the office to read the press notices； he never succeeded。 Stevenson never seemed to have the slightest interest in what the press said of his books。
One day Mr。 Burlingame asked Bok to take some proofs to Stevenson at his home； thinking it might be a propitious moment to interest the author in the popular acclaim that followed the publication of Doctor Jekyll and Mr。 Hyde； Bok put a bunch of press notices in his pocket。 He found the author in bed； smoking his inevitable cigarette。
As the proofs were to be brought back； Bok waited； and thus had an opportunity for nearly two hours to see the author at work。 No man ever went over his proofs more carefully than did Stevenson； his corrections were numerous； and sometimes for ten minutes at a time he would sit smoking and thinking over a single sentence； which； when he had satisfactorily shaped it in his mind； he would recast on the proof。
Stevenson was not a prepossessing figure at these times。 With his sallow skin and his black dishevelled hair； with finger…nails which had been allowed to grow very long； with fingers discolored by tobaccoin short； with a general untidiness that was all his own； Stevenson； so Bok felt； was an author whom it was better to read than to see。 And yet his kindliness and gentleness more than offset the unattractiveness of his physical appearance。
After one or two visits from Bok； having grown accustomed to him； Stevenson would discuss some sentence in an article； or read some amended paragraph out loud and ask whether Bok thought it sounded better。 To pass upon Stevenson as a stylist was； of course； hardly within Bok's mental reach； so he kept discreetly silent when Stevenson asked his opinion。
In fact； Bok reasoned it out that the novelist did not really expect an answer or an opinion； but was at such times thinking aloud。 The mental process； however； was immensely interesting； particularly when Stevenson would ask Bok to hand him a book on words lying on an adjacent table。 〃So hard to find just the right word；〃 Stevenson would say； and Bok got his first realization of the truth of the maxim： 〃Easy writing； hard reading； hard writing； easy reading。〃
On this particular occasion when Stevenson finished； Bok pulled out his clippings； told the author how his book was being received； and was selling； what the house was doing to advertise it； explained the forthcoming play by Richard Mansfield； and then offered the press notices。
Stevenson took the bundle and held it in his hand。
〃That's very nice to tell me all you have；〃 he said； 〃and I have been greatly interested。 But you have really told me all about it； haven't you； so why should I read these notices？ Hadn't I better get busy on another paper for Mr。 Burlingame for the next magazine； else he'll be after me？ You know how impatient these editors are。〃 And he handed back the notices。
Bok saw it was of no use： Stevenson was interested in his work； but； beyond a certain point； not in the world's reception of it。 Bok's estimate of the author rose immeasurably。 His attitude was in such sharp contrast to that of others who came almost daily into the office to see what the papers said； often causing discomfiture to the young advertising director by insisting upon taking the notices with them。 But Bok always countered this desire by reminding the author that； of course； in that case he could not quote from these desirable notices in his advertisements of the book。 And； invariably； the notices were left behind！
It now fell to the lot of the young advertiser to arouse the interest of the public in what were to be some of the most widely read and best…known books of the day： Robert Louis Stevenson's Dr。 Jekyll and Mr。 Hyde； Frances Hodgson Burnett's Little Lord Fauntleroy； Andrew Carnegie's Triumphant Democracy； Frank R。 Stockton's The Lady； or the Tiger？ and his Rudder Grange； and a succession of other books。
The advertising of these books keenly sharpened the publicity sense of the developing advertising director。 One book could best be advertised by the conventional means of the display advertisement； another； like Triumphant Democracy； was best served by sending out to the newspapers a 〃broadside〃 of pungent extracts； public curiosity in a novel like The Lady； or the Tiger？ was； of course； whetted by the publication of literary notes as to the real denouement the author had in mind in writing the story。 Whenever Mr。 Stockton came into the office Bok pumped him dry as to his experiences with the story； such as when； at a dinner party； his hostess served an ice…cream lady and a tiger to the author； and the whole company watched which he chose。
〃And which did you choose？〃 asked the advertising director。
〃Et tu； Brute？〃 Stockton smilingly replied。 〃Well； I'll tell you。 I asked the butler to bring me another spoon； and then； with a spoon in each hand； I attacked both the lady and the tiger at the same time。〃
Once； when Stockton was going to Boston by the night boat； every room was taken。 The ticket agent recognized the author； and promised to get him a desirable room if the author would tell which he had had in mind； the lady or the tiger。
〃Produce the room；〃 answered Stockton。
The man did。 Stockton paid for it； and then said： 〃To tell you the truth； my friend； I don't know。〃
And that was the truth； as Mr。 Stockton confessed to his friends。 The idea of the story had fascinated him； when he began it he purposed to give it a definite ending。 But when he reached the end he didn't know himself which to produce out of the open door； the lady or the tiger； 〃and so；〃 he used to explain； 〃I made up my mind to leave it hanging in the air。〃
To the present generation of readers； all this reference to Stockton's story may sound strange； but for months it was the most talked…of story of the time； and sold into large numbers。
One day while Mr。 Stockton was in Bok's office； A。 B。 Frost； the illustrator； came in。 Frost had become a full…fledged farmer with one hundred and twenty acres of Jersey land； and Stockton had a large farm in the South which was a financial burden to him。
〃Well； Stockton；〃 said Frost； 〃I have found a way at last to make a farm stop eating up money。 Perhaps it will help you。〃
Stockton was busy writing； but at this bit of hopeful news he looked up； his eyes kindled； he dropped his pen； and eagerly said：
〃Tell me。〃
And looking behind him to see that the way was clear； Frost answered：
〃Pave it solid； old man。〃
When the stories of Dr。 Jekyll and Mr。 Hyde and Little Lord Fauntleroy were made into plays； Bok was given an opportunity for an entirely different kind of publicity。 Both plays were highly successful； they ran for weeks in succession； and each evening Bok had circulars of the books in every seat of the theatre； he had a table filled with the books in the foyer of each theatre； and he bombarded the newspapers with stories of Mr。 Mansfield's method of making the quick change from one character to the other in the dual role of the Stevenson play； and with anecdotes about the boy Tommy Russell in Mrs。 Burnett's play。 The sale of the books went merrily on； and kept pace with the success of the plays。 And it all sharpened the initiative of the young advertiser and developed his sense for publicity。
One day while waiting in the anteroom of a publishing house to see a member of the firm； he picked up a book and began to read it。 Since he had to wait for nearly an hour； he had read a large part of the volume when he was at last admitted to the private office。 When his business was finished； Bok asked the publisher why this book was not selling。
〃I don't know；〃 replied the publisher。 〃We had great hopes for it； but somehow or other the public has not responded to it。〃
〃Are you sure you are telling the public about it in the right way？〃 ventured Bok。
The Scribner advertising had by this time attracted the attention of the publishing world； and this publisher was entirely ready to listen to a suggestion from his youthful caller。
〃I wish we published it；〃 said Bok。 〃I think I could make it a go。 It's all in the book。〃
〃How would you advertise it？〃 asked the publisher。
Bok promised the publisher he would let him know。 He carried with him a copy of the book； wrote some advertisements for it； prepared an attractive 〃broadside〃 of extracts； to which the book easily lent itself； wrote some literary notes about it； and sent the whole collection to the publisher。 Every particle of 〃copy〃 which Bok had prepared was used； the book began to sell； and within three months it was the most discussed book of the day。
The book was Edward Bellamy's 〃Looking Backward〃。
XI。 The Chances for Success
Edward Bok does not now remember whether the mental picture had been given him； or whether he had conjured it up for himself； but he certainly was possessed of the idea； as are so many young men entering business； that the path which led to success was very difficult： that it was overfilled with a jostling； bustling； panting crowd； each eager to reach the goal； and all ready to dispute every step that a young man should take； and that favoritism only could bring one to the top。
After Bok had been in the world of affairs； he wondered where were these choked avenues； these struggling masses； these competitors for every inch of vantage。 Then he gradually discovered that they did not exist。
In the first place； he found every avenue leading to success wide open and certainly not over…peopled。 He was surprised how few there were who really stood in a young man's way。 He found that favoritism was not the factor that he had been led to suppose。 He realized it existed in a few isolated cases； but to these every one had pointed and about these every one had talked until； in the public mind； they had multiplied in number and assumed a proportion that the facts did not bear out。
Here and there a relative 〃played a favorite；〃 but even with the push and influence behind him 〃the lucky one；〃 as he was termed； did not seem to make progress； unless he had merit。 It was not long before Bok discovered that the possession of sheer merit was the only real factor that actually counted in any of the places where he had been employed or in others which he had watched