Page:Lords of the Housetops (1921).pdf/34

 and moreover, at the time when Hippolyte came into his own, the porte Maillot station of the Métropolitain had already pushed its entrée and sortie up through the soil, not a hundred metres from his door, where they stood like atrocious yellow tulips, art nouveau, breathing people out and in by thousands. There was no lack of possible custom. The problem was to turn possible into probable, and probable into permanent; and here the seven wits and the ten thousand francs of Espérance came prominently to the fore. She it was who sounded the progressive note, which is half the secret of success.

"Pour attirer les gens," she said, with her arms akimbo, "il faut d'abord les épater."

In her creed all that was worth doing at all was worth doing gloriously. So, under her guidance, Hippolyte journeyed from shop to shop in the faubourg St. Antoine, and spent hours of impassioned argument with carpenters and decorators. In the end, the salle de coiffure was glorified by fresh paint without and within, and by the addition of a long mirror in a gilt frame, and a complicated apparatus of gleaming nickel-plate, which went by the imposing title of appareil antiseptique, and the acquisition of which was duly proclaimed by a special placard that swung at right angles to the door. The shop was rechristened, too, and the black and white sign across its front which formerly bore the simple inscription "Kilbert, Coiffeur," now blazoned abroad the vastly more impressive legend "Salon Malakoff." The window shelves fairly groaned beneath their burden of soaps, toilet waters, and perfumery, a string of bright yellow sponges occupied each