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CHAPTER
8 IDENTIFYING MARKET
SEGMENTS AND
TARGETS
LEARNING OBJECTIVES
In this chapter, we will address the following questions:
1. What are the different levels of market segmentation?
2. In what ways can a company divide a market into segments?
3. What are the requirements for effective segmentation?
4. How should business markets be segmented?
5. How should a company choose the most attractive target markets?

CHAPTER SUMMARY
1. Target marketing includes three activities: market segmentation, market targeting, and
market positioning. Market segments are large, identifiable groups within a market.
2. Two bases for segmenting consumer markets are consumer characteristics and
consumer responses. The major segmentation variables for consumer markets are
geographic, demographic, psychographic, and behavioral. Marketers use them singly
or in combination.
3. Business marketers use all these variables along with operating variables, purchasing
approaches, and situational factors.
4. To be useful, market segments must be measurable, substantial, accessible,
differentiable, and actionable.
5. We can target markets at four main levels: mass, multiple segments, single (or niche)
segment, and individuals.
6. A mass market targeting approach is adopted only by the biggest companies. Many
companies target multiple segments defined in various ways such as various
demographic groups who seek the same product benefit.
7. A niche is a more narrowly defined group. Globalization and the Internet have made
niche marketing more feasible to many.
8. More companies now practice individual and mass customization. The future is likely
to see more individual consumers take the initiative in designing products and brands.
9. Marketers must choose target markets in a socially responsible manner at all times.

Copyright 2012 Pearson Education, Inc. publishing as Prentice Hall

OPENING THOUGHT
The first challenges presented in this chapter are the concepts of market segmentation and
the segmentation processes used by marketing firms. Students may have difficulty
understanding the various steps of the segmentation process as well as differentiating
between target markets and market positioning. The instructor is urged to use personal
examples of target markets—the differences between the instructor’s age cohort and that
of his/her students—for example in illustrating the different markets.

Second, the concepts of consumer characteristics and responses may be new to many
students as it applies across different age groups and different consumers. Students who
have little contact with other people outside their sphere of influence may have a hard
time realizing that other consumers hold differing views and have different usages for
products and services.

Suggestions to help students understand the degree of sophistication used by marketers

include using the Claritas’ PRIZM Web site during the class lecture, pinpointed by a
student’s zip code for example, to show the amount of information available to
marketers. Additional examples for classroom demonstrations include asking students to
research information on the Internet on their particular favorite product and information
by their zip code or other criteria. Many firms provide differing products to different
consumers, Toyota, for example offers the Toyota line of cars and the Lexus family of
cars. Both of these brands can be used to illustrate product differentiation and target
marketing.

TEACHING STRATEGY AND CLASS ORGANIZATION

PROJECTS
1. Students should turn in their market segmentation segment of their semester-long new
product or service report.

2. Students should select a product or service that they are familiar with, such as jeans,
computers, or personal CD players. Once these items are selected, the students must
undertake research into the specific items: target market and market segmentation.
Student reports should contain information as to: How large is the target market, what
is the future growth potential of this target market, how do/does the marketer reach
this target market and so on? The second section of this project is for the students to
“re-position” this product to another market segment. For example, if the students
select personal CD players as their product of choice, and confirm that the target
market for this is Gen Y, then the students should define how the manufacturers of
personal CD players will attempt to re-position the product to attract the baby boomer
generation to increase their purchases of personal CD players.

3. Sonic PDA Marketing Plan Market segmentation is an important part of any

marketing plan. It is the first step in the STP process that precedes any marketing

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 strategy: segmentation, targeting, and positioning. The purpose of STP is to identify
and describe distinct market segments, target-specific segments, and then pinpoint the
differentiating benefits to being stressed in marketing.

In your role as Jane Melody’s assistant, you are responsible for market segmentation
and targeting for Sonic’s PDA product. Look at the SWOT Analysis, Market
Description, and Competitive Review sections and then answer:

• Which variables should Sonic use to segment its consumer markets?

• Which variables should Sonic use to segment its business markets?
• How can Sonic evaluate the attractiveness of each identified segment?
• Should Sonic pursue full market coverage, market specialization, product
specialization, selective specialization, or single-segment concentration? Why?

Summarize your conclusions in a written marketing plan or enter them in the Market
Demographics and Target Markets sections of Marketing Plan Pro. Also note any
additional research you may need in the Marketing Research Section of Marketing Plan
Pro.

ASSIGNMENTS
The population of Americans over 50 years of age will swell to 115 million in the next 25
years. In small groups, have the students detail the demographic information on this
group of Americans (ages, buying power, perception of themselves, etc.) and suggest
some key marketing opportunities mined from this information. For example, if seniors
often make buying decisions based on lifestyle and not age, as the vignette mentions,
does this information present marketing opportunities for such industries as travel, bio-
medical industries, at-home exercise equipment, and automobiles? If so, who is going to
be affected and to what extent? Student answers should contain detailed demographic
information about this target market and should draw a connection between what the
information says and what is the potential for marketers.

The upcoming demographic changes for the U.S. population calls for Hispanics to be the
largest demographic segment in the U.S. by 2050. Assuming that this is true, either in
small groups or individually, ask the students to comment on how this demographic shift
will change the segmentation in: a) the grocery industry, b) the fast-food industry, and c)
the casual dining industry. Student answers should include key demographic and lifestyle
facts and figures about these markets and their consumers.

The firm Claritas, Inc. has developed a geoclustering system called PRIZM®. Assign
students the task of visiting this site and collecting the marketing information available
for their particular zip code (home or school). In a report, ask the students to comment on
the accuracy, implications, and usefulness of this information for marketers. How can a
marketer “target” his/her audience using PRIZM?

Copyright 2012 Pearson Education, Inc. publishing as Prentice Hall

Figure 8.4 outlines the major VALS® segmentation (www.sric-bi.com). Students are
asked to characterize either themselves, family members, or others and place them in one
of these groups. How closely does the person the student selected, “fit” the profile? If so,
can the marketer rely on these characterizations in mapping out marketing plans? Are
there major differences? If major differences exist, what impact does this have on
marketers’ developing marketing plans?

Marketing Insight, Marketing to Generation Y, is a compilation of thoughts and notes

from a number of sources. Ask the students to read each of these sources and be prepared
to share their thoughts as well as comments about what they have read in class.
Specifically, are these authors “on-target” when it comes to characterizing their
generation? Are these insights an oversimplification of the buying habits of their
generation? Are there any “missing insights” from these readings that will have a
profound impact on future marketing strategies?

Effective segmentation criteria are necessary for target market identification. Market
segments must be measurable, substantial, accessible, differentiable, and actionable.
However, not all segmentation schemes are useful—the text uses table salt buyers for
example. Students are to provide three examples of those products or services in which:
segmentation criteria are not necessary and three examples where segmentation criteria
are an absolute necessity. Students are to exchange their findings and explain these
differences. Additional discussion (or assignment) could be to have the students devise a
segmentation strategy for the products or services that they found not currently, where
segmentation criteria are necessary. In other words, to “create” a segmentation distinction
for—“table salt”!

END-OF-CHAPTER SUPPORT
MARKETING DEBATE—Is Mass Marketing Dead?

With marketers increasingly adopting more and more refined market segmentation
schemes—fueled by the Internet and other customization efforts—some claim mass
marketing is dead. Others counter there will always be room for large brands employing
marketing programs to target the mass market.

Take a position: Mass marketing is dead versus mass marketing is still a viable way to
build a profitable brand.

Pro: People are consumers and people have a number of basic personal and societal needs
that transcends individuality. Certain basic human physical needs (food, clothing, and
shelter, for example) can be best met through mass marketing. In addition, consumers
desire low prices and functionality in some of their basic products and services. Mass
marketing allows the firm to foster the lowest price through economies of production,
distribution, and marketing. Additionally, people like to have their daily life remain
uncomplicated; that is best served through mass produced products. Asking the consumer
to make too many choices can backfire on marketers as it can overly complicate and
stress consumers—for example, the design of a new home can be both a rewarding and
Copyright 2012 Pearson Education, Inc. publishing as Prentice Hall
stressful experience; the intended owner(s) is(are) asked to make literally hundreds of
decisions about size, floor plans, colors, and options throughout the process. Not
complicating a consumer’s life, through mass production and mass marketing of products
can create a viable marketing niche for companies.

Con: People are consumers and with the plethora of product and service choices available
to solve their problems today, a firm must produce individual and customized products to
compete. Basic human needs and wants can be delivered to the consumer by a wide range
of choices. Technology has given the consumer the power and ability to interact with
manufacturers in producing the exact product, with the exact features, and at the target
price desired. Consumers are better educated and better informed than previous
generations. Consumers are also more sophisticated than ever before. These increases in
information, technology, and sophistication are causing firms to respond to the
consumers’ wishes for individuality. Accepting the concept of “individuality” in the
production of goods and services is the only option for many firms. Individuality and the
service that that concept demands can lead to a “supplier-consumer” relationship that can
and will build strong brand preferences. Those firms who choose not to compete or fail to
compete in these arenas run the risk of falling behind competition and in experiencing the
subsequent losses in market share and profits.

MARKETING DISCUSSION—Descriptive Versus Behavioral Market

Segmentation Schemes
Think of various product categories. In each segmentation scheme, to which segment do
you feel you belong? How would marketing be more or less effective for you depending
on the segment? How would you contrast demographic and behavioral segment schemes?
Which one(s) do you think would be most effective for marketing trying to sell to you?
Suggested Response:
Each student’s answer will vary depending upon the product chosen. However, all
answers should contain some of the following terms.
Niche markets
Local marketing
Customerization marketing
Geographic segmentation
Age and life-cycle stage
Life stage
Gender
Income
Generation
Social class
Psychographic segments (VALS)
Behavioral variables
Usage rates
Buyer-readiness stages
Loyalty status

Marketing Excellence: HSBC

Copyright 2012 Pearson Education, Inc. publishing as Prentice Hall
 1.) What are the risks and benefits of HSBC’s positioning itself as the World’s Local
Bank?

Suggested Response: Successful target marketing includes segmentation, targeting, and

market positioning well. HSBC positioning as the “world’s local bank” requires HSBC
to be very accurate and definitive in its execution of these three activities across all of the
world’s countries, a huge undertaking.

2.) Does HSBC’s most recent campaign resonate with its target audience? Why or
why not?

Suggested Response: Student answers will vary. Good students will comment on how
this most recent campaign embraces the notion of multiple viewpoints and different
interpretations across countries and peoples. Also, according to the note, this strategy is
stated as “It encapsulates our global outlook that acknowledges and respects that people
value things in very different ways.”

Marketing Excellence: BMW

1.) What are the pros and cons to BMW’s selective target marketing? What has the
firm done well over the years and where could it improve?

Suggested Answer: Student answers will vary as to the pros and cons of BMW’s selective
target marketing. Good students will note that BMW has created a different automobile
for each of their segmented target markets while keeping the ‘ultimate driving machine’
tagline consistent across all products.
Good students will note that in the article, is stated “research showed that they cared less
about the bragging rights of the BMW brand and instead desired a variety of design, size,
price, and style choice. As a result, the company took several steps to grow its product
line by targeting specific market segments, which resulted in unique premium-priced cars
such as SUVs, convertibles, roadsters, and less expensive compact cars, the 1 Series. In
addition, BMW redesigned its 3, 5, and 7 Series cars, making them unique in appearance
yet remaining exceptional in performance. BMW’s full range of cars now include the 1
Series, 3 Series, 5 Series, 6 The redesign of the 7 Series, BMW’s most luxurious car,
targeted a group called “upper conservatives.” These wealthy, traditional consumers
traditionally don’t like sportier automobiles. BMW successfully launched the X5 by
targeting “upper liberals” who achieved success in the 1990s and had gone on to have
children and take up extra-curricular activities such as biking, golf, and skiing. These
consumers needed a bigger car for their active lifestyles and growing families, so BMW
created a high-performance luxury SUV. BMW refers to its SUVs as Sport Activity
Vehicles in order to appeal even more to these ac BMW created the lower-priced 1 Series
and X3 SUV to target the “modern mainstream,” a group who are also family-focused
and active but had previously avoided BMW’s because of the premium cost. The 1 Series
reached this group with its lower price point, sporty design, and aspiration to own a
luxury brand. The X3 also hit home with its smaller, less expensive SUV design. BMW
introduced convertibles and roadsters to target “post-moderns,” a high-income group that

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continues to attract attention with more showy, flamboyant cars. BMW’s 6 Series, a
flashier version of the high-end 7 Series, also targeted this group.”

2.) BMW’s sales slipped during the worldwide recession in 2008 and 2009. Is its
segmentation strategy too selective? Why or why not?

Suggested Answer: Student answers will vary, but sales slippage is not always associated
with a too selective segmentation as to overall financial conditions of their target
market(s), increased price competition from other automobile manufacturers and even
increased product competition as firms such as Infiniti create products known as “BMW
killers.”

DETAILED CHAPTER OUTLINE

Companies cannot connect with all customers in large, broad, or diverse markets. But they
can divide such markets into groups of consumers or segments with distinct needs and wants.
A company then needs to identify which market segments it can serve effectively. This
decision requires a keen understanding of consumer behavior and careful strategic thinking.
To develop the best marketing plans, managers need to understand what makes each segment
unique and different.
To compete more effectively, many companies are now embracing target marketing.
Effective target marketing requires that marketers:
A) Identify and profile distinct groups of buyers who differ in their needs and wants
(market segmentation).
B) Select one or more market segments to enter (market targeting).
C) For each target market, establish and communicate the distinctive benefit(s) of the
company’s market offering (market positioning).

BASES FOR SEGMENTING CONSUMER MARKETS

Market segmentation divides a market into well-defined slices. A market segment
consists of a group of customers who share a similar set of needs and wants. The
marketer’s task is to identify the appropriate number and nature of market segments and
decide which one(s) to target.

We use two broad groups of variables to segment consumer markets.

A) Descriptive characteristics: geographic, demographics, and psycho-
graphic.
B) Behavioral considerations: consumer responses to benefits, usage occasions, or brands.
Regardless of which type of segmentation scheme we use, the key is adjusting the marketing
program to recognize customer differences.
Geographic Segmentation
Geographic segmentation divides the market into geographical units.
A) More and more, regional marketing means marketing right down to a specific zip
code.
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 B) Claritas, Inc. has developed a geoclustering approach called PRIZM that classifies
neighborhoods into distinct groups and lifestyle segments called PRIZM Clusters.
Here are four examples of PRIZM clusters:
1. Young Digerati
2. Beltway Boomers
3. The Cosmopolitans
4. Old Milltowns
C) Marketers can use PRIZM to answer a variety of questions.
D) Marketing to microsegments has become possible even for small organizations as
database costs decline, software becomes easier to use, and data integration
increases.

Demographic Segmentation
In demographic segmentation, we divide the market by variables such as age, family size,
family life cycle, gender, income, occupation, education, religion, race, generation,
nationality, and social class.
A) Consumer needs, wants, usage rates, and product and brand preferences are often
associated with demographic variables.
B) Demographic variables are easy to measure.

Age and Life-Cycle Stage

Consumer wants and abilities change with age.
Nevertheless, age and life cycle can be tricky variables. The target market for some
products may be the psychologically young.

Life Stage
A) Persons in the same part of the life cycle may differ in their life stage. Life stage
defines a person’s major concern. These life stages present opportunities for
marketers who can help people cope with their major concerns.
Gender
A) Men and women have different attitudes and behave differently, based partly on
genetic makeup and partly on socialization.
B) Some traditionally more male-orientated markets, are beginning to recognize
gender segmentation, changing how they design and sell their products.
Income
A) Income segmentation is a long-standing practice in product and service
categories.
B) However, income does not always predict the best customers for a given product.
C) Increasingly, companies are finding their markets are hourglass shaped as middle-
market U.S. consumers migrate toward both discount and premium products.

Marketing Insight
Trading Up, Down, and Over
A new pattern in consumer behavior has emerged in recent years: “New Luxury” and in
order to trade up to these brands that offer emotional benefits, consumers often “trade
down” by shopping at discounters.

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Generation
A) Each generation or cohort is profoundly influenced by the times in which it grows up.
B) Demographers call these groups cohorts.
1) They share similar outlooks and values.
2) Marketers often advertise to a cohort by using the icons and images prominent in
its experiences.
Marketing Insight: Marketing to Generation Y
The influences that shaped Gen Y are important to marketers because this cohort will shape
consumer and business markets for years to come. Members of this cohort are often turned
off by overt branding practices and a “hard sell;” marketers must use different and often
unconventional approaches to reach them.
C) Generational cohorts also influence each other.
D) Marketers often advertise to a cohort by using the icons and images prominent in its
experiences.
a) Millennials
b) Gen X
c) Baby Boomers
d) Silent Generation
Race and Culture
Multicultural marketing is an approach recognizing that different ethnic and cultural
segments have sufficiently different needs and wants to require targeted marketing
activities, and that a mass-market approach is not refined enough for the diversity of the
marketplace.
The Hispanic-American, African-American, and Asian-American markets are all growing
at two to three times the rate of non-multicultural populations, with numerous
submarkets, and their buying power is expanding.
Multicultural markets also vary in whether they are first and second (or more) generation,
and whether they are immigrants or U.S. born and raised.

The norms, language nuances, buying habits, and business practices of multicultural
markets need to be factored into the initial formulation of a marketing strategy, rather
than added as an afterthought.
Hispanic-Americans
A) Hispanic-Americans have become the largest minority in the country with
annual purchasing power estimated to be over $1 trillion in 2010—the Hispanic-
American market holds a wide variety of sub-segments, with roughly two dozen
nationalities including Cuban, Mexican, Puerto Rican, Dominican, and other
Central and South American groups, and a mix of cultures, physical types, racial
backgrounds, and aspirations.
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 B) Hispanic-Americans often share strong family values—several generations
may reside in one household—and strong roots to their original country of origin.
They have a need for respect, brand loyalty, and a keen interest in product quality.
C) Marketers are reaching out to Hispanic-Americans with targeted promotions,
ads, and Web sites but need to be careful to capture the nuances of cultural and
market trends. U.S.-born Hispanic-Americans also have different needs and tastes
than their foreign-born counterparts and, though bilingual, often prefer to
communicate in English.
African-Americans
A) African-Americans have had a significant economic, social, and cultural
impact on U.S. life, influencing inventions, art, music, sports, fashion, and
literature. Like many cultural segments, they are deeply rooted in the U.S.
landscape while also proud of their heritage and respectful of family ties.
Asian-Americans
A) According to the U.S. Census Bureau, “Asian” refers to people having origins
in any of the original peoples of the Far East, Southeast Asia, or the Indian
subcontinent. The Asian-American market has been called the “invisible market”
because, compared to Hispanic-Americans and African-Americans, it has
traditionally received a disproportionally small fraction of U.S. companies’ total
multicultural marketing expenditure.

B) Asian-Americans tend to be more brand-conscious than other minority groups

yet are the least loyal to particular brands LGBT. The Lesbian, Gay, Bisexual and
Transgender market is estimated to make up 5% to 10% of the population and
have approximately $700 billion in buying power.

Psychographic Segmentation
Psychographics is the science of using psychology and demographics to better understand
consumers.
A) In psychographic segmentation, buyers are divided into different groups on the
basis of psychological/personality traits, lifestyle, or values.
B) One of the most popular commercially available classification systems is SRI
Consulting Business Intelligence’s VALS framework.
1) The major tendencies of the four groups with high resources are:
a. Innovators
b. Thinkers
c. Achievers
d. Experiencers
2) The major tendencies of the four groups with lower resources are:
a. Believers
b. Strivers

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 c. Makers
d. Survivors
Behavioral Segmentation
In behavioral segmentation, marketers divide buyers into groups on the basis of their
knowledge of, attitude toward, use of, or response to a product.

Needs and Benefits

A) Benefits: Not everyone who buys a product has the same needs or wants the same
benefits from it.
B) Needs-based or benefit-based segmentation is a widely used approach because it
identifies distinct market segments with clear marketing implications.
1) Enthusiasts (12%)
2) Image Seekers (20%)
3) Savvy Shoppers (15%)
4) Traditionalists (16%)
5) Satisfied Sippers (14%)
6) Overwhelmed (23%)
Decision Roles
It’s easy to identify the buyer for many products. People play five roles in a buying
decision: Initiator, Influencer, Decider, Buyer, and User.

User and Usage-Related Variables

Many marketers believe variables related to various aspects of users or their usage—
occasions, user status, usage rate, buyer-readiness stage, and loyalty status—are good
starting points for constructing market segments.
A) Occasions
B) User Status
C) Usage Rate
D) Buyer-Readiness Stage
E) Loyalty Status
a) hard-core loyals
b) split loyals
c) shifting loyals
d) switchers
F) Attitudes
a) enthusiastic
b) positive
c) indifferent
d) negative
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 e) hostile
G) Multiple bases

BASIS FOR SEGMENTING BUSINESS MARKETS

Business markets can be segmented with some of the variables used in consumer market
segmentation but business marketers also use other variables.

Within a given target market industry and customer size, a company can segment further
by purchase criteria.

Business marketers generally identify segments through a sequential process.

A) The company first undertook macrosegmentation. It looked at which end-use
market to serve: automobile, residential, or beverage containers. It chose the
residential market, and it needed to determine the most attractive product application:
semifinished material, building components, or aluminum mobile homes. Deciding to
focus on building components, it considered the best customer size and chose large
customers.
B) The second stage consisted of microsegmentation. The company distinguished
among customers buying on price, service, or quality. Because it had a high-service
profile, the firm decided to concentrate on the service-motivated segment of the
market.
Business-to-business marketing experts Anderson and Narus have urged marketers to
present flexible market offerings to all members of a segment.
C) A flexible market offering consists of two parts: a naked solution containing the
product and service elements that all segment members value, and discretionary
options that some segment members value. Each option might carry an additional
charge.

MARKET TARGETING
Once a firm has identified its market-segment opportunities, it must decide how many
and which ones to target. This has lead some researchers to advocate a needs-based
market segmentation approach.

Effective Segmentation Criteria

To be useful, market segments must rate favorably on five key criteria:
A) Measurable
B) Substantial
C) Accessible
D) Differentiable
E) Actionable

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Evaluating and Selecting the Market Segments
In evaluating different market segments, the firm must look at two factors: The segment’s
overall attractiveness and the company’s objectives and resources.
Full market coverage
1) The firm attempts to serve all customer groups with all the products they might
need.
2) In undifferentiated marketing, the firm ignores segment differences and goes after
the whole market with one offer.
3) In differentiated marketing, the firm operates in several market segments and
designs different products for each segment.
Multiple Segment Specialization
1) With selective specialization, a firm selects a subset of all the possible
segments, each objectively attractive and appropriate. There may be little or no
synergy among the segments, but each promises to be a moneymaker.
2) Keeping synergies in mind, companies can try to operate in supersegments
rather than in isolated segments. A supersegment is a set of segments sharing
some exploitable similarity.
3) With product specialization, the firm sells a certain product to several different market
segments. A microscope manufacturer, for instance, sells to university, government, and
commercial laboratories, making different instruments for each and building a strong
reputation in the specific product area. The downside/risk is that the product may be
supplanted by an entirely new technology.
4) With market specialization, the firm concentrates on serving many needs of a
particular customer group, such as by selling an assortment of products only to university
laboratories. The firm gains a strong reputation among this customer group and becomes
a channel for additional products its members can use. The downside/risk is that the
customer group may suffer budget cuts or shrink in size.

Single-Segment Concentration
With single-segment concentration, the firm markets to only one particular
segment.
1) Through concentrated marketing, the firm gains deep knowledge of the segment’s needs
and achieves a strong market presence.
2) A niche is a more narrowly defined customer group seeking a distinctive mix of benefits
within a segment. Marketers usually identify niches by dividing a segment into
subsegments.
a. Niche marketers aim to understand their customers’ needs so well that
customers willingly pay a premium.
3) However, there are risks. A market segment can turn sour or a competitor
may invade the segment.

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4) For these reasons, many companies prefer to operate in more than one
segment.
5) Companies can try to operate in super-segments rather than in isolated
segments.
a. A super-segment is a set of segments sharing some exploitable similarity.
Individual Marketing
The ultimate level of segmentation leads to “segments of one,” “customized marketing,”
or “one-to-one marketing.
Today customers are taking more individual initiative in determining what and how to
buy.

They log onto the Internet; look up information and evaluations of product or service
offerings; conduct dialogue with suppliers, users, and product critics; and in many cases
design the product they want.

Customerization combines operationally driven mass customization with customized

marketing in a way that empowers consumers to design the product and service offering
of their choice.

Ethical Choice of Market Targets

Market targeting also can generate public controversy when marketers take unfair
advantage of vulnerable or disadvantaged groups, or promote potentially harmful
products.

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which dangled over his ears, flapping up and down to the rhythm of
his stride. Probably, he thought, some one would take him for a
murderer or a burglar—although, to be sure, such people use
automobiles in this twentieth century. Paul was especially conscious
that the policeman leaning against a post of the elevated railway, did
peer at him searchingly, whistled something, and twirled his stick
meditatively. But perhaps all this was fancy, aided by the dim light of
the arcs.
It was, however, likely that Paul carried with him a remnant of the
atmosphere of the death-chamber he had just left—the green-walled
room in the rear of 355 where Hanaré Tierens had died—and that
the remembrance of this most recent experience created in his mind
a marked sensitiveness to ghostly things such as policemen and
Greenwich Village arc-lights. That calm, livid face, with its peculiarly
French nose, had passed through some experience of which Paul, at
least, knew nothing. He still felt the pressure of Hanaré’s hand,
which he had held until the last moment. It had relaxed and become
dead. What a world of truth and wonder was there in that moment,
that relaxation!
Few men, Paul thought, had ever passed through emotions such
as his own had been. It was bad enough to see one’s old friend and
adviser die; to feel a hand relax, the way Hanaré’s had; to realize
that it belonged no longer to a friend or an adviser. This, Paul
reflected, was bad enough. But there had also been a girl—Hanaré’s
daughter; a girl whom Paul had passionately loved for the last five
years; a girl whose drawn, white face stood out now in his memory,
like a ghost, to aggravate the torture in his heart. These two had sat
facing each other during the last hours, when the doctor had gone,
and the rest of the house was asleep. They had not exchanged a
word. The tragedy had been heightened by the silence. Paul had
expressed his love too often for her to be able to forget, even at this
time, the intensity of his passion. And once, when their eyes met, he
knew that in her young heart one more sorrow had thus been added
to her present burden—a sympathy for him, and a feeling of almost
shame that she could not respond to his love.
Then there had been a frightful kind of mental telepathy which
carried even his most involuntary thoughts over to her. How could he
help thinking that since she was now alone, without her father, she
might accept him as a lover and a protector? How could he avoid
extending his sympathy for her distress into a conviction that, since
she needed comfort, some overt expression of his love was justified?
Indeed, once when she had laid her head in despair upon the dying
man’s breast, Paul had stretched out his hand and stroked her hair.
She had, then, taken his hand in hers, pressed it, and released it.
The situation only seemed to strengthen the barrier between them,
and to make them even more intensely conscious of it.
These thoughts flowed slowly through Paul’s mind, now that he
was out on the street, walking toward his apartment. He cursed
himself for his selfishness and for bringing into a death-chamber
such passions and emotions, thereby to heighten a young girl’s
distress. What if they were the passions of a lifetime! What if they
had caused him inexpressible suffering! He was none the less a
selfish brute, immersed in his own selfishness.
Upon passing a quick-lunch room, he decided to enliven his tired
mind by indulging in some coffee and doughnuts. He opened the
door, walked past the shiny, white-topped tables, and approached
the counter. Here he was at once surprised by the beauty of the girl’s
face, which confronted him, and which stood out against the
background of coffee containers, cups, saucers, shredded wheat
boxes, and the like, as though an inhabitant of his dreams had been
transposed to this earthly environment. Paul, who was sleepy and
dazed, stared at her until she was forced to drop her lashes and hide
from him the blue depths of her eyes.
 “I am Paul Duval,” he said, in his absent-minded way, “and I
should like some coffee.”
The girl turned and drew it from the container. Paul watched her—
the slim back and the delicate, white skin which showed through her
fine blouse.
“A strange world,” he sighed as she turned toward him with the
coffee. “Isn’t it?”
He had not meant it offensively. And as she gazed into his vague,
grey eyes, saw the sallow cheeks and the whimsical expression on
the mouth, she divined that he was not talking about the world but
about himself.
“Do you think so?” she smiled.
“Don’t you?”
“I think you are a strange person!” she laughed, turned on her heel
gayly, and pretended to busy herself with something below the
counter. Paul noticed that her voice was quite cultured.
“Do you work here—always?” he asked.
“One week,” she passed nonchalantly from one little task to
another. “This is my first night’s work—my last, too—Fred was sick.”
“Who’s Fred?” Paul found it difficult to keep up with her.
“Night-man. Did you want anything else?” She leaned across the
counter, exposing her slim arms, and a pair of delicate hands. She
looked up at him, laughing.
Stupidly he remembered that he had come there to drink coffee.
He fumbled for his cup.
“No,” he said, “—eh—that is—I’d like some doughnuts.”
She procured the doughnuts, and Paul reluctantly shambled off to
a nearby table, where he sat down, facing the counter. It was indeed
strange that this girl should exert so much attraction over him. He
had seen beautiful women before during his twenty-six years of
varied existence. However, he remembered with a smile that since
women had meant anything to him at all, he had been in love: first
with a stolidly serious young lady, who was now married to a man
much older than herself, and then with Marie Tierens. This latter
affair had been going on for the past five or six years. It had become
his ideal. It had given Paul the conviction that if a man is going to
marry a decent woman,—well—the least he can do is to be decent
himself. At the heart of civilization, he thought, lay the unitary
standard. And thus he had crossed in safety numerous pitfalls which
present themselves to the average hack-writer—the small dealer in
ideas.
But to-night, ah, well—even one’s deepest ideals are shattered at
times. The excruciating emotions of the past few hours had left him
like a rudderless ship, adrift in a sea of bewildering passions. Hanaré
was gone now. Without Hanaré life could never be the same. And
Hanaré’s daughter had changed. She had become an independent
woman. There was defiance in her eyes, instead of that ancient
girlishness which had always kept hope alive in Paul’s heart. Indeed,
the world had changed. For better or for worse, Paul, too, had
changed.
In those intense moments of a man’s lifetime, wherein the past,
together with the ideals which epitomize the past, are relinquished
and a new method of life undertaken—in those moments a man is
not fully conscious of all that he is doing. He moves in response to
the predominant feeling in his heart. And there opens up before him
new and unexplored vistas of life, at the other end of which he hopes
to find some sort of Eldorado. To-night Paul was craving for beauty.
Beauty to alleviate the coarseness of the death-chamber. Beauty to
help him forget the face and the eyes of a girl who could no longer
truly be called “his” girl.
He was awakened from his short reverie by a voice close beside
him. “Good-night,” it said cheeringly. Paul looked up to behold the
girl of the counter, in a blue serge dress, with a dark blue hat slanted
to one side of her head. She waved to him as she passed. Paul
gathered his queer legs together, and arose.
“Eh—are you going?”
 The girl turned. “Yes,” she said, “I’m only on duty until one o’clock.”
“Really? Is it that late?” He felt for his watch, but could not find it.
“Good-night,” said the girl again.
“I say,” said Paul, as though he were embarrassed, “perhaps—well
—wouldn’t it be rather nice if I were to take you home? We could—
eh—go somewhere—dance—first.”
“Dance! At one o’clock?” she laughed. “I don’t think we could.”
“Of course.”
She made no move to go, nor did Paul, who was standing close to
her. At length she took hold of his arm.
“Well, are you coming?”
They walked out of the restaurant and down the deserted street
together.

The night spent itself. Some sort of a dawn crept across the city
and touched the edges of the windows in the rear of 355 McDougal
Street. As the grey light penetrated the room on the third floor, a girl,
who had been lying across the body of a dead man, arose, looked
stupidly about her, rubbed her eyes, and went over to the window
where she gazed across the damp Greenwich Village roofs. She
thought, perhaps, that she was going mad, with this silence which
penetrated her whole nature, like the cold dawn that had just
penetrated the night. But, strangely enough, it was not altogether her
own loneliness, nor yet the painful sense of loss at the death of her
father, nor even the ghostliness of his figure on the bed, that was
thus driving her toward insanity. Rather, it was the remembrance of
Paul’s face, the knowledge of his suffering for her, and the feeling
that, although she could never love him—really love him, as she had
pictured love in her girlhood dreams—still, the death of her father
had removed the last tangible excuse which she had to offer him.
She felt that it was not right to add to his sorrow for Hanaré’s death,
a still larger grief caused by her own selfishness.
 She smiled tearfully as she gazed out of the window. Why, she
was making it appear like a case of duty!—and, of course, no one
ought to marry for duty. Actually, it was not altogether a case of duty.
Actually, she was alone—and afraid of her own loneliness. Indeed,
the image of Paul came to her like a light shining through the
darkness. He was forced upon her, by the strength of circumstances.
Hanaré was gone now. Without Hanaré life could never be the same.
Paul had become essential to her very existence. Love him or not,
he was essential to her existence.
As the sun rose and the day wore on, and she went about her
necessary tasks, it seemed to her almost as though she loved Paul.
She had never had a feeling quite so compelling as this. Before her
father’s death, she had never wished to marry. She had
contemplated some sort of a career, with her painting and her
sculpture, which she inherited from Hanaré. Besides, her father had
needed her. He had been a solitary man, with few friends, a dreamy
personality, and so absent-minded that he required her constant
attention. Thus life had seemed to her best, close to her father’s
side, managing the little household, and doing her art at her leisure.
The thought of children to take care of revolted her. And as yet no
passion had entered her life, sufficiently powerful to make this
secluded existence seem trivial or repulsive. Nor was there anything
about Paul Duval to attract her strongly. He was the nicest and
kindest man in the world, and he loved Hanaré; but for a husband—
well—what was the use of a husband, anyway?
She felt differently now. She wanted Paul. Yet all day he stayed
away.
Toward evening there came to her again the sensation that she
was going mad. It was simply inhuman of Paul to leave her alone like
this. There had been, of course, the neighbors, who offered their
sympathetic assistance, and who tried to comfort this strange, silent
girl, whom none of them understood. But because of her yearning for
Paul, the neighbors only aggravated her nervous sorrow. And
although she had consented to sleep with an elderly woman in
another part of the house, until her father should be buried,
nevertheless, late that night, she felt herself irresistibly drawn to
Hanaré’s stiff corpse; and she crept into the ghostly room, in her
night-gown, to appease that unnatural craving. This was about ten
o’clock. She sat for some minutes on the edge of the bed, but could
find no consolation. Suddenly she jumped up with the wild resolve to
go to Paul’s apartment and find out what had happened to him.
She reflected, as she slipped on her clothes, that this was a most
unwomanly course of action. She was impelled toward it by the
almost inhuman nature of her circumstances. She hoped Paul would
understand. She hoped nothing had happened to him. Perhaps she
could even be of some comfort to him, in this recent sorrow which so
obviously depressed him.
In fact, as she made her away along the winding streets of
Greenwich Village, Marie began to feel almost exultant. A new joy
entered her heart, because she was relieving herself of intolerable
burdens, and because, too, she was bringing to Paul a surprise-
present for which he had been waiting many years. She began
timidly to picture to herself Paul’s expression, first upon seeing her,
and later—perhaps even days later—when he should realize what
this new resolve of hers meant to both of them. She found herself
immensely relieved at the thought of transferring her small
belongings from her present dreary apartment to his own. Her
collection of books, her pictures, yes, and even her paints and her
sculptor’s tools—all these she would show to Paul as belonging to
both of them together. In his eyes and in his mouth would come that
look of appreciation for things which were such precious
possessions. It would be inexpressible relief! A happy life! They were
both dreamers—
She arrived, a trifle breathless, at his apartment, which was four
stories up in a brick building that boasted of no elevator. She
knocked several times on the thin, wooden door, but no one
answered. So she tried the door knob, found that it was unlatched,
opened the door timidly, and gazed in. There was a vestibule leading
into the sitting-room, and since the latter was lighted, she proceeded
on tip-toe toward it. Upon entering she perceived a long, narrow
room, hazy with tobacco smoke and heavy with the odor of stale
whiskey. The bric-a-brac and furniture were in a state of disorder.
There were a couple of empty bottles on the table—glasses and
books. She perceived a thin, sallow figure, sprawled out in the morris
chair, staring at her in a glazed way, like a dead man.
“Paul!” she cried.
Paul moved slowly, blinked his eyes, shuddered. “Eh?”
“Paul!”
“I should not have wished you to see me like this,” he said, as
though her coming were the most natural thing in the world.
“Are you—all right?”
“Yes, a little dazed.”
“Why have you been drinking?”
He sighed and bowed his head, in a tired way, until his chin
touched his disordered bow-tie. But he did not answer.
Impulsively Marie ran over to his side and knelt there, with her
arms upon the chair.
“Are—are you drunk, Paul?” She had rarely seen drunken men.
He raised his head then and looked into her eyes, which were so
close to his. “No,” he said. “I have been drinking, but I am not drunk.
I am merely dazed, by death, and by life—but mostly by life. Life is
so strange. Have you never thought that?”
“Yes.”
“No—no—no! Not the way I have thought it. You only know the
half of life—Hanaré’s half. You have inherited, now, Hanaré’s
domain. Innocent, childish Hanaré! You are the mistress of his
innocence and his naïveté. But it will never—never—never be the
same again.”
“Paul! What do you mean?”

“O Welt du bist so nichtig!

Du bist so klein, O Rom!”
 They lapsed into silence then, for Marie saw that he was in one of
those unintelligible moods, which had often come upon him, but
which she had never seen so pronounced.
“Why did you stay away all day?” she asked.
“Have I been away all day? I had forgotten.”
“I have been lonely and miserable, Paul.”
“I am sorry. I have forgotten.”
“How could you forget?”
“How? There are plenty of ways to forget.” He arose and strode up
and down the room restlessly.
“How could I forget?” She looked at him as though he had
wounded her.
“I don’t know.”
They were silent while Paul continued to walk up and down. At
length he proceeded.
“Certainly my being there wouldn’t have helped much, would it? It
isn’t as though you had ever allowed me to love you or comfort you!
God knows, I’ve been ready to do so—any time. I thought you hated
me. Do you?”
“Yes,” she replied, “at this moment I hate you intensely.”
“Why did you come here, then—if you hate me?”
“O Paul, Paul! Because I needed you!”
He stared at her. This woman! “I didn’t suppose anybody needed
me now, except the devil.”
He saw then that she was crying and that he had hurt her
tremendously. He saw distinctly that he had been unjust. But his
mind could not piece together the broken fragments of the situation.
He, too, had been unjustly treated: it was not fair for a woman to
allow a man to love her for six years, and to hold herself away from
him merely for the sake of her own career—her own whimsical
happiness. He felt that in the hour of need Marie had not been with
him. He felt this even more keenly than his own cruelty toward her
now.
“My God!” he exclaimed, in the midst of his meditation. “What
twenty-four hours will do!”
There was undisguised bitterness in his words; a bitterness which
Marie, conscious of the unprecedence of her behavior, construed as
an expression of his scorn for what she called her “unwomanliness”.
Her excited mind only served to intensify the horrid picture which she
had drawn of herself. To think that she had come this way to Paul, of
all people! Even the awful atmosphere of her father’s death-chamber
could not excuse her for doing so. She wished that she could hide
herself away. She was ashamed of her body—her very existence.
But Paul was not thinking of these things. He was merely
astounded at the change that the night had wrought in himself.
“I wish to hell Hanaré hadn’t died,” he exclaimed suddenly, and
without any reason for it. “Life is nothing but a constant attempt to
adjust ourselves to the tragedy of existence. Since we cannot tell to-
day what will happen to-morrow, we never quite succeeded in our
adjustments: and so, there’s always a tragedy. We go on and on—
like that!”
He felt master of himself now. But Marie supposed that he was
lecturing her. There was an element of brutality in it.
“If we were automatons,” Paul proceeded, as though the sound of
his own voice helped to drive away the real tragedy behind—“if we
were all automatons, who acted out one day the same as any other,
incapable of making fools out of ourselves,—why then, life might be
worth living. But some fool of a God—a fool God—gave us this
power to make mistakes. Marie, for the past six years both our lives
have been mistakes. And now just see what you have done—and
what I have done.”
Marie stood facing him, and clenched her fists.
“Paul Duval, you are undoubtedly the most unfeeling man in the
world—the most pitiless—the most un—unreasonable. I know I’m a
little fool! Do you suppose I have no sensibilities? Do you sup—?
Oh, heaven!” She fell back again into the armchair, weeping.
The situation between them had changed tremendously in one
night, because his ideals had become incompatible with her ideals,
his life had lost that simplicity and innocence which they had once
shared together. Paul found that his love for her, just yesterday so
vivid and passionate, had changed, and had converted itself into a
red and golden derelict of the past, which he still loved, though in a
different way. Like Dante, his love for a face and a living body had
transformed itself into an intellectual remembrance—an ideal—a
hope which, while it might later be fulfilled in some immortal
existence, had lost, once and forever, its earthly potency. Just as the
death of Beatrice had forced Dante to relinquish the earthly passion,
so the death of Hanaré, which brought the confusing emotions of last
night, had led Paul to reconceive Marie and transform her into a
vanished reality, an ideal, rather than a living being. He had tasted,
now, that side of life which does not permit of the more refined loves.
Indeed it was a strange position to be in: and the tragedy of it lay
in the fact that he could never make it clear to Marie why he had
done as he had, and why the relationship between them was now
changed. Tremendous, this change!—almost infinite in character.
Especially, she would never understand how it had come about so
quickly. He sighed. “With questions like this,” he said, “of life and
death—time has little, if anything, to do.”
He began to reflect that the course he had taken was an evil one.
And although the forces which had led him along this course were
still potent, nevertheless the sudden apparition of Marie into the
midst of them recalled his old life with her, if nothing else. And this
feeling, that he had better go back, repent, and, if possible, forget the
slight digression of the night before, grew upon him, just as a
glimmer of light, which increases in intensity, turns at last into a ball
of fire. He even came to the conclusion that it was his duty to marry
her. He felt that he had no right to add to her sorrow for Hanaré’s
death, a still larger grief caused by his own selfishness.
 He smiled then. He was making it out to be a wretched case of
duty—and of course no one ought to marry for duty. Actually it was
not altogether a case of duty. Actually he was alone in a new sea of
conflicting passions, lost ideals, and hopelessness,—and he was
afraid of his own loneliness. Indeed, the picture of Marie sitting there
came to him as a light shining through the darkness. He no longer
loved her. True. But he felt that in her he could find some salvation
from the horrible destiny which immediately confronted him, and a
relief from his present wretchedness.
“Marie,” he said suddenly. “You know that I have loved you!”
“Yes. You have said so. I believe it.”
“Last night there came into my life something which you could not
understand—which I cannot explain now—which some day I hope to
forget.”
She looked up at him, anxiously, as though fearing unknown
things.
“Ah, don’t look at me that way. Let the past take care of the past.
You shall know some day. I will tell you.”
“Why don’t you tell me now?”
“Because you would not understand—you would not appreciate—
nor could I tell it as it is.”
“You only arouse my worst fears by talking this way,” she said. “I
came to you as a friend, for consolation. I came in order to forget
that horrible room. I wanted your companionship—perhaps for
always. But you have only succeeded in making me more disturbed.
I do not understand you.”
He went over to her chair, and sat down beside her, and put his
arm around her.
“Come,” he said. “You and I must escape the tragedy of our
existence. Together we will fly away from it. You will forget that room,
and I—I shall forget myself.”
 She drew away from him a little—from his impetuosity. “I don’t love
you, that way,” she said.
“Great heaven! Nor do I love you that way, any more. You are too
idealistic, Marie. Marriage, for you and me, is no longer an ideal, but
a necessity. We will escape, that way. We will rest in peace and
Hanaré’s death will be forgotten.”
She made no reply, but sat there as though meditating. Suddenly,
from far out in the city, came the boom of a clock—a lonely thing
beating the hour of midnight. It awoke Paul to realities. And, although
he had so far been master of the situation, he now lost control of
himself, and cried: “Twelve o’clock! You must go now, you must go!”
And as she stared at him, mystified, he cried again, “You must go,
you must go!”
He took her arm, and she arose. They stood facing each other.
“Promise me,” he said, “that you will marry me—to-morrow.”
She dropped her eyes. Impulsively he took her in his arms and
kissed her—not passionately, but as he would a little child. And then
he led her toward the vestibule.
Even then there was a knock at the door. He did not answer. He
looked at Marie, and she at him.
“Who is that?” she asked.
He turned bitterly away. “Nobody! Fate!”
The door opened, since he had given no answer. There was a
moment of suspense while the visitor was hidden in the vestibule.
Then the girl of the counter, looking extraordinarily pretty, came
toward them. She started imperceptibly upon seeing Marie, but
regained her composure.
“Good evening,” she said.
“Good evening,” Paul replied, but did not move.
The girl proceeded to take off her hat in front of the mirror, and to
make herself at home, adjusting her brown hair prettily and helping
herself to a cigarette from the box on the table. “You look tired,” she
said “And the room’s a mess. Is there no one to clean up for you?”
Paul did not answer.
Marie could do nothing but stare. She stared at the girl and then at
Paul. Suddenly she ran toward the door and was gone.
“Who was that?” asked the girl.
“That is Hanaré Tierens’ daughter. Why did you come?”
“You told me to come at twelve.”
Paul sat down and put his hands over his face. “You have ruined
everything,” he said.
“So you told me last night.”
“Did I? I had forgotten.”
“You said an old friend had died—and that you were in love with
his daughter.”
“Really? I was quite frank, wasn’t I?” Her reference to Marie
exasperated him.
“Don’t be cross.” She came up close to him and put her hand upon
his shoulder.
“I am not going to kiss you,” said Paul, anticipating her.
“I haven’t asked you to, have I?”
“No; but I’m going to marry Ma—Hanaré’s daughter.”
“There! I knew you had something like that in your mind! You look
so—so determined,” she laughed, in spite of her obvious vexation.
“I am determined.”
“What are you going to do with me?”
He started. “You? You aren’t going to make a fuss about it, are
you?”
“That’s impudent!” She turned away from him and sat down upon
the sofa restlessly.
 “I’m sorry.”
“Oh, you needn’t be! Last night you let me know well enough what
you thought of me. But I don’t mind, because I know that is what I
am. I can’t remember ever being anything else; though, of course, if
one is to be a man’s mistress, one has the right of choosing the man.
I prefer education to ignorance, and a decent amount of politeness to
mere brutality.”
“I am not merely brutal!” He stood up and faced her as he said it.
“It’s you who are brutal—or at least you will be before you have done
with me. Women are all cruel, because they understand men so well.
Our souls are torn first by one and then by the other. I should like to
make you see, however, that I have a duty to perform.”
“Duty?” She arose from the sofa, and came to stand beside him
again.
“A duty to myself and—to some one else.”
“There’s a difference between duty and love, isn’t there?” This time
she appeared to have no scruples, for she put her arms around him,
frankly, and stood looking up at him. He held himself rigidly away
from her.
“I am not going to kiss you,” he said again. That appeared to be
his last defense in any case.
She made no answer to that, except to deny it with her eyes.
“You’re a witch!” he cried, drawing away from her suddenly. “A
positive instrument of the devil. Leave me alone!”
“Why?”
“Why? Because I am going to marry Marie. Because, for Hanaré’s
sake, I’m going to forget you. I was a fool last night.”
“Last night you said you’d rather be a fool than a wise man. I
suppose you have forgotten that also.”
He cringed. “No,” he said, “I have not forgotten that.” He began
wandering about the room as though hunting for something, picking
up piles of papers, looking underneath the tables and chairs.
 “What are you hunting for?” she asked.
“My hat.”
“Do you want to go out?”
“I’m going out. You can do as you please. I’m going over to see
Marie.”
“Marie? At this time of night?”
He found his hat behind the sofa. He put it on, pulling the soft brim
far down over his eyes.
“Good-night,” he said casually, as he walked out of the room. He
was not fully conscious that there was anybody else there. He had
one determination. In view of that everything else was forgotten.
Vain resolve! The windows at 355 McDougal Street were brilliantly
lighted, policemen were in front of the door, people stared, and there
was general confusion. Some one had been killed. Paul learned,
finally, that Marie had committed suicide.
He felt, rather, that he had committed murder.
Thus, when he return to his own apartment and found the girl still
there, he was glad to forget Hanaré’s death that way instead.
RUSSELL WHEELER DAVENPORT.
 Portfolio
Melody

My lady sitteth on a shrine

And dreameth beauteously.
She dreameth much, her deep eyes shine
Like stars on a quiet sea.
And to watch her hands so soft and white
Is a never-ending, sweet delight.
Lady of Day, Lady of Night,
Queen of the World is she.
FRANK D. ASHBURN.

Inspiration
The smoking-room gave a terrific lurch. As if the motion had been a
signal, Carlos Bentley abruptly broke off his sentence, at the same
time removing his hand from the arm of his companion’s chair.
Although the big steamer recovered almost immediately from the
unexpected blow, Carlos continued to remain silent, his gaze
wandering uncertainly around the comfortable room. But he did not
notice particularly the brown sleekness of the leather chairs nor the
subtle masculinity of the lighting. He was wondering whether he had
not again let his tongue run away with his good taste in allowing it to
run on over the history of his past two weeks to this gentleman to
whom he had introduced himself. That was one of Carlos’ bête-noirs
—a cheerful frankness and lack of reserve that made him
communicate things he wished later he had kept to himself. But after
all the fellow had looked lonely and— A polite question which
interrupted his train of thought finished by driving the self-reproaches
from his mind. He answered the question at some length.
“Oh, yes! We spent six months in Paris. I got to know the place
quite well—well enough to get tired of it. I’m looking forward to New
York as a change. If it hadn’t been for my wife, I’d have come back
before, but she insisted on our staying—for my own good, she said.
You see, I went over to study art—portraits mainly. Spent hours
every day looking at pictures and trying to copy them.”
“Do you plan to take up art as a profession?” asked his
companion, knocking the ashes from his pipe. He was an elderly
man who had an air of demanding confidences with a view of solving
any difficulties connected with them from the depths of a thoughtful
urbanity.
Carlos hesitated a moment.
“Yes,” he said finally, “I expect to. That’s my ultimate aim. But, of
course, after all this studying I’ll want a bit of a rest—say a month or
so. Then I’ll be ready to get down to work.”
The other nodded a thoughtful assent. Then—
“You’ll pardon the remark, but—you have an income, I take it.”
Bentley nodded.
“Very fortunate, very fortunate indeed. So many poor devils have
to start with literally nothing but their talent. You’re unusually
blessed. Well, I must be getting to bed. We dock early to-morrow, I
believe. I’ve enjoyed talking to you immensely, and you’ll pardon my
leaving so abruptly, won’t you? Good-night.”
Carlos stood gazing after him a moment; then, turning away, went
off in the direction of his own stateroom. He had an uneasy feeling
that the man had not quite approved of him, although he was unable
to explain what he himself had said that could have given ground for
such an opinion.
When he got to his stateroom, he found a message that his wife
had left on his bureau before going to bed. It had come by wireless
that evening and was from his father. On opening it, he read:
 “Meet you at pier. Glad you are settling down to work at
last.
Dad.”

Carlos laughed softly. Just like his father to mention work, even in
a wireless. It occurred to him that everyone, ever since he was a
boy, had been wanting him to work. They had all told him what great
things they expected of his talent if he would only use it. His mother
had cherished a letter from a boyhood schoolmaster, which dwelt in
glowing terms on his artistic ability, while at the same time it decried
his indolence. His wife had refused many suitors as importunate and
more wealthy than he because she was in love with him, and
believed that her love could make him fight for the success which
was expected of him. Well, his father was right—it was time to start
work. They had had enough disappointments in him, and now he
must do something to make them proud of him. It wouldn’t be hard.
In an exceedingly virtuous mood Carlos bent over and kissed his
sleeping wife. What a wonderful girl Eloise was, and what a trump to
have believed in him enough to have married him. He would work as
he never had before as soon as they got settled in New York. With
which resolutions he got into bed to dream of painting portraits for
the kings and queens of Europe.

Four months later in a studio-apartment in the low Fifties a wet

paint-brush was hurled viciously at a small statue of the Laocoon. It
struck the largest figure full in the face with a comforting smack, and
clattered to the floor. Carlos Bentley had been trying to do a portrait.
Eloise, who in lieu of a regular model had been sitting for him,
started at the sound, then relaxed her pose. She was an appealing
figure with a touch of dynamic force in the aggressive tilt of her chin
that made Carlos, jokingly and yet half-seriously, call her his will-
power; at this moment she seemed to be bracing herself as if to
meet something.
“Why, Carlos dear, what is the matter?” she asked, approaching
her husband doubtfully.
 Carlos stood before a half-finished picture removing his painting
jacket, which he hurled into a corner before turning to his wife.
“I’m going to stop,” he said impatiently. “I don’t seem to feel in a
mood for it to-day somehow. Besides we’ve been working for quite a
while and we need a rest.” His eyes met hers half-defiantly, as if he
were expecting some remonstrance. Then he added, “Come on
down to a show, dear. We can do some more to-night on this.”
His wife turned away.
“I don’t care to go down, Carlos,” she answered slowly, “and I had
hoped you’d want to work this afternoon. We’ve only been up here a
little over an hour. Won’t you stay a little longer? You were just
beginning to get the right feeling in the picture. I know you were.”
Carlos laughed and kissed her.
“There’s plenty of time for the picture and it’s too wonderful an
afternoon to stay indoors. I’m going out for a walk. Sorry you won’t
come.” He slammed the door as he went out.
Eloise sat down dejectedly on a straight chair. Her lips trembled
until she could hardly keep from crying. For seven weeks this same
thing had happened continuously until she was sick to death of trying
to fight against it. Every day Carlos had alternated playing around
the city with attempts to work which always ended like to-day. In all
that time he had only finished one picture—but it had been good,
and had shown the talent that was being wasted. If only she knew
some way to touch the spark to that talent. Eloise found herself
wondering whether perhaps she had not undertaken a task too
difficult even for her love. It seemed as if Carlos utterly lacked the
requisite energy to produce what he was capable of. With a sigh she
turned to putting the studio in order.
Meanwhile Carlos, after wandering out onto the street, had set off
in the direction of the park. The refreshing air of a sunny autumn
afternoon soon cleared his brain, but there was still an uneasy
feeling in the back of his mind. He felt that he ought to be working,
yet was unable to, and he knew vaguely that he was not happy even
in the freedom of the moment. In this contradictory frame of mind he