like rolling stones. Mouret looked on, without saying a word. But this wealth of goods rushing in to his establishment at the rate of thousands of francs each minute, made his clear eyes glisten. He had never before had such a clear, definite idea of the struggle he was engaged in. It was this falling mountain of goods which he must cast to the four corners of Paris. He did not open his mouth, however, but continued his inspection.
By the grey light which came in through the large vent-holes, a squad of men were receiving the goods, whilst others removed the lids of the cases and opened the bales in presence of the managers of different departments. A dockyard kind of bustle filled this basement, whose vaulted roofing was supported by wrought-iron pillars and whose bare walls were simply cemented.
"Have you got everything there, Bouthemont?" asked Mouret, approaching a broad-shouldered young fellow who was checking the contents of a case.
"Yes, everything seems all right," replied he, "but the counting will take me all the morning."
Then the manager of the silk department ran down an invoice he held, standing the while before a large counter on which one of his salesmen deposited, one by one, the pieces of silk which he took from an open case. Behind them ran other counters, also littered with goods which a small army of shopmen was examining. It was a general unpacking, a seeming confusion of stuffs, inspected, turned over, and marked, amidst a continuous buzz of voices.
Bouthemont who was becoming a celebrity in the trade, had the round, jovial face of a right good fellow, with a coal-black beard, and fine hazel eyes. Born at Montpellier, noisy, and over fond of pleasure, he was not of much good for the sales, but in buying he had not his equal. Sent to Paris by his father, who kept a draper's shop in his native town, he had absolutely refused to return home when the old fellow, thinking that he ought to know enough to succeed him in his business, had summoned him to do so; and from that moment a rivalry had sprung up between father and son, the former, absorbed in his little country business and shocked to see a simple shopman earning three times as much as he did himself, and the latter joking at the old man's humdrum routine, chinking his money, and throwing the whole house into confusion at every flying visit he paid. Like the other managers, Bouthemont drew, besides his three thousand francs regular pay, a commission on the sales. Montpellier, surprised and respectful, whispered that young Bouthemont had made fifteen thousand francs the year before, and that that was only a beginning – people prophesied to the exasperated father that this figure would certainly increase.
Meantime Bourdoncle had taken up one of the pieces of silk, and was examining the texture with the eye of a connoisseur. It was a faille with a blue and silver selvage, the famous Paris Delight, with which Mouret hoped to strike a decisive blow.
"It is really very good," observed Bourdoncle.
"And the effect it produces is better than its real quality," said Bouthemont. "Dumonteil is the only one capable of manufacturing such stuff. Last journey when I fell out with Gaujean, the latter was willing to set a hundred looms to work on this pattern, but he asked five sous a yard more."
Nearly every month Bouthemont went to Lyons, staying there days together, living at the best hôtels, with orders to treat the manufacturers with open purse. He enjoyed, moreover, a perfect liberty, and bought what he liked, provided that he increased the yearly business of his department in a certain proportion, settled beforehand; and it was on this proportion that his commission was based. In short, his position at The Ladies' Paradise, like that of all the managers, was that of a special tradesman, in a grouping of various businesses, a sort of vast trading city.
"So," resumed he, "it's decided we mark it at five francs twelve sous? It's barely the cost price, you know."
"Yes, yes, five francs twelve sous," said Mouret, quickly; "and if I were alone, I'd sell it at a loss."
The manager laughed heartily. "Oh! I don't mind, its cheapness will treble the sales and my only interest is to secure heavy receipts – "
But Bourdoncle remained grave, biting his lips. For his part he drew his commission on the total profits, and it was not to his advantage that the prices should be lowered. As it happened, a part of his duties was to exercise a control over the prices fixed upon in order to prevent Bouthemont from selling at too small a profit for the sole purpose of increasing the sales. Moreover, all his former anxiety reappeared in the presence of these advertising combinations which he did not understand, and he ventured to display his repugnance by remarking:
"If we sell it at five francs twelve sous, it will be like selling it at a loss, as we must allow for our expenses, which are considerable. It would fetch seven francs anywhere."
At this Mouret got angry. Striking the silk with his open hand he exclaimed excitedly: "I know that, that's why I want to give it to our customers. Really, my dear fellow, you'll never understand women's ways. Don't you see that they'll fight together over this silk?"
"No doubt," interrupted the other, obstinately, "and the more they buy, the more we shall lose."
"We shall lose a few sous on the stuff, very likely. But what can that matter, if in return we attract all the women here, and keep them at our mercy, fascinated, maddened by the sight of our goods, emptying their purses without thinking? The principal thing, my dear fellow, is to inflame them, and for that purpose you must have an article which will flatter them and cause a sensation. Afterwards, you can sell the other articles as dear as they are sold anywhere else, they'll still think yours the cheapest. For instance, our Golden Grain, that taffetas at seven francs and a half, sold everywhere at the same price, will go down as an extraordinary bargain, and suffice to make up for the loss on the Paris Delight. You'll see, you'll see!"
He was becoming quite eloquent. "Don't you understand?" he resumed, "In a week's time from to-day I want the Paris Delight to effect a revolution in the market. It's our master-stroke, which will save us and send our name everything. Nothing else will be talked of; that blue and silver selvage will be known from one to the other end of France. And you'll hear the furious complaints of our competitors. The small traders will lose another wing by it. Yes, we shall have done for all those slop-sellers who are dying of rheumatism in their cellars!"
The shopmen checking the goods round-about were listening and smiling. Mouret liked to talk in this way without contradiction. Bourdoncle yielded once more. However, the case of silk was now empty and two men were opening another.
"It's the manufacturers who are vexed," now said Bouthemont. "At Lyons they are all furious with you, they pretend that your cheap trading is ruining them. You are aware that Gaujean has positively declared war against me. Yes, he has sworn to give long credits to the little houses rather than accept my prices."
Mouret shrugged his shoulders. "If Gaujean doesn't behave sensibly," he replied, "Gaujean will be floored. What do they all complain of? We pay ready money and we take all they can make; it's strange if they can't work cheaper at that rate. Besides, the public gets the benefit, and that's everything."
The shopman now began emptying the second case, whilst Bouthemont checked the pieces by the invoice. Another employee at the end of the counter then marked them in plain figures, and the checking finished, the invoice, signed by the manager, had to be sent to the chief cashier's office. For another minute Mouret continued looking at the work, at all the activity around this unpacking of goods which threatened to drown the basement; then, never adding a word but with the air of a captain satisfied with his men, he went off, again followed by Bourdoncle.
They slowly crossed the basement floor. The air-holes placed at intervals admitted a pale light; while in the dark corners, and along the narrow corridors, gas was constantly burning. In these corridors were the reserves, large vaults closed with iron railings, containing the surplus goods of each department. As he passed along Mouret glanced at the heating apparatus which was to be lighted on
