“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. I can sketch from memory anything I've seen once. What I want to know is this: Will you make it necessary for me to do that, or will you undertake to furnish us with cheaper copies of your high-priced designs? We could use your entire output. I know the small-town woman of the poorer class, and I know she'll wear a shawl in order to give her child a cloth coat with fancy buttons and a velvet collar.”
And Horn & Udell, whose attitude at first had been that of two seasoned business men dealing with a precocious child, found themselves quoting prices to her, shipments, materials, quality, quantities. Then came the question of time.
“We'll get out a special catalogue for the summer,” Fanny said. “A small one, to start them our way. Then the big Fall catalogue will contain the entire line.”
“That doesn't give us time!” exclaimed both men, in a breath.
“But you must manage, somehow. Can't you speed up the workroom? Put on extra hands? It's worth it.”
They might, under normal conditions. But there was this strike-talk, its ugly head bobbing up in a hundred places. And their goods were the kind that required high-class workers. Their girls earned all the way from twelve to twenty-five dollars. But Fanny knew she had driven home the entering wedge. She left them after making an engagement for the following day. The Horn & Udell factory was in New York's newer loft-building section, around Madison, Fifth avenue, and the Thirties. Her hotel was very near. She walked up Fifth avenue a little way, and as she walked she wondered why she did not feel more elated. Her day's work had exceeded her expectations. It was a brilliant January afternoon, with a snap in the air that was almost western. Fifth avenue flowed up, flowed down, and Fanny fought the impulse to stare after every second or third woman she passed. They were so invariably well-dressed. There was none of the occasional shabbiness or dowdiness of Michigan Avenue. Every woman seemed to have emerged fresh from the hands of masseuse and maid. Their hair was coiffed to suit the angle of the hat, and the hat had been chosen to enhance the contour of the head, and the head was carried with regard for the dark furs that encircled the throat. They were amazingly well shod. Their white gloves were white. (A fact remarkable to any soot-haunted Chicagoan.) Their coloring rivaled the rose leaf. And nobody's nose was red.
“Goodness knows I've never pretended to be a beauty,” Fanny said that evening, in conversation with Ella Monahan. “But I've always thought I had my good points. By the time I'd reached Forty-second street I wouldn't have given two cents for my chances of winning a cave man on a desert island.”
She made up her mind that she would go back to the hotel, get a thick coat, and ride outside one of those fascinating Fifth avenue 'buses. It struck her as an ideal way to see this amazing street. She was back at her hotel in ten minutes. Ella had not yet come in. Their rooms were on the tenth floor. Fanny got her coat, peered at her own reflection in the mirror, sighed, shook her head, and was off down the hall toward the elevators. The great hall window looked toward Fifth avenue, but between it and the avenue rose a yellow-brick building that housed tier on tier of manufacturing lofts. Cloaks, suits, blouses, petticoats, hats, dresses—it was just such a building as Fanny had come from when she left the offices of Horn & Udell. It might be their very building, for all she knew. She looked straight into its windows as she stood waiting for the lift. And window after window showed women, sewing. They were sewing at machines, and at hand-work, but not as women are accustomed to sew, with leisurely stitches, stopping to pat a seam here, to run a calculating eye along hem or ruffle. It was a dreadful, mechanical motion, that sewing, a machine-like, relentless motion, with no waste in it, no pause. Fanny's mind leaped back to Winnebago, with its pleasant porches on which leisurely women sat stitching peacefully at a fine seam.
What was it she had said to Udell? “Can't you speed up the workroom? It's worth it.”