"Did you design it?"

"Every word and every line, except that I got a cheap artist to touch up
the drawing a little. Then I plunged. When that copy went out, we had
just fifty thousand dollars in the world, you and I. Before it had been
running three months, I'd spent one hundred thousand dollars more than
we owned, in the newspapers, and had to borrow money right and left to
keep the manufacturing and bottling plant up to the orders. It was a
year before we could see clear sailing, and by that time we were pretty
near quarter of a million to the good. Talk about ads. that pull! It
pulled like a mule-team and a traction engine and a fifty-cent painless
dentist all in one. I'm still using that copy, in the kidney season."

"Do kidneys have seasons?"

"Kidney troubles do."

"I'd have thought such diseases wouldn't depend on the time of year."

"Maybe they don't, actually," admitted the other. "Maybe they're just
crowded out of the public mind by the pressure of other sickness in
season, like rheumatism in the early winter, and pneumonia in the late.
But there's no doubt that the kidney season comes in with the changes
of the spring. That's one of my discoveries, too. I tell you, Boyee,
I've built my success on things like that. It's psychology: that's what
it is. That's what you've got to learn, if you're going into the
concern."

"I'm ready, Dad. It sounds interesting. More so than I'd have thought."