Mr Hemstetter was gratified by the amount of business done thus far; but expressed surprise that the natives were so backward with their custom.
“Oh, they’re awfully shy,” explained Johnny, as he wiped his forehead nervously. “They’ll get the habit pretty soon. They’ll come with a rush when they do come.”
One afternoon Keogh dropped into the consul’s office, chewing an unlighted cigar thoughtfully.
“Got anything up your sleeve?” he inquired of Johnny. “If you have it’s about time to show it. If you can borrow some gent’s hat in the audience, and make a lot of customers for an idle stock of shoes come out of it you’d better spiel. The boys have all laid in enough footwear to last ’em ten years; and there’s nothing doing in the shoe store but dolce far niente.[1] I just came by there. Your venerable victim was standing in the door, gazing through his specs at the bare toes passing by his emporium. The natives here have got the true artistic temperament. Me and Clancy took eighteen tintypes this morning in two hours. There’s been but one pair of shoes sold all day. Blanchard went in and bought a pair of furlined house-slippers because he thought he saw Miss Hemstetter go into the store. I saw him throw the slippers into the lagoon afterwards.”
“There’s a Mobile fruit steamer coming in to-morrow or next day,” said Johnny. We can’t do anything until then.”
“What are you going to do – try to create a demand?”
“Political economy isn’t your strong point,” said the consul, impudently. “You can’t create a demand. But you can create a necessity for a demand. That’s what I am going to do.”
Two weeks after the consul sent his cable, a fruit steamer brought him a huge, mysterious brown bale of some unknown commodity. Johnny’s influence with the custom-house people was sufficiently strong for him to get the goods turned over to him without the usual inspection. He had the bale taken to the consulate and snugly stowed in the back room. That night he ripped open a corner of it and took out a handful of the cockleburrs. He examined them with the care with which a warrior examines his arms before he goes forth to battle for his lady-love and life. The burrs were the ripe August product, as hard as filberts, and bristling with spines as tough and sharp as needles. Johnny whistled softly a little tune, and went out to find Billy Keogh.
Later in the night, when Coralio was steeped in slumber, he and Billy went forth into the deserted streets with their coats bulging like balloons. All up and down the Calle Grande they went, sowing the sharp burrs carefully in the sand, along the narrow sidewalks, in every foot of grass between the silent houses. And then they took the side streets and byways, missing none. No place where the foot of man, woman or child might fall was slighted. Many trips they made to and from the prickly hoard. And then, nearly at the dawn, they laid themselves down to rest calmly, as great generals do after planning a victory according to the revised tactics, and slept, knowing that they had sowed with the accuracy of Satan sowing tares and the perseverance of Paul planting.
With the rising sun came the purveyors of fruits and meats, and arranged their wares in and around the little market-house. At one end of the town near the seashore the market-house stood; and the sowing of the burrs had not been carried that far. The dealers waited long past the hour when their sales usually began. None came to buy. “iQue hay?[2]” they began to exclaim, one to another. At their accustomed time, from every ’dobe and palm hut and grass-thatched shack and dim patio[3] glided women – black women, brown women, lemon-colored women, women dun and yellow and tawny. They were the marketers starting to purchase the family supply of cassava, plantains, meat, fowls, and tortillas. Decollete they were and bare-armed and bare-footed, with a single skirt reaching below the knee. Stolid and ox-eyed, they stepped from their doorways into the narrow paths or upon the soft grass of the streets.
The first to emerge uttered ambiguous squeals, and raised one foot quickly. Another step and they sat down, with shrill cries of alarm, to pick at the new and painful insects that had stung them upon the feet. “iQue picadores diablos![4]” they screeched to one another across the narrow ways. Some tried the grass instead of the paths, but there they were also stung and bitten by the strange little prickly balls. They plumped down in the grass, and added their lamentations to those of their sisters in the sandy paths. All through the town was heard the plaint of the feminine jabber. The venders in the market still wondered why no customers came.
Then men, lords of the earth, came forth. They, too, began to hop, to dance, to limp, and to curse. They stood stranded and foolish, or stopped to pluck at the scourge that attacked their feet and ankles. Some loudly proclaimed the pest to be poisonous spiders of an unknown species.
And then the children ran out for their morning romp. And now to the uproar was added the howls of limping infants and cockleburred childhood. Every minute the advancing day brought forth fresh victims.
Dona Maria Castillas y Buenventura de las Casas stepped from her honored doorway, as was her daily custom, to procure fresh bread from the panaderia[5] across the street. She was clad in a skirt of flowered, yellow satin, a chemise of ruffled linen, and wore a purple mantilla from the looms of Spain. Her lemon-tinted feet, alas! were bare. Her progress was majestic, for were not her ancestors hidalgos of Aragon? Three steps she made across the velvety grass, and set her aristocratic sole upon a bunch of Johnny’s burrs. Dona Maria Castillas y Buenventura de las Casas emitted a yowl even as a wild-cat. Turning about, she fell upon hands and knees, and crawled – ay, like a beast of the field she crawled back to her honorable door-sill.
Don Senor Ildefonso Federico Valdazar, Juez de la Paz,[6] weighing twenty stone,[7] attempted to convey his bulk to the pulperia[8] at the corner of the plaza in order to assuage his matutinal thirst. The first plunge of his unshod foot into the cool grass struck a concealed mine. Don Ildefonso fell like a crumpled cathedral, crying out that he had been fatally bitten by a deadly scorpion. Everywhere were the shoeless citizens hopping, stumbling, limping, and picking from their feet the venomous insects that had come in a single night to harass them.
The first to perceive the remedy was Esteban Delgado, the barber, a man of travel and education. Sitting upon a stone, he plucked burrs from his toes, and made oration:
“Behold, my friends, these bugs of the devil! I know them well. They soar through the skies in swarms like pigeons. These are dead ones that fell during the night. In Yucatan I have seen them as large as oranges. Yes! There they hiss like serpents, and have wings like bats. It is the shoes – the shoes that one needs! iZapatos – zapatos para mi![9]”
Esteban hobbled to Mr Hemstetter’s store, and bought shoes. Coming out, he swaggered down the street with impunity, reviling loudly the bugs of the devil. The suffering ones sat up or stood upon one foot and beheld the immune barber. Men, women and children took up the cry: “ЎZapatos! zapatos!”
The necessity for the demand had been created. The demand followed. That day Mr Hemstetter sold three hundred pairs of shoes.
“It is really surprising,” he said to Johnny, who came up in the evening to help him straighten out the stock, “how trade is picking up. Yesterday I made but three sales.”
“I told you they’d whoop things up when they got started,” said the consul.
“I think I shall order a dozen more cases of goods, to keep the stock up,” said Mr Hemstetter, beaming through his spectacles.
“I wouldn’t send in any orders yet,” advised Johnny. “Wait till you see how the trade holds up.”
Each night Johnny and Keogh sowed the crop that grew dollars by day. At the end of ten days