"
"Yes, it is. Exactly. That's why I'm here. We'll be doing
a business of a million and a quarter in my department in
another two years. No firm, not even Horn & Udell, can
afford to ignore an account like that."
Sid Udell smiled a little. "You've made up your mind to
that million and a quarter, young lady?"
"Yes."
"Well, I've dealt with buyers for a quarter of a century or
more. And I'd say that you're going to get it."
Whereupon Fanny began to talk. Ten minutes later Udell
interrupted her to summon Horn, whose domain was the
factory. Horn came, was introduced, looked doubtful. Fanny
had statistics. Fanny had arguments. She had
determination. "And what we want," she went on, in her
quiet, assured way, "is style. The Horn & Udell clothes
have chic. Now, material can't be imitated successfully,
but style can. Our goods lack just that. I could copy any
model you have, turn the idea over to a cheap manufacturer,
and get a million just like it, at one-fifth the price.
That isn't a threat. It's just a business statement that
you know to be true.
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