The days came and went, and trade varied, as a fact, very little indeed. Between three and sevenpence farthing and nothing the scope for fluctuation is small, and for some time the first day's record was never exceeded. But on the fifth day a customer bought nearly seven shillings' worth all at once. Her husband had that day returned from sea with money, and she, after months of stint, indulged in an orgie of haberdashery at the nearest shop. Mrs. Munsey was reassured. Trade was increasing; perhaps an assistant would be needed soon, in addition to the two girls.
Only the younger of the girls, by the bye, had as yet taken any active interest in the business: Emma, the elder, spending much of her time in a bedroom, making herself unpresentable by inordinate blubbering. This was because of Mrs. Munsey's prohibition of more company-keeping with Jack Page. Jack was a plumber, just out of his time--rather a catch for a moulder's daughter, but impossible, of course, for the daughter of people in business, as Emma should have had the proper feeling to see for herself. This Emma had not: she wallowed in a luxury of woe, exacerbated on occasions to poignancy by the scoldings and sometimes by the thumpings of her mar; and neglected even the select weekly quadrille class, membership whereof was part of the novel splendor.
But there was never again a seven-shilling customer. The state of trade perplexed Mrs. Munsey beyond telling. Being in business, one must, by the circumstance, have a genteel competence: this was an elementary axiom in Cubitt Town. But where was the money? What was the difference between this and other shops? Was a screw loose anywhere? In that case it certainly could not be her fault; wherefore she nagged Hedward.
One day a polite young man called in a large pony-trap and explained the whole mystery. Nobody could reasonably expect to succeed in a business of this sort who did not keep a good stock of the fancy aprons and lace bows made by the firm he was charged to represent. Of course he knew what business was, and that cash was not always free, but that need never hinder transactions with him: three months' credit was the regular thing with any respectable, well-established business concern, and in three months one would certainly sell all the fancy aprons and lace bows of this especial kind and price that one had room for. And he need scarcely remind a lady of Mrs. Munsey's business experience that fancy aprons and lace bows--of the right sort--were by far the most profitable goods known to the trade. Everybody knew _that_. Should they say a gross of each, just to go on with? No? Well, then half a gross. These prices were cut so near that it really did not pay to split the gross, but this time, to secure a good customer, he would stretch a point. Mrs. Munsey was enlightened. Plainly the secret of success in business was to buy advantageously, in the way the polite young man suggested, sell at a good price, and live on the profits: merely paying over the remainder at the end of three months. Nothing could be simpler. So she began the system forthwith. Other polite young men called, and further certain profits were arranged for on similar terms.