He was taken aback himself. Hiram said not a
word.
'It's so, an't it, Charley?' cried Pease.
'I've nothing to say about it,' answered the boy. He liked Hiram, and
detested Pease, and was glad to see him humiliated.
'It is so,' observed Hiram.
Mr. Jessup was astounded.
'I shall think the matter over seriously, young men, and make up my mind
about it this evening. Now let us attend to business.'
Mr. Jessup had decided in his own mind that Hiram's conduct was very
reprehensible--not that he cared about Pease being snubbed, _that_ he
rather enjoyed than otherwise, but he thought what Hiram had done would
serve to cast discredit on the establishment. Before, however, deciding
to censure him in presence of his fellow-clerks, he determined to speak
with him privately. He took occasion without the knowledge of Pease, to
ask Hiram to step to the house, and once there, he requested him to give
his version of the affair. Hiram replied that Pease had stated it very
correctly.
'What could be your object,' asked Mr. Jessup, 'in doing what would
throw disgrace on my store, for you know such an admission would
disgrace us?'
'To serve your interests, as in duty bound,' replied Hiram.
Mr. Jessup could not so understand it, and Hiram undertook calmly to
explain how dishonest it was for Pease to do as he did. It had very
little effect on Mr. Jessup. His nerves were too strong to be unsettled
by a moral appeal. He told Hiram he was to blame, and said he should be
obliged to so express himself, when they all met, and he must add a
caution for the future.
'Fool!' exclaimed Hiram, startled out of his usual calm propriety, 'do
you not comprehend if that woman had gone out of your store with the
calico, that she not only would never enter it again, but she would
publish your name over town as a swindler and a cheat, and you never
would hear the end of it. Pease had charged her double prices, and the
goods would not stand a single washing. And you know whether or not you
are ready to pay off the mortgage Deacon Esterbrook holds on this
house.'
Mr. Jessup colored deeply. When he purchased his house he left a pretty
large mortgage on it, which the owner had sold to Deacon Esterbrook, who
was a moneyed man, and who now held it quite content with his yearly six
per cent.
'You seem to interest yourself in my private affairs,' said Mr. Jessup
in a sarcastic tone.
'Why shouldn't I, sir, so long as I am in your employ,' answered Hiram,
without noticing the irony.
'You're a devilish strange fellow, any how,' said Mr. Jessup, musingly,
'but I confess I never had a person about me half so useful.'
'I could be of much more service to you if you would conduct your
business on strict mercantile principles.'
'Why, what would you have me do different from what I am doing?'
'I would have every thing done straight and HONEST, Mr. Jessup,' said
Hiram firmly.
'Do you mean to say I am not honest?'
'It is not necessary for me to say any thing on the subject. I am only
talking about the management of your business. You censure me for not
standing still and seeing one of your neighbors grossly cheated, by
which you would have lost some of the best customers in town, to say the
least. By taking the course I did, I saved the credit of the concern
instead of injuring it, and I even spoke of it as a mistake of Pease,
instead of a deception.'
Mr. Jessup was already convinced, as indeed, his petulance proved, that
Hiram was right, but he had some pride in not appearing to yield too
soon.
'I understand the matter better now, and really, Hiram, you did just
about the right thing, that's a fact. Honesty is the best policy, after
all. I shall tell Pease he did very wrong to attempt any of his tricks
on such a person as Mrs. Esterbrook, and in future--'
'In future one of us must be an absentee from the premises,' said Hiram
coolly.
'Why, what do you mean?'
'Just this. Pease's year is up next week, and then one of us must
leave.'
Mr. Jessup fell into a brown study. He reflected on the admirable manner
Hiram had performed his duties; he could not shut his eyes to the fact
that several excellent customers had been secured through his influence;
he considered the respectability of the Meeker family, and called to
mind how indifferent Mary had become to Pease, while she seemed
gratified when Hiram was near. Again, Pease, when measured by Hiram's
more comprehensive tact and shrewdness, seemed a booby, a nobody, and
Mr. Jessup wondered how he ever acquired such an influence over him, and
he was the more disgusted with himself the more he thought about it.
'It is working right, after all,' he said to himself. 'I shall be well
rid of Pease, and Hiram shall take his place.' Then rising from his
seat, he observed: 'I will think the matter over carefully, and you
shall have my decision on the day. Now set to work as if nothing had
happened.'
Hiram went back to the store as certain of the fate of Pease as if he
was himself to decide it. 'Check-mated'--something like that passed from
his lips. His countenance, however, gave no sign of triumph, nor,
indeed, of any feeling.
In the evening Mr. Jessup announced that, after due consideration, he
was of opinion the conduct of Pease was so censurable that the
interference of Hiram was very proper, if not, indeed, praiseworthy.
'Perhaps you would like to settle with me?' said Pease ferociously.
'Just as you please,' replied Mr. Jessup.
'Well, I guess I have staid about long enough in this place when I've
lived to see you coming the honest dodge so strong as that--darned if I
han't!'
Next week Pease had quit, and Hiram Meeker was head-clerk.
Great was the astonishment through the town when it was ascertained that
Pease had been 'discharged from Jessup's store for cheating'--so the
story went. Mr. Jessup was too shrewd not to make the most of the
circumstance. He declared, in his off-hand manner, that he never
professed to have the strait-laced habits of some people; he confessed
he did not like a fellow the less for his being 'cute in a trade, and
eyes open, but when it came to lying and cheating, then any of _his_
folks must look out if he caught them at it, that's all.
With most of the people this frank, open avowal was very convincing; but
there were certain obstinate persons such as are every where to be
found, and who are fond of going against the general opinion, who did
not hesitate to declare this was all gammon. They knew Jessup too well
to 'allow' he cared any thing about it, not he. Nothing but the fear of
that honest young Meeker led to the disgrace of Pease, who no doubt
would now be made the scape-grace for all Jessup's shortcomings in the
store-way. So it went. But in the balance of accounts Jessup was a great
gainer. Of course, numerous were the questions put to Hiram. He
preserved great discretion--would say little. It did not become him to
speak of Mr. Jessup's private matters. Good Mrs. Esterbrook was not
silent, however. The story was repeated and repeated. It reached the
parsonage; it found its way among the customers of the Smiths. Mrs.
Esterbrook felt herself a good deal raised in her own importance, that
the head-clerk of a store she was never in before should be summarily
dismissed for misconduct toward her. She began rather to like that Mr.
Jessup, (the calicoes and silk proved such bargains, and just what she
wanted,) a man to do as he did was not so very far out of the way, and
as for his wife, she was a charming woman, she always said so. Mary,
too, what a sweet girl! Well, she should at least divide her custom
between the two stores if the Deacon was willing--and the Deacon was
willing, for he wanted Jessup to do sufficiently well to keep up his
interest money prompt. Not only did Mrs. Esterbrook call frequently, but
so did many others of the Smith faction. I need not say that Hiram was
indefatigable. He secured the services of a nice, active young fellow,
whom he took great pains to teach, and every thing went on like
clock-work. Mr. Jessup was content, for he saw he was constantly gaining
custom, but, in fact, he was a good deal confused, and hardly felt at
home in his own place, so completely did Hiram bring it under his own
control.
The first thing he undertook was an entire overhauling of the stock, and
a close examination of its value. Then he insisted, yes, insisted that
the prices should be marked in plain figures on the goods, so every body
could see for themselves.
Jessup remonstrated: 'Thunder! what will become of us at this rate? I
tell you there are some it won't do to be frank with. Even old Smith
never undertook to expose his marks!'
'The very reason why we should do so,' said Hiram. '_We_ are honest.'
I wish you could have heard the tone in which Hiram said that, and have
seen the expression of his countenance. It made Jessup's flesh creep, he
did not know why. So Hiram, as usual, had his own way, and overhauled
every thing. Lots of old goods piled away out of sight, as unsalable,
were brought forward, carefully examined, and marked down, on an
average, to half cost. Then appeared hand-bills to the effect that Mr.
Jessup had determined, prior to getting in a complete new, fresh,
fashionable lot of dry goods, to dispose of the stock on hand at a
tremendous sacrifice. These were sent all over the country into the
adjoining villages, every where within twenty miles. How the people
rushed to buy, and when they came, and found really that great bargains
were to be had, they resolved to come again when the new goods should
arrive.
Thus Hiram triumphed. In six months after J. Pease left, Benjamin
Jessup's store was _the_ store of Hampton, and Benjamin Jessup himself
on the road to prosperity and wealth.
Hiram Meeker was sitting alone in his room over the store, late one
evening. He had been with Mr. Jessup a year and eleven months. Another
month, and the second year would be completed.
'I believe,' so ran the current of his thoughts, 'I have learned pretty
much all there is to be found out here; have not done badly, either.
Cousin Bennett's advice to mother was right. I am not ready to go to
New-York yet. There is much country knowledge to be gained. Let me see,
I will drive over to Burnsville next week. Joel Burns is carrying every
thing before him, they say. All sorts of business. A first-class man;
neither a Smith nor a Jessup. I met Sarah Burns last week at a party
over at Croft's--lovely girl. I think Burnsville will suit me.'
Thereupon Hiram Meeker took up his Bible, which lay on the table near
him, drew himself a little closer to the fire, moved the lamp into a
convenient position, and read one chapter in course; it was in
Deuteronomy. Then he kneeled in prayer for about five minutes. As soon
as he had finished, he went to bed, equally satisfied with his labors
and his devotions; complacently he laid his head on the pillow, and was
soon asleep,
* * * * *
'I _am_ sorry to go, Mr. Jessup, but I have my fortune to make yet, you
know, and I must look a little to my own interests.'
'Yes, but confound it, Meeker, what is it you want? I expected to raise
your salary; in fact, it's no account what you charge me, you mustn't
go, that's settled.'
'Indeed I must.'
'Why, what is the matter? If you say so, I will take you into
partnership, though you are not one and twenty. Really, Hiram, don't
leave us in this way.'
'I repeat, I am sorry to do so, but as I have no intention of living in
Hampton, it is now time I should quit.'
'But what on earth am I to do without you?'
'Persevere in the course you are now pursuing. Stick honestly to good
principles, Mr. Jessup, and you will continue to prosper.'
'Damn it, I know better,' exclaimed Jessup pettishly; 'I mean--I swear I
don't know what I mean, [Hiram's cold blue eye was fixed calmly on him,]
cussed if I do; but I say 'tan't honesty which has done the thing for
me. No; old Smith is honest--so is his son; I respect both of them for
being so, yes I do. You are honest, too, Hiram; straight as a
shingle--have always found you so; but I can't tell why, yours seems
another sort of honesty from Smith's honesty, and that's a fact.'
Benjamin Jessup had a dim perception of the truth, but the more he tried
to explain, the more he floundered, till Hiram came to his relief and to
his own also, for he did not greatly enjoy the comparison Jessup was
attempting to institute.
'I think I understand you. The fact is, in the management of your
business, I have endeavored to combine what tact and shrewdness I am
master of with scrupulous fair dealing and integrity.'