went up to the Cambridge Bible Company – biggest Bible concern in the world – and asked for cash figures on a quarter of a million Bibles. They thought he was crazy at first, but they made a figure before he went away that was less than a third what the same Bible sold for at retail the world over. They told him they had only half the order on hand. He said that those would do to start with, and that he would let them know when to begin delivering. He would send over a check when he wanted the first lot. They said that settlement on the 1st of each month would do. He did that all in one day, – he told me so, – and he didn't have a dollar – not a dollar."
Barrifield paused and looked from one to the other to note the effect of his statements. The three listeners were waiting eagerly for more. Livingstone and Van Dorn were watching his lips for the next word to issue. Perner was gazing into his glass, but there was a slight flush and a look of deep reflection on his face. Barrifield maintained silence, and the sense of his importance grew powerfully with each second. By and by his eyes half closed and drifted vaguely into the unseen. Livingstone promptly recalled him.
"But go on with the story, old man. What was the next step? It's no fair play to get us all worked up this way and then go to sleep."
Barrifield chuckled lazily.
"That's all," he said; "the rest is mere detail. Frisby went home and got up copy for his advertising. He gave the Bible as a premium. It was a three-dollar Bible; sold at three dollars the world over, and you know there's not supposed to be much profit in Bibles. Frisby filled up the pages he had engaged, offering in glowing terms the Bible and the paper both for two dollars. He got the indorsement of the Rev. Montague Banks, whose name is familiar to every man, woman, and child between the oceans, and he sold over one hundred thousand Bibles during the first six weeks! One hundred thousand! He told me so!"
Barrifield's voice dropped to an intense whisper as he made this last statement, and the effect was tremendous. The others stared at him, at the ceiling, and at each other. They repeated the figures, and added under their breath various exclamations peculiar to each. Livingstone, who did not swear except when he pounded his finger or stumbled over a chair in the dark, only said:
"By gad! old man, by gad!"
"In one day," continued Barrifield, leaning half across the table and emphasizing each word with a slight motion of his head, "in one day he got in six thousand dollars cash! Think of it!"
The others were thinking, and thinking hard. Perner was first to venture an objection:
"But that was a religious paper, Barry, with a Bible for a premium. We could hardly expect – "
"That's just where you're wrong," anticipated Barrifield. "Ours will be religious in tone, too, and a home paper besides. It will go to every household that Frisby's would reach, and to thousands besides who are not of any particular denomination. We also will offer Bibles, but we will offer other things too. We will offer watches and cameras, and premiums for boys and girls – dolls, fishing-tackle, and guns – "
"I should think," interrupted Van Dorn, dryly, "that with a gun and a Bible we might gather in the most of them."
"Now you're talking sense!" said Barrifield, excitedly. "We'll get all of them. We'll capture the whole country. Frisby had a quarter of a million circulation in six months. We'll have half a million circulation in three months. Mark my words – half a million in three months!"
"But the price, Barry! A dollar a year and a premium." Perner was still unsatisfied. "How are we going to do it?"
Barrifield regarded him in a superior way.
"The paper itself," he said, "will cost us less than fifty cents a year, even figuring on a basis of only a quarter of a million circulation. Most of the premiums can now be bought for less than the other fifty. Those that can't we'll give just the same, only we'll add on the difference in the form of postage and packing. Nobody ever thinks of objecting to a slight additional charge for postage and packing."
He drew forth a paper on which there were figures. A round of chartreuse was being served, and in its yellow radiance all difficulties dissolved and all things became possible. He laid the sheet down where every one could see it more or less distinctly.
"The white paper," he continued, "will cost less than four cents a pound – less than one half-cent for each copy. The paper is always the big expense. Every publisher will tell you that. The paper for quarter of a million copies will cost twelve hundred and fifty dollars, the presswork about five hundred dollars. Everything else will cost less than another five hundred, so that a hundred and twenty-five thousand dollars a year will more than cover the cost of getting out the paper; but say it costs that, – we want to figure full, you know, – and then another hundred and twenty-five for premiums, or quarter of a million in all, which will be covered by actual subscription money, to say nothing of advertising returns, which ought to at least, counting three pages a week, be not less than one hundred and fifty thousand the first year, and that will be clear profit to be divided. I've figured it down to that to be on the safe side. With half a million circulation, of course, it would be twice as much and no extra cost except for presswork and white paper. I tell you, boys, it's the greatest scheme ever conceived."
He ran the items over glibly and pushed the paper across the table for each to examine in turn. The figures were beautifully made, and seemed to add correctly. If there were a few minor items, such as postage, clerk hire, and cost of circulation, omitted, it was probably because they were too insignificant to be considered. The general feeling was one of elation. In the spell of silence that lay upon them each began to dream on his own account, and to build a castle about which shimmered the radiance of easily acquired wealth. In Livingstone's face there was a look that did not appear in the faces of his companions. It was not more eager, perhaps, but it was also tender. He was ten years younger than the others. Affluence meant much to all of them, but to him it meant something different – something of which the others did not know.
"But we'll have to have a little money to start on, won't we, old man?" asked Van Dorn, at last, reflectively, of Barrifield.
"Why, yes; I suppose a few hundred will be needed at the start to pay such little bills as may be presented. We want to impress everybody with the fact that we pay cash, don't you see? And discount everything. By paying the first bill the minute it's presented we'll establish the necessary credit, of course, and the next bill will be held till we call for it. Frisby didn't have a dollar, – not a dollar, – but then, the 'Voice of Light' was established, and possibly had some slight income, besides certain fixtures and connections, all of which we would have to secure, and probably at some cost. I could invite in all the money needed – all we need. Of course, it would be better if we could handle everything ourselves and not feel under any outside obligations. I could manage a fourth of it all right, or even a third – " He hesitated and looked dreamily across the table at the others.
Perner was first to speak.
"I'm like Frisby," he laughed. "I haven't got a dollar – in money." He made this statement in a manner that indicated he might have vast possessions in real properties or stocks. "I suppose I could manage a sixth, though, some way," he concluded suddenly, as if to regain a hold on a golden opportunity that was about to slip from his grasp.
The glamour of prospective riches was upon them. Van Dorn, remembering an old schoolmate who had prospered in commerce, stated incontinently that he could borrow anything from two dollars up to two thousand if he only had a mind to ask for it. Livingstone added hastily that he would take the other sixth interest, even if he didn't have quite enough money saved to pay for it right away. At each of these statements Barrifield assured them that they were talking sense, and that they were as good as millionaires already. The "Whole Family" had become definite. The
