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During the whole of the next week Ann sold only four hats, and was already beginning to question the wisdom of her venture. Her visions of a large and lucrative business were fading. Apparently money was no more to be her portion than love. At this rate she would be forced to retire from business at the end of the six months, and seek a position once more as governess or as lady-help.

But a few days before the Wairiri Jockey Club Meeting customers began to drift in. And Ann found that she was a good saleswoman. The old adage as to honesty being the best policy was true as far as this business was concerned. Ann would never tell a hesitating purchaser that the hat she was trying on suited her, if Ann herself was convinced it did not. She lost one or two sales in this way, but she gained far more than she lost. She had an eye for line and color. Knew the sort of hat which was most becoming to the wearer; and gradually her judgment was recognized.

“Go to Ann!” women said to one another. “She never tries to make you buy, but she knows what suits you—and she can bend or push a hat brim just