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 Contents
Preface xxii
Acknowledgments xxix
About the Authors xxx

Part 1 Introduction 1
Chapter 1 Introduction to Purchasing and Supply Chain Management 3
Introduction 6
A New Competitive Environment 7
Why Purchasing Is Important 8
Increasing Value and Savings 8
Building Relationships and Driving Innovation 8
Improving Quality and Reputation 9
Reducing Time to Market 10
Managing Supplier Risk 10
Generating Economic Impact 10
Contributing to Competitive Advantage 10
Understanding the Language of Purchasing and Supply Chain
Management 11
Purchasing and Supply Management 11
Supply Chains and Value Chains 13
Supply Chains Illustrated 14
Achieving Purchasing and Supply Chain Benefits 17
The Supply Chain Umbrella-Management Activities 18
Purchasing 18
Inbound Transportation 18
Quality Control 18
Demand and Supply Planning 19
Receiving, Materials Handling, and Storage 19
Materials or Inventory Control 19
Order Processing 19
Production Planning, Scheduling, and Control 19
Shipping/Warehousing/Distribution 20
Outbound Transportation 20
Customer Service 20
Four Enablers of Purchasing and Supply Chain Management 20
Capable Human Resources 20
Proper Organizational Design 22
Real-Time Collaborative Technology Capabilities 22
Right Measures and Measurement Systems 23
The Evolution of Purchasing and Supply Chain Management 24
vi
Period 1: The Early Years (1850–1900) 24

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 Contents vii

Period 2: Growth of Purchasing Fundamentals

(1900–1939) 25
Period 3: The War Years (1940–1946) 25
Period 4: The Quiet Years (1947–Mid-1960s) 25
Period 5: Materials Management Comes of Age (Mid-1960s–
Late 1970s) 26
Period 6: The Global Era (Late 1970s–1999) 27
Period 7: Integrated Supply Chain Management (The Twenty-
First Century) 27
Looking Ahead 28

Part 2 Purchasing Operations and Structure 37

Chapter 2 The Purchasing Process 39
Introduction 41
Purchasing Objectives 42
Objective 1: Supply Assurance 42
Objective 2: Manage the Sourcing Process Efficiently and
Effectively 43
Objective 3: Supplier Performance Management 43
Objective 4: Develop Aligned Goals with Internal
Stakeholders 44
Objective 5: Develop Integrated Supply Strategies That
Support Business Goals and Objectives 44
Strategic Supply Management Roles and Responsibilities 45
Spend Analysis 46
Demand Management and Specifications/SOW’s 46
Category Management and Supplier Evaluation/Selection 47
Contract Management 48
Cost Management 48
Managing the Procure-to-Pay Process 49
Supplier Relationship Management 49
Establish a Supply Management Strategy 50
Improving the Procure-to-Pay Process 51
Forecast and Plan Requirement 54
Needs Clarification: Requisitioning 55
Purchase Requisitions/Statement of Work 55
Traveling Purchase Requisitions/Bar Codes 57
Forecasts and Customer Orders 58
Reorder Point System 58
Stock Checks 59
Cross-Functional Sourcing Teams 60
Description 61
Supplier Identification and Selection 62
Bidding or Negotiating? 62
Request for Quotation 64
Specifications or Blueprints 64
Evaluate Suppliers 64

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viii Contents

Approval, Contract, and Purchase Order Preparation 65

Purchase Order 65
Blanket Purchase Order 68
Material Purchase Release 68
Receipt and Inspection 70
Material Packing Slip 71
Bill of Lading 71
Receiving Discrepancy Report 72
Invoice Settlement and Payment 72
Records Maintenance 72
Continuously Measure and Manage Supplier Performance 72
Reengineering the Procure-to-Pay Process 73
Types of Purchases 73
Raw Materials 74
Semifinished Products and Components 74
Production Support Items 75
Services 75
Capital Equipment 75
Transportation and Third-Party Purchasing 76
Improving the Purchasing Process 76
Online Requisitioning Systems from Users to Purchasing 77
Procurement Cards Issued to Users 77
Electronic Purchasing Commerce through the Internet 78
Longer-Term Purchase Agreements 78
Cloud-Based Ordering Systems 78
Purchasing Process Redesign 79
Electronic Data Interchange 81
Online Ordering through Electronic Catalogs 81
Allowing Users to Contact Suppliers Directly 81
Chapter 3 Purchasing Policy and Procedures 86
Introduction 88
Policy Overview 88
What Are the Advantages and Disadvantages of Policies? 88
What Makes for an Effective Policy? 89
Purchasing Policies—Providing Guidance and Direction 90
Policies Defining the Role of Purchasing 90
Policies Defining the Conduct of Purchasing Personnel 92
Policies Defining Social and Minority Business Objectives 97
Corporate Social Responsibility 101
Policies Defining Buyer-Seller Relationships 102
Other Policies Dealing with Buyer-Seller Relations 105
Policies Defining Operational Issues 105
Purchasing Procedures 108
Purchasing Procedural Areas 109
Chapter 4 Supply Management Integration for Competitive Advantage 114
Introduction 117
Integration: What Is It? 119

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 Contents ix

Internal Integration 120

Supply Management Internal Linkages 121
External Integration 125
Supply Management’s External Linkages 126
Collaborative Buyer-Seller Relationships 126
Advantages of Closer Buyer-Seller Relationships 127
Obstacles to Closer Buyer-Seller Relationships 128
Critical Elements for Supplier Relationship
Management 128
The Critical Role of Cross-Functional Sourcing Teams 132
Benefits Sought from the Cross-Functional Team
Approach 133
Potential Drawbacks to the Cross-Functional
Team Approach 135
When to Form a Cross-Functional Team 135
Improving Sourcing Team Effectiveness 136
Integrating Supply Management, Engineering, and Suppliers to
Develop New Products and Services 141
Common Themes of Successful Supplier Integration
Efforts 141
Supplier Integration into Customer Order Fulfillment 147
Supplier Suggestion Programs 147
Buyer-Seller Improvement Teams 148
On-Site Supplier Representative 149
Potential Benefits of On-Site Supplier Representatives 150
Chapter 5 Purchasing and Supply Management Organization 157
Introduction 160
P/SM Organizational Structure 161
Location of Authority Centralized or Decentralized 162
Drivers Influencing the Adoption of Centralized/Center-Led or
Decentralized Structures 162
Advantages of Centralized/Center-led Purchasing
Structures 163
Advantages of Decentralized Purchasing 165
Organizational Mechanisms to Enable Center-led Organization
Design 166
Purchasing’s Position within the Organizational Structure 171
To Whom Does Purchasing/Supply Management Report? 171
Factors Affecting Purchasing’s Position in the Organizational
Hierarchy 171
Scope of the Purchasing/Supply Management Job
Function 174
Purchasing/Supply Management Job Tasks 175
Separating Strategic and Operational Purchasing 177
Using Teams as Part of the Organizational Structure 177
Supply Chain Management Structure 180
Future Trends in Organizational Design 180

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x Contents

Part 3 Strategic Sourcing 189

Chapter 6 Category Strategy Development 191
Introduction 193
Aligning Supply Management and Enterprise Objectives 194
Integrative Strategy Development 195
Engaging Stakeholders to Build Category Strategy
Objectives 196
What Is a Category Strategy? 199
Difference Between Category Strategies and Strategic
Sourcing 200
Conducting a Spend Analysis 201
Spend Analysis Spreadsheet 202
Category Strategy Development 208
Step 1: Build the Team and the Project Charter 208
Step 2: Conduct Market Intelligence Research on
Suppliers 213
Step 3: Strategy Development 218
Process 224
Step 4: Contract Negotiation 228
Step 5: Supplier Relationship Management 229
Types of Supply Management Strategies 230
Insourcing/Outsourcing 230
Supply Base Optimization 231
Supply Risk Management 231
Early Supplier Design Involvement 235
Supplier Development 235
Total Cost of Ownership 236
E-Reverse Auctions 236
Phase 1: Basic Beginnings 237
Phase 2: Moderate Development 238
Phase 3: Limited Integration 238
Phase 4: Fully Integrated Supply Chains 239
Observations on Supply Management Strategy Evolution 239
Chapter 7 Supplier Evaluation and Selection 245
Introduction 247
The Supplier Evaluation and Selection Process 248
Recognize the Need for Supplier Selection 248
Identify Key Sourcing Requirements 249
Identify Potential Supply Sources 249
Current Suppliers 250
Sales Representatives 250
Internet Searches and Social Media 250
Informational Databases 251
Organizational knowledge 251
Trade Journals 251

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 Contents xi

Trade Directories 252

Trade Shows 252
Second-Party or Indirect Information 252
Internal Sources 252
Determine Sourcing Strategy 254
Consider Sourcing Alternatives 255
Manufacturer vs. Distributor 255
Local or National or International Suppliers 255
Large or Small Suppliers 255
Categorizing Suppliers for Multiple or Single
or Sole Sourcing 256
Evaluate Critical Issues 257
Size Relationship 257
Risk/Reward Issues 257
Sustainability and Diversity Objectives 258
Competitors as Suppliers 258
International Suppliers and Countertrade 258
Limit Suppliers in Selection Pool 258
Supplier Risk Management 259
Evaluation of Supplier Performance 261
Evaluation of Supplier-Provided Information 261
Determine the Method of Supplier Evaluation
and Selection 261
Supplier-Provided Information 261
Supplier Visits 262
Use of Preferred Certified and Partnered Suppliers 263
Third-Party Information 264
Select Supplier and Reach Agreement 264
Key Supplier Evaluation Criteria 264
Management Capability 265
Employee Capabilities 265
Cost Structure 266
Total Quality Performance, Systems, and Philosophy 266
Process and Technological Capability 266
Sustainability and Environmental Compliance 267
Financial Stability 269
Scheduling and Control Systems 269
E-Commerce Capability 270
Supplier’s Sourcing Strategies, Policies, and Techniques 271
Longer-Term Relationship Potential 271
Developing a Supplier Evaluation and Selection Survey 272
Step 1: Identify Supplier Evaluation Categories 272
Step 2: Assign a Weight to Each Evaluation Category 273
Step 3: Identify and Weigh Subcategories 273

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xii Contents

Step 4: Define a Scoring System for Categories

and Subcategories 274
Step 5: Evaluate Supplier Directly 274
Step 6: Review Evaluation Results and Make
Selection Decision 276
Step 7: Review and Improve Supplier Performance
Continuously 277
Reducing Supplier Evaluation and Selection Cycle Time 278
Map the Current Supplier Evaluation
and Selection Process 278
Integrate with Internal Customers 278
Data Warehouse Software with Supplier Information 278
Third-Party Support 279
Integrating Technology into Organizational Design 279
Supplier Categorization 279
Electronic Tools 279
Predefined Contract Language and Shorter Contracts 279
Chapter 8 Supplier Quality Management 285
Overview of Supplier Quality Management 287
What Is Supplier Quality? 287
Why Be Concerned with Supplier Quality? 289
Factors Affecting Supply Management’s Role in Managing
Supplier Quality 290
Supplier Quality Management Using a Total Quality Management
Perspective 292
Defining Quality in Terms of Customers and Their
Requirements 292
Deming’s 14 Points 293
Pursuing Quality at the Source 296
Stressing Objective Rather than Subjective Measurement
and Analysis 298
Emphasizing Prevention Rather Than Detection of
Defects 298
Focusing on Process Rather than Output 300
Basics of Process Capability 301
Striving for Zero Defects 302
Cost of Quality 303
The Seven Wastes 304
Establishing Continuous Improvement as a Way of Life 305
Making Quality Everyone’s Responsibility 306
Pursuing Six Sigma Supplier Quality 308
Using ISO Standards and MBNQA Criteria to Assess Supplier
Quality Systems 309
ISO 9001:2008 Standards 310
ISO 14001:2004 Standards 312
The Malcolm Baldrige National Quality Award 313
Basic Contents of a Supplier Quality Manual 315

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 Contents xiii

Chapter 9  upplier Management and Development: Creating a World-Class

S
Supply Base 322
Introduction 323
Supplier Performance Measurement 324
Supplier Measurement Decisions 324
Types of Supplier Measurement Techniques 327
Rationalization and Optimization: Creating a Manageable Supply
Base 332
Advantages of a Rationalized and Optimized Supply Base 332
Possible Risks of Maintaining Fewer Suppliers 335
Formal Approaches to Supply Base Rationalization 336
Summary of Supplier Rationalization and Optimization 338
Supplier Development: A Strategy for Improvement 339
A Process Map for Supplier Development 339
Supplier Development Efforts That Sometimes Do Not
Work 342
Overcoming the Barriers to Supplier Development 343
Buyer-Specific Barriers 343
Buyer-Supplier Interface Barriers 344
Supplier-Specific Barriers 346
Lessons Learned from Supplier Development 348
Managing Supply Base Risk 349
Managing Sustainability in the Supply Base 357
Chapter 10 Worldwide Sourcing 364
Globalization—Changing Supply Strategy in a Dynamic World
Economy 366
Changing Global Dynamics Create Challenges 367
Worldwide Sourcing Timeline 369
Why Source Worldwide? 372
Barriers to Worldwide Sourcing 374
Developing a Worldwide Sourcing Program 377
Information about Worldwide Sources 377
Types of Intermediaries and Organization for Worldwide
Sourcing 378
Organizational Issues-IPOs 380
Supplier Qualification and Selection Issues 381
Understanding Cultural Issues 381
Language and Communication Differences 382
Legal Systems 385
Countertrade Requirements 387
Evaluating Costs Associated with International
Purchasing 390
Managing Currency Risks 393
Moving to a Global Sourcing Philosophy 396
Factors Driving Successful Global Sourcing Programs 397
Future Global Sourcing Trends 400

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xiv Contents

Part 4 Strategic Sourcing Process 407

Chapter 11 Strategic Cost Management 409
Introduction 411
A Structured Approach to Cost Reduction 412
Price Analysis 418
Market Structure 418
Economic Conditions 419
Pricing Strategy of the Seller 420
Market-Driven Pricing Models 421
Using the Producer Price Index to Manage Price 425
Cost Analysis Techniques 428
Cost-Based Pricing Models 428
Product Specifications 429
Estimating Supplier Costs Using Reverse Price Analysis 430
Break-Even Analysis 433
Break-Even Analysis Example 436
Building a Should-Cost Model 438
Step 1: Conceptual Design 440
Step 2: Refine and Derive Elements of the Cost Model 440
Step 3: Design and Construction of Cost Model 441
Step 4: Identify Data Sources for the Model 443
Supplier Provided Data 444
Total Cost of Ownership 444
Building a Total Cost of Ownership Model 445
The Importance of Opportunity Costs 445
Important Factors to Consider When Building a TCO
Model 447
Example of a TCO Model 448
Collaborative Approaches to Cost Management 449
Target Pricing Defined 449
Cost-Savings Sharing Pricing Defined 450
Prerequisites for Successful Target and Cost-Based
Pricing 450
When to Use Collaborative Cost Management
Approaches 451
An Example of Target Pricing and Cost-Savings Sharing 451
Chapter 12 Purchasing and Supply Chain Analysis: Tools and Techniques 459
Introduction 462
Project Management 462
Defining Project Success 462
Project Phases 464
Project Planning and Control Techniques 467
Rules for Constructing a Project Management Network 468
Project Management Example: Sourcing Strategy 468
Project Management with Time Estimates 471

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 Contents xv

Learning-Curve Analysis 475

Components of the Learning or Experience Curve 476
When to Use the Learning Curve 476
Learning Curve Illustrated 476
Learning-Curve Problem 478
Value Analysis/Value Engineering 479
Who Is Involved in Value Analysis? 479
Tests for Determining Value in a Product or Service 480
The Value Analysis Process 481
Quantity Discount Analysis 482
Quantity Discount Analysis Illustrated 482
Process Mapping 485
Value Stream Mapping 487
Chapter 13 Negotiation and Conflict Management 495
Introduction 497
What Is Negotiation? 497
The Negotiation Framework in Supply Management 500
Identify or Anticipate the Sourcing Requirement 501
Determine If Negotiation or Competitive Bidding Is
Required 502
Plan for the Negotiation 503
Conduct the Negotiation 504
Execute and Follow Up on the Agreement 506
Negotiation Planning 506
Develop Specific Objectives 507
Analyze Each Party’s Strengths and Weaknesses 507
Gather Relevant Information 508
Recognize Your Counterpart’s Needs 508
Identify Facts and Issues 508
Establish a Position on Each Issue 509
Develop the Negotiation Strategy and Accompanying
Tactics 509
Brief Other Stakeholders 510
Practice the Negotiation 510
Power in Negotiation 511
Sources of Negotiation Power 511
Reward Power 512
Concessions 513
Negotiation Tactics: Trying to Reach Agreement 515
Win-Win Negotiation 517
International Negotiation 521
Selected Countries 523
Brazil 523
China 523
France 524

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xvi Contents

Germany 524
India 524
Japan 524
Mexico 525
Russia 525
Saudi Arabia 525
South Korea 525
Vietnam 526
The Impact of Electronic Media on Negotiations 526
Chapter 14 Contract Management 533
Introduction 535
Elements of a Contract 537
How to Negotiate and Write a Contract 542
Types of Contracts 543
Fixed-Price Contracts 544
Fixed-Price Contract with Redetermination 545
Fixed-Price Contract with Incentives 545
Cost-Based Contracts 545
Considerations When Selecting Contract Types 547
Long-Term Contracts in Alliances and Partnerships 549
Benefits of Long-Term Contracts 549
Risks of Long-Term Contracts 551
Contingency Elements of Long-Term Contracts 552
Nontraditional Contracting 553
IT Systems Contracts 553
Minority- and Women-Owned Business
Enterprise Contracts 555
Consulting Contracts 556
Construction Contracts 558
Other Types of Contracts 559
Settling Contractual Disputes 560
Legal Alternatives 561
Arbitration 562
Other Forms of Conflict Resolution 563
Chapter 15 Purchasing Law and Ethics 571
Introduction 574
Legal Authority and Personal Liability of the Purchasing
Manager 575
Laws of Agency 575
Legal Authority 575
Personal Liability 576
Contract Law 577
Essential Elements of a Contract 577
The Purchase Order—Is It a Contract? 580
Cancellation of Orders and Breach of Contract 583

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 Contents xvii

Damages and Remedies 584

Acceptance and Rejection of Goods 585
Honest Mistakes 586
The Uniform Commercial Code 587
A History of the UCC 587
Electronic Contracts and Signatures 589
Warranties 590
Transportation Terms and Risk of Loss 592
FOB Point 593
Sellers’ and Buyers’ Rights 594
Patents and Intellectual Property 594
Other Laws Affecting Purchasing 598
Antitrust and Unfair Trade Practice Laws 598
Laws Affecting Global Purchasing 599
Purchasing Ethics 601
Risks of Unethical Behavior 601
Types of Unethical Purchasing Behavior 602
Influence and Ethics 605
ISM Professional Code of Ethics 606
Supporting Ethical Behavior 607
Corporate Social Responsibility 609
Environment & Sustainability 609

Part 5 Critical Supply Chain Elements 617

Chapter 16 Lean Supply Chain Management 619
Introduction 621
Understanding Supply Chain Inventory 622
Types of Inventory 622
Inventory-Related Costs 624
Inventory Investment—Asset or Liability? 625
The Right Reasons for Investing in Inventory 629
Avoid Disruptions in Operational Performance 629
Support Operational Requirements 629
Support Customer Service Requirements 630
Hedge against Marketplace Uncertainty 630
Take Advantage of Order Quantity Discounts 630
The Wrong Reasons for Investing in Inventory 631
Poor Quality and Material Yield 631
Unreliable Supplier Delivery 632
Extended Order-Cycle Times from Global Sourcing 632
Inaccurate or Uncertain Demand Forecasts 632
Specifying Custom Items for Standard Applications 633
Extended Material Pipelines 633
Inefficient Manufacturing Processes 633
Creating the Lean Supply Chain 635

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xviii Contents

Six Sigma 637

The Lean Perspective on Inventory 638
Lean Supply 640
Lean Transportation 641
Just-in-Time Kanban Systems 643
Approaches for Managing Inventory Investment 644
Achieve Perfect Record Integrity 645
Improve Product Forecasting 646
Standardize and Simplify Product Design 646
Leverage Companywide Purchase Volumes 648
Use Suppliers for On-Site Inventory Management 649
Reduce Supplier-Buyer Cycle Times 649
Delivering the Perfect Customer Order 650
Material Requirements Planning System 650
Distribution Resource Planning System 651
Supply Chain Inventory Planners 651
Automated Inventory Tracking Systems 652
Chapter 17 Purchasing Services 657
Introduction 659
Transportation Management 659
Deregulation of Transportation and Supply Management’s
New Role 661
A Decision-Making Framework for Developing a Transportation
Strategy 663
Current Transportation Issues 676
Performance-Based Logistics 678
Outsourcing Logistics to Third-Party Logistics Providers 680
Select Providers 680
Gain Access to Critical and Timely Data 682
Develop Systems Visibility to Material Shipments 682
Develop Closer Relationships with Fewer Providers 682
Establish Companywide Contracts 683
Purchasing Services and Indirect Items 683
Internal Methods of Managing Indirect Spend 684
External Methods of Managing Indirect Spend 686
Enabling Tactics and Strategies 686
Sourcing Professional Services 688
Have a Clearly Defined Scope 689
Move to a Centralized Procurement Structure 689
Develop a Professional Services Database 690
Develop a Sound Procedure for Evaluation and Selection of
Consultants 691
Optimize the Supply Base 691
Develop a Standardized Contract 692
Monitor Results 692
Develop Policy Compliance 692
Service Supply Chain Challenges 693

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 Contents xix

Chapter 18 Supply Chain Information Systems and Electronic Sourcing 700

Introduction 703
Evolution of E-SCM Systems 704
An Overview of the E-Supply Chain 705
Supply Chain Information Flows 706
Drivers of New Supply Chain Systems and Applications 711
Internal and External Strategic Integration 712
Globalization and Communication 712
Data Information Management 712
New Business Processes 712
Replacement of Legacy Systems 712
Strategic Cost Management 713
Internal Information Systems—Enterprise Resource Planning
(ERP) 713
Implementing ERP Systems 715
Purchasing Databases and Data Warehouses 717
Electronic Data Interchange (EDI)—Pioneering External
Electronic Communication 719
The Electronic Order Process 719
EDI and the Internet 720
E-Sourcing Basics 721
E-Sourcing Models—The External Information Systems 721
E-Sourcing Suites—General 722
E-Sourcing Suites—Supplier Relationship Management (SRM) 722
Spend Analysis 722
Sourcing 723
Contract Management and Compliance 728
Risk Management and Supplier Performance
Measurement 728
Total Cost Reporting 729
Internal and External Systems Integration 729
Social Networking Software in SCM—Improving Collaboration
and Visibility 730
Professional Networking Software in SCM 732
Blogs, Tweets, and Cloud Computing 733
Information Visibility in SCM 735
Benefits of Information Visibility 735
Information Visibility in the Cloud 736
Collaboration and Big Data 737
Chapter 19 Performance Measurement and Evaluation 746
Introduction 749
Purchasing and Supply Chain Performance Measurement and
Evaluation 749
Why Measure Performance? 750
Problems with Purchasing and Supply Chain Measurement
and Evaluation 751

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xx Contents

Purchasing and Supply Chain Performance Measurement

Categories 752
Price Performance Measures 754
Cost-Effectiveness Measures 756
Revenue Measures 757
Quality Measures 758
Time/Delivery/Responsiveness Measures 758
Technology and Innovation Measures 759
Environmental Sustainability Measures 760
Asset and Integrated Supply Chain Management
Measures 761
Administration Efficiency/Overhead Cost Measures 762
Governmental/Social Measures 763
Safety Measures 763
Internal Customer Satisfaction Measures 763
Supplier, Risk, and Strategic Performance Measures 764
Strategic Performance Measures 764
Developing a Performance Measurement and Evaluation
System 765
Determine Which Performance Categories to Measure 766
Develop Specific Performance Measures 766
Establish Performance Objectives for Each Measure 768
Finalize System Details 769
Implement and Review System Performance and
Measures 770
Performance Benchmarking: Comparing Against the Best 770
Benchmarking Overview 770
The Benchmarking Process 772
Balanced Scorecard for Purchasing and Supply 774
A Summary of Purchasing Measurement and Evaluation
Characteristics 775
System Characteristics 775
Human Resource Characteristics 776

Part 6 Future Directions 781

Chapter 20 Purchasing and Supply Strategy Trends 783
Introduction 785
Expanding the Mission, Goals, and Performance
Expectations 785
Developing Category Strategies Will Become Broader and More
Complex 788
Strategy Formulation and Selection 788
Concluding Observations 792
Supplier Management Across the Extended Supply Chain 792
Improving Supplier Relationships 792
Concluding Observations 795

Copyright 2016 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Contents xxi

Designing and Operating Multiple Customer-Focused Supply

Networks 795
Risk Considerations 796
Concluding Observations 797
Leveraging E-System Technology Enablers Takes on Additional
Focus 797
Concluding Observations 799
Collaborating Internally and Externally Will Grow in Strategic
Importance 799
Obtaining Innovation 800
Concluding Observations 800
Attracting, Developing, and Retaining Supply Management Talent
Will Become a Key Differentiator for Success 801
Current and Future Supply Management Skills 802
Cross-Functional and Cross-Cultural Teaming Skills 802
“Soft-Side” Skills 803
Acquisition, Development, and Retention 803
Concluding Observations 803
Managing and Enabling the Future Supply Management
Organization and Measurement Systems 805
Organization Approaches 805
Measuring Supply Management Performance 806
Concluding Observations 807
Twelve High-Impact Sourcing and Supply Chain Strategies for
2013–2018 807

Cases 813
Case 1 Avion, Inc. 814
Case 2 The Global Sourcing Wire Harness Decision 817
Case 3 Managing Supplier Quality: Integrated Devices 819
Case 4 Negotiation—Porto 822
Case 5 Purchasing Ethics 823
Case 6 Insourcing/Outsourcing: The FlexCon Piston Decision 826
Case 7 Email Exercise 837

Index 839

Copyright 2016 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Preface
The Sixth Edition of Purchasing and Supply Chain Management reflects the ever-­
changing face of supply management and the increased recognition in boardrooms of
­organizations across every industry. The challenges experienced by organizations are
­calling for a new type of supply manager with many different capabilities. Students seek-
ing to pursue a career in supply management may choose to focus on one or more of these
areas as they consider where in supply management they wish to focus.

• I nternal Consultant—Ability to connect, listen, and deliver business value to in-

ternal stakeholders. Building a strong P2P system to drive improved procurement
transaction excellence and driving results that matter to the business.
• Market Intelligence & Cost Modeling Analytics—Deployment of total cost
­analytic modeling and cost to serve capabilities, application of analytical cost
modeling approaches for decision support, and building supply market intelli-
gence data gathering and knowledge dissemination capabilities. Deep knowledge
and understanding of macro economic forces and ability to relate them to future
market movements and forecasts.
• Financial Acumen—Knowledge of currency, capital markets, and contribution of
procurement to P&L and balance sheet. Ability to contribute to CFO and other
f­ inancial leadership discussions and debates. Ability to build logistics cost mod-
els, understand contribution of supply management to capitalization, facility
p­ roductivity, and other key metrics.
• Risk Mitigation—Knowledge of different sources of risk, ability to build risk pro-
files, link recognition of risks to risk mitigation and scenario planning, and un-
derstanding how to manage disasters when they occur. Building a business case
for risk mitigation planning.
• Supplier Coach—Ability to deploy supplier development to drive improvement
in high-need categories or regions, especially in emerging countries where local
content is required. Becoming a customer of choice and driving improvement in
supplier capabilities. Harnessing supplier innovation and developing solutions to
stakeholder requirements.
• Relationship Broker—Managing teams in multicultural environments, managing
virtual teams, and understanding pros and cons of different organizational mod-
els (centralization vs. decentralization). Working with global ­engineering teams
and understanding of technical knowledge. Managing outsourced ­relationships
and services. Driving supplier innovation and linking to internal teams.
• Legal Expertise—Building relational contracts, understanding legal contractual
language, terms and conditions, legal clauses, and vernacular. Building good
price and cost modeling indices for contracting, and managing risks and rewards
through improved contract structure. Best practices in on-going contract man-
agement. Managing conflicts that emerge post-contract signing. Dealing with IP
issues when working with suppliers.
• Talent Management—Building a pipeline of leadership and supply management
expertise, mentoring, and leadership development.
The Sixth Edition emphasizes these competencies through new material and emphasis
xxii on traditional competencies that have become more important recently. This new edition

Copyright 2016 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Preface xxiii

includes a number of new topics, including cases in health care, oil and gas, and financial ser-
vices, industries that have downplayed the role of strategic supply management in the past.
In addition, some of the subjects that are newly introduced or expanded upon in this
edition include:
• Cross-functional teaming
• Procurement analytics
• Application of mobile technologies in the supply chain
• Supplier integration into new product development
• Software as a service applications for procurement
• Social networking and cloud applications
• The role of “big data” in procurement
• Supplier development
• Cost modeling and market intelligence
• The role of procurement logistics in globalization
• “Should cost” modeling
• Supplier collaboration for cost savings ideas
• Negotiation simulations
• Contracting and Internet law
• Supply chain risk management
• Sustainability in the supply chain
• The importance of labor and human rights in procurement contracts and codes of
conduct
• The role of transportation infrastructure and government regulation in global
logistics
• Public procurement and acquisition
• Crowd-sourcing and open innovation
• Impact of sourcing strategies on revenue, capital asset management, and share
price of the enterprise
• Deployment of category management
• E xpanded and comprehensive cases, sourcing snapshots, and good practice
­examples pulled from direct interviews with senior procurement executives
We are proud of this new edition and believe that it reflects many themes that are only
beginning to emerge in industries worldwide.

Course Description
Purchasing and Supply Chain Management is intended for college and university courses
that are variously titled purchasing, materials management, supply chain management,
sourcing management, supply management, and other similar titles. The text is also well
suited for training seminars for buyers, and portions of it have been used in executive
education forums. Chapters have been used in both undergraduate and M.B.A. classes in
supply management, business strategy, operations management, and logistics. Some in-
structors may also elect to apply sections of the book to undergraduate or graduate classes
in operations management.

Copyright 2016 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
Discovering Diverse Content Through
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than the most ignorant; his heart failed him when he tried to penetrate into
the darkness of that future. The only thing that came uppermost was the
thought of the insurances, and of the thousand pounds for each which the
children would have. It was not very much, but still it was something, a
something real and tangible, not like a workman’s wages for work, which
may fail in a moment as soon as he fails to please his employer, or loses his
skill, or grows too old for it. It had never occurred to Mr. Sandford before
how precarious these wages are, how little to be relied on. To think of a
number of people depending for their whole living upon the skill of one
man’s hand, upon the clearness of his sight, the truth of his instincts, even
the fashion of the moment! It seems, when you look at it in the light of a
discovery such as that which he had made, so mad, so fatal! A thing that
may cease in a moment as if it had never been, yet with all the complicated
machinery of life built upon it, based on the strange theory that it would go
on for ever! On the other hand a thousand pounds is a solid thing; it would
be a certainty for each of them. Harry might go to one of the colonies and
get an excellent start with a thousand pounds in his pocket. Jack would no
doubt be startled into energy by the sense of having something which it
would be fatal to lose, yet which could not be lived upon. A thousand
pounds would make all the difference to Lizzie on her marriage. When he
thought of his wife a quiver of pain went over him, and yet he tried to
calculate all the chances there would be for her. All friends would be stirred
in sympathy for her; they would get her a pension, they would gather round
her: it would be made easy for her to break up this expensive way of living,
and begin on a smaller footing. There would be the house, which would
bring her in a little secure income if it was let. Whatever she had would be
secure—it would be based on something solid, certain—not on a man’s
work, which might lose its excellence or go out of fashion. He felt himself
smile with a kind of pleasure at the contemplation of this steady certainty—
which he never had possessed, which he never could possess, but which
poor Mary, with a pension and the rent of the house, would at last obtain.
Poor Mary! his lip quivered when he thought of her. He wondered if the
children would absorb her interest as much when he was no longer in the
background, whether she would be able to find in them all that she wanted,
and consolation for his absence. It was not with any sense of blame that this
thought went through his mind. Blame her! oh no. To think of her children
was surely a mother’s first duty. She was not aware that her husband wanted
consolation and help more than they did. How could she know when he did
not tell her? And he felt incapable of telling her. He had meant to do it.
When he came he had intended as soon as possible to prepare her for it, to
lead by degrees to that revelation which could not but be given. But to
break in upon all their innocent gaieties, to stop her as she stood kissing her
hand to the merry cavalcade as they set out, her eyes shining with a
mother’s delight and pride; to call her away from among her pretty
daughters (she, her husband thought the fairest of them all), and their
pleasant babble about pleasures past and to come, and pour black despair
into the cheerful heart, how could he do it, how could any one do it? Such
happiness was sacred. He could not interrupt it, he could not destroy it; it
was pathetic, tragic, beyond words: on the edge of the precipice! Oh no, no!
not now, he could not tell her. Let the holidays be over, let common life
resume again, and then—unless by the grace of God something else might
happen before.
They all noticed, however, that papa was dull—which was the way in
which it struck the young people—that he had no sympathy with their
gaiety, that he was “grumpy,” which was what it came to. Lizzie thought
that this probably arose from dissatisfaction with her marriage, and was
indignant. “If he doesn’t think Lance good enough, I wonder what would
please him. Did he expect one of the princes to propose to me?” she cried.
“Oh, Lizzie, my love, don’t speak so of your father!”
“Well, mamma, he should not look at us so,” cried the girl.
Mrs. Sandford herself was a little indignant too. Her sympathies were all
with the children. She saw disapproval in his subdued looks, and was ready
at any moment to spring to arms in defence of her children. And indeed
sometimes, in his great trouble, which no one divined, Mr. Sandford would
sometimes become impatient.
“I wish,” he would say, “that Jack would do something—does he never
do anything at all? It frets me to see a young man so idle.”
“My dear Edward!” cried his wife, “it is the Long Vacation. What should
he have to do?”
“And Harry?” Mr. Sandford said.
“Poor boy! You know he would give his little finger to have anything to
do. He has nothing to do. How can he help that? When we go back to town
you must really put your shoulder to the wheel. Among all your friends
surely, surely, something could be got for Harry,” said his mother, thus
turning the tables. “And in the meantime,” she added, “to get all the health
he can, and the full good of the sea, is certainly the best thing the poor
fellow could do.”
What answer could be made to this? Mr. Sandford went out for his walk
—that long silent walk, in which the great Consoler came down from amid
all the silvery lights and shining skies, and walked with him in the freshness
of the morning, all silent in tenderness and great solemnity and awe.

CHAPTER VI.
“Unless, by the grace of God, something should happen”—that was what
he kept saying to himself when he reflected on the disclosure which must be
made when the seaside season was over. The great events of life rarely
happen according to our will. A man cannot die when he wishes it, though
there should be every argument in favour of such an event, and its
advantages most palpable. The moment passes in which that conclusion
would have all the force and satisfactory character of a great tragedy, and a
dreary postscript of existence drivels on, destructive of all dignity and
appropriateness. We live when we should do much better to die, and we die
sometimes when every circumstance calls upon us to live.
Most people will think that it was a very dreary hope that moved Mr.
Sandford’s mind—perhaps even that it was not the expedient of a brave
man to desire to leave his wife and children to endure the change and the
struggle from which he shrank in his own person. But this was not how it
appeared to him. He thought, and with some reason, that the change which
becomes inevitable on the death of the head of a house is without
humiliation, without the pang of downfall which would be involved in an
entire reversal of life which had not that excuse; he thought that everybody
who knew him would regret the change, and that every effort would be
made to help those who were left behind. It would be no shame to them to
accept that help; it would seem to them a tribute to his position rather than
pity for them. His wife would believe that her husband, a great painter, one
of the first of the day, had fully earned that recognition, and would be proud
of the pension or the money raised for her as of a monument in his honour.
And then the insurances. There could be no doubt, he said to himself, with a
rueful smile, that so much substantial money would be much better to have
than a man who could earn nothing, who had become incapable, whose
work nobody wanted. He had no doubt whatever that it would be by far the
best solution. It would rouse the boys by a sharp and unmistakable
necessity; it might, he thought, be the making of the boys, who had no fault
in particular except the disposition to take things easily, which was the
weakness of this generation. And as for the others, they would be taken care
of—no doubt they would be taken care of. Their condition would appeal to
the kindness of every friend who had ever bought a “Sandford” or thought it
an honour to know the painter. He would even himself be restored to
honour and estimation by the act of dying, which often is a very ingratiating
thing, and makes the public change its opinion. All these arguments were so
strongly in favour of it that to think there was no means of securing it
depressed Mr. Sandford’s mind more than all. By the grace of God. But it is
certain that the Disposer of events does not always see matters as His
creatures see them. No one can make sure, however warmly such a decree
might be wished for, or even prayed for, that it will be given. If only that
would happen! But it was still more impossible to secure its happening than
to open a new market for the pictures, or cause commissions to pour in
again.
It may be asked whether Mr. Sandford’s conviction, which was so strong
on this subject, ever moved him to do anything to bring about his desire. It
was impossible, perhaps, that the idea should not have crossed his mind—

“When we ourselves can our demission make

With a bare bodkin.”

And we can scarcely say that it was, like Hamlet, the fear of something
after death that restrained him. It was a stronger sentiment still. It was the
feeling that to give one’s self one’s dismissal is quite a different thing. It is a
flight—it is a running away; all the arguments against the selfishness of
desiring to leave his wife and children to a struggle from which he had
escaped came into action against that. What would be well if accomplished
by the grace of God would be miserable if done by the will of the man who
might be mistaken in his estimate of the good it would do. And then another
practical thought, more tragical than any in its extreme materialism and
matter-of-fact character, it would vitiate the insurances! If the children were
to gain nothing by his death, then it would certainly be better for them that
he should live. On that score there could be no doubt. This made suicide as
completely out of the question from a physical point of view as it was
already from a spiritual. He could not discharge himself from God’s service
on earth, though he should be very thankful if God would discharge him;
and he could not do anything to endanger the precious provision he had
made for his family. It can scarcely be said that Mr. Sandford considered
this case at leisure or with comparison of the arguments for and against, for
his decision was instinctive and immediate; nevertheless the idea floated
uppermost sometimes in the surging and whirl up and down of many
thoughts, but always to be dismissed in the same way.
Two or three weeks had passed in this way when one evening Mr.
Sandford received a letter from Daniells, the dealer, inviting him to join a
party on the Yorkshire moors. Daniells was well enough off to be able to
deny himself nothing. He was not a gentleman, yet the sports that
gentlemen love were within reach of his wealth, and gentlemen not so well
off as he showed much willingness to share in his good things. Some fine
people whose names it was a pleasure to read were on his list, and some
painters who were celebrated enough to eclipse the fine people. That all
these should be gathered together by a man who was as ignorant as a pig,
and not much better bred, was wonderful; but so it was. Perhaps the fact
that Daniells was really at heart a good fellow had something to do with it:
but even had this not been the case, it is probable that he could still have
found guests to shoot on his moor, and eat the birds they had shot. Mr.
Sandford was no sportsman, and at first he had little inclination to accept. It
was his wife who urged him to do so.
“You are not enjoying Broadbeach as you usually do,” she said; “you are
bored by it. Oh, don’t tell me, Edward, I can see it in your eyes.”
“If you think so, my dear, no denial of mine——”
“No,” she said, shaking her head; “nothing you say will change my
opinion. I am dreadfully sorry, for I am fond of the place; but I have made
up my mind already never to come here again: for you are bored—it is as
plain as possible: you want a change: you must go.”
“It is not much of a change to visit Daniells,” said Mr. Sandford.
“Oh, it isn’t Daniells; it’s the company, and the distance, and all you will
find there. I have no objection to Mr. Daniells, Edward.”
“Nor I; he is a good fellow in spite of his ’h’s.’ ”
 “I don’t care about his ’h’s.’ He’s very hospitable and very friendly, and
all the nice people go to him. I saw in the papers that Lord Okeham was
there. You might be able to speak a word for Harry.”
Mr. Sandford smiled. “I am to go, then, as a business speculation,” he
said; but his smile faded away very soon, for he reflected that Lord Okeham
was the first to give him that sensation of being wanted no longer, of having
nobody to employ him, which had risen to such a tragic height since then.
“Don’t laugh,” said his wife. “I do think indeed it is your duty—anything
that may help on the children; and you do like Mr. Daniells, Edward.”
“Yes, I do like Daniells; he is a very good fellow.”
“And the change will do you good. You must go.”
It was arranged so almost without any voluntary action on his part. His
wife’s anxiety that he should “speak a word for Harry” seemed to him half-
pathetic, half-ridiculous in what he knew to be the position of affairs; but
then she did not know. It can scarcely be said that it was other than a relief
to him to leave his family to their own light-hearted devices, or that the
young ones were not at least half-pleased when he went away. “Papa was
not a bit like himself,” they said; probably it was because the heat was too
much for him (he preferred cold weather), and the freshness of the moors
would put him all right. Mrs. Sandford was by no means willing to confess
to herself that she, too, was relieved by her husband’s departure. It was the
first time she had ever been conscious of that feeling in thirty years of
married life; but she, too, said that he would be the better of the freshness of
the moors, and they all gave themselves up to “fun” with a new rush of
pleasure when his grave countenance was away.
“I am sure he did not mean it,” said Lizzie, “but I could not help feeling
that it was poor Lance that was the cause.”
“Nothing of the sort, my dear,” said Mrs. Sandford. “Your father would
have told you if he had any objections. No; I know what it is; he is very
anxious about the boys—and so am I.”
No one, however, who had seen her among them could have believed
that Mrs. Sandford was very anxious. She was so glad that they should
enjoy themselves. Afterwards, when the holidays were over, when they
were all back in town again, then something, no doubt, must be done about
Harry. He was very thoughtless, to be sure; he took no trouble about what
was going to happen to him. Mrs. Sandford threw off any shade of distress,
however, by saying to herself that now his father was fully roused to the
necessity of doing something, now that he was about to meet Lord Okeham
and other influential people, something must be found for Harry, and then
all would go well. But the look in her husband’s eyes haunted her,
nevertheless, for the rest of the day. She had gone to the railway with him to
see him off, as she always did, and when the train was just moving, he
looked at her, waving his hand to her. The look in his eyes was so strange
and so sad, that Mrs. Sandford felt disposed to rush after her husband by the
next train. Failing that, she drew her veil over her face as she turned away
and shed tears, she could not tell why, as if he had been going away never
to return. How ridiculous! how absurd! when he was only a little out of
sorts and sure to be set right by the freshness of the moors. The impression
very soon wore out, and the young people had already organised a little
impromptu dance for the evening, which gave Mrs. Sandford plenty to do.
“It looks a little like taking advantage of your father’s absence—as if
you were glad he was gone.”
“Not at all,” they all cried. “What a dreadful idea! The only thing is that
it would have bored him horribly; otherwise,” added Harry, “we are always
glad of my father’s company,” with an air of protection and patronage
which made the others laugh. And Mrs. Sandford keenly enjoyed the dance,
and felt it better that her husband’s face, never so grave before, should not
be there to over-shadow the evening’s entertainment. He would be so much
more in his element discussing light and shade with the other R.A.s, or
talking a little moderate politics with Lord Okeham, or breathing in the
freshness of the moors.
And he did like the freshness of the moors, and the talk of his brother
artists, and the discussions among the men. It was entirely a man’s party,
and perhaps a very domestic man like Mr. Sandford, a little neglected amid
the exuberances of a young family, his very wife drawn away from him by
the exigencies of their amusements, is specially open to the occasional
refreshment of a party of his fellows, when congenial pursuits and matured
views, and something of a like experience—at all events something which
is a real experience of life—draw individuals together. The “sport” of the
painters was apt to be interrupted by realisations of the “effects” about
them, and by discussions on various artistic-scientific points which only
masters in the art could settle; and that semi-professional flavour of the
party was extremely interesting to the other men, the public personages and
society magnates, who found it very piquant to be thrown amid the painters,
and who were inspired thereby to talk their best, and tell their most
entertaining stories. No atmosphere of failure accompanied Mr. Sandford
into this circle, which was kept hilarious by the host’s jovialities and social
mistakes. If anybody knew that Daniells kept in his inner room three
“Sandfords” which he could not sell, there was no hint of that knowledge in
anything that was said, or in the manner of the other painters towards their
fellow, to whom all appealed as to as great an authority as could be found
on all questions of art. He was restored, thus, to the position which, indeed,
nobody could take from him, though he should never sell a picture again. It
soothed him to feel and see that, to all his brethren, he was as much as ever
one of the first painters of his time, and to give his opinion and sustain it
with the experience of his long professional life, and much experiment in
art. A forlorn hope had been in his mind that Daniells might have some
good news for him; that he might say some day, “That was all a false alarm,
old man—I’ve sold the pictures;” but this unfortunately did not come to
pass. Daniells never said it was a false alarm; he even said some things in
his rough but not unkindly way which to Mr. Sandford’s ear, quickened by
trouble, confirmed the disaster; but perhaps Daniells, who had no particular
delicacy of perception, did not intend this.
The change, however, did Mr. Sandford a great deal of good: though
sometimes, when he found himself alone, the settled shadow of calamity
which had closed upon his life, and which must soon be known to all, came
over him with almost greater force than at first. It was but seldom that he
was alone, when he was indoors: yet now and then he would find himself
on the moors in the sun-setting, when the western sky was still one blaze of
yellow or orange light, varied by bands of cloudy red, with the low hills and
sweeps of moor standing black against that waning brightness which,
magnificent as it was, sent out little light. Mr. Sandford did not compare his
own going out of practical life and possibility, yet preservation of a glow of
fame which neither warmed nor enlightened, with that show in the west.
People seldom see allegories of their own disaster. But as he strayed along
with the sense of dreariness in his heart which the dead and spectral aspect
of hill and tree was so well calculated to give, his own circumstances came
back to him in tragic glimpses. He thought of the gay group he had left
behind, the heedless young creatures singing and dancing on the edge of the
precipice, and of the peaceful home lying silent awaiting them, to which
they had no doubt of returning, with all its security of comfort and peace,
but on the edge of the precipice too. And he thought of Jack’s fee, his two
guineas, which they had all taken as the best joke in the world, and of
Lizzie, who was to have fifty pounds a year from her father, and of Harry,
quite happy and content on his schoolboy allowance; and all this going on
as if it were the course of nature, unchangeable as the stars or the pillars of
the earth. These things glided before him as he looked over all the
inequalities of the moor standing black against the western sky. They were
the true facts about him, notwithstanding that in the shelter of this
momentary pause he only felt them as at a distance, and less strongly than
before realised the ease it would bring if by the grace of God something
happened—before——
It was the time of the year when there are various race meetings in the
north, and Mr. Daniells had planned to carry his party to the most famous of
them. He had his landau and a brake, royally charged with provisions, and
filled with his guests. Mr. Sandford had done his best to get off this
unnecessary festivity, for which he had little taste. But all his friends, who
by this time had begun to perceive that his spirits were not in their usual
equable state, resisted and protested. He must come, they said: to leave one
behind would spoil the party; he was not to be left alone with all the
moorland effects to steal a march upon the other painters. And he had not
sufficient energy to stand against their remonstrances. It was easier to yield,
and he yielded. The race was not unamusing. Even with all his
preoccupation, he took a little pleasure in it, more or less, as most
Englishmen do: though it glanced across his mind that somebody might say
afterwards, “Sandford was there, amusing himself on the edge of the
precipice.” These vague voices and glimpses of things were not enough to
stand against the remonstrances and banter of his friends: and after all, what
did it matter? The plunge over the precipice is not less terrible because you
may have performed a dance of despair on the edge. It was about sunset on
a lovely September evening when the party set out on their return home.
They were merry; not that there had been any excess or indulgence
unbecoming of English gentlemen. Daniells, it is true, who was not a
gentleman, had, perhaps, a little more champagne under his belt than was
good for him. But his guests were only merry, talking a little more loudly
than usual about the events of the day and the exploits of the favourite, and
settling some moderate bets which neither harmed nor elated any one. Mr.
Sandford, who had not betted, was the most silent of party; the lively talk of
the others left him free to retire to his own thoughts. He had got rather into
a tangle of dim calculations about his insurances, and how the money would
be divided, when somebody suddenly called out “Hallo! we’ve got off the
road!”
For some time Mr. Sandford was the only one who paid any attention to
this statement. Looking out with a little start, he saw the same scene against
which his musings had taken form on previous nights. A sky glowing with a
stormy splendour, deep burning orange on the horizon rising through zones
of yellow to the daffodil sky above, every object standing out black in the
absence of light; not the hedgerows and white line of the road alone, but the
blunt inequalities of the moor, here a lump of gorse or gnarled hawthorn
bush, there a treacherous hollow with a gleam of water gathered as in a cup.
The coachman and grooms had not been so prudent as their masters; their
potations had been heavier than champagne. How they had left the road and
got upon the moor could never be discovered. It was partly the perplexing
glow above and blackness below, partly the fumes of a long day’s
successive drinkings in their brains; partly, perhaps, as one of the
passengers thought, something else. The horses had taken the unusual
obstacles on their path with wonderful steadiness at first, but by the time the
attention of the gentlemen was fully attracted to what was happening, the
coachman had altogether lost control of the kicking and plunging animals.
The man was not too far gone to have driven home by the road, but his
brain was incapable of any effort to meet such an emergency. He began to
flog the horses wildly, to swear at them, to pull savagely at the reins. The
groom jumped down to rush to their heads, and in doing so, as they made a
plunge at the moment, fell on the roadside, and in a moment more was left
behind as the terrified horses dashed on. By this time everybody was
roused, and the danger was evident. Mr. Sandford sat quite still; he was not
learned about horses, while many of his companions were. One of them got
on to the box beside the terrified coachman to try what could be done, the
others gave startled and sometimes contradictory suggestions and
directions. He was quite calm in the tumult of alarm and eager preparation
for any event. He was sensible, profoundly sensible, of the wonderful effect
of the scene: the orange glow which no pigments in the world could
reproduce, the blackness of the indistinguishable objects which stood up
against it like low dark billows of a motionless sea. The shocks of the
jolting carriage affected him little, any more than the shouts of the alarmed
and excited men. He did not even remark, then, that some sprang off and
that others held themselves ready to follow. His sensations were those of
perfect calm. He thought of the precipice no more, nor even of the
insurances. Some one shook him by the shoulder, but it did not disturb him.
The effect was wonderful; the orange growing intense, darker, the yellow
light pervading the illuminated sky. And then a sudden wild whirl, a shock
of sudden sensation, and he saw or felt no more.

CHAPTER VII.
Presently the light came back to Mr. Sandford’s eyes. He was lying upon
the dry heather on the side of the moor, the brown seed-pods nestling
against his cheek, the yellow glow in the west, to which his eyes
instinctively turned, having scarcely faded at all since he had looked at it
from the carriage. A confused sound of noises, loud speaking, and moans of
pain reached him where he lay, but scarcely moved him to curiosity. His
first sensation was one of curious ease and security. He did not attempt to
budge, but lay quite peacefully smiling at the sunset, like a child. His head
was confused, but there was in it a vague sense of danger escaped, and of
some kind of puzzled deliverance from he knew not what, which gave the
strangest feeling of soothing and rest. He felt no temptation to jump up
hastily, to go to the help of the people who were moaning, or to inquire into
the accident, as in another case he would have done. He lay still, quite at his
ease, hearing these voices as if he heard them not, and smiling with a
confused pleasure at the glow of orange light in the sky.
He did not know how long it was till some one knelt down and spoke to
him anxiously. “Sandford, are you badly hurt? Sandford, my dear fellow, do
you know me? Can you speak to me?”
He burst into a laugh at this address.
“Speak to you? Know you? What nonsense! I am not hurt at all. I am
quite comfortable.”
“Thank God!” said the other. “Duncan, I fear, has a broken leg, and the
coachman is—— It was his fault, the unfortunate wretch. Give me your
hand, and I’ll help you to get up.”
 To get up? That was quite a different matter. He did not feel the least
desire to try. He felt, before trying and without any sense of alarm, that he
could not get up; then said to himself that this was nonsense too, and that to
lie there, however comfortably, when he might be helping the others, was
not to be thought of. He gave his hand accordingly to his friend, and made
an effort to rise. But it would have been as easy (he said to himself) for a
log of wood to attempt to rise. He felt rather like that, as if his legs had
turned to wood—not stone, for that would have been cold and
uncomfortable. “I don’t know how it is,” he said, still smiling, “but I can’t
budge. There’s nothing the matter with me, I’m quite easy and comfortable,
but I can’t move a limb. I’ll be all right in a few minutes. Look after the
others. Never mind me.” He thought the face of the man who was bending
over him looked strangely scared, but nothing more was said. A rug was put
over him and one of the cushions of the carriage under his head, and there
he lay, vaguely hearing the groans of the man whose leg was broken as
(apparently) they moved him, and all the exclamations and questions and
directions given by one and another. What was more wonderful was the
dying out of that wild orange light in the sky. It paled gradually, as if it had
been glowing metal, and the cold night air breathing on it had paled and
dwindled that ineffectual fire. A hundred lessening tints and tones of colour
—yellows and faint greens, with shades of purple and creamy whiteness
breaking the edges—melted and shimmered in the distance. It was like an
exhibition got up for him alone, relieved by that black underground, now
traversed by gigantic ebony figures of a horse and man, moving irregularly
across the moor. A star came out with a keen blue sparkle, like some power
of heaven triumphant over that illumination of earth. What a spectacle it
was! And all for him alone!
The next thing he was conscious of was two or three figures about him—
one the doctor, whose professional touch he soon discovered on his pulse
and his limbs. “We are going to lift you. Don’t take any trouble; it will give
you no pain,” some one said. And before he could protest, which he was
about to do good-humouredly, that there was no occasion, he found himself
softly raised upon some flat and even surface, more comfortable, after all,
than the lumps of the heather. Then there was a curious interval of motion
along the road, no doubt, though all he saw was the sky with the stars
coming gradually out; neither the road nor his bearers, except now and then
a dark outline coming within the line of his vision; but always the deep blue
of the mid sky shining above. The world seemed to have concentrated in
that, and it was not this world, but another world.
He remembered little more, except by snatches; an unknown face—
probably the doctor’s—looking exceedingly grave, bending over him; then
Daniells’ usually jovial countenance with all the lines drooping and the
colour blanched out of it, and a sound of low voices talking something over,
of which he could only make out the words “Telegraph at once;” then, “Too
late! It must not be too late. She must come at once.” He wondered vaguely
who this was, and why there should be such a hurry. And then, all at once, it
seemed to him that it was daylight and his wife was standing by his bedside.
He had just woke up from what seemed a very long, confused, and feverish
night—how long he never knew. But when he woke everything was clear to
him. Unless, by the grace of God, something were to happen——
Something was about to happen, by the grace of God.
“Mary!” he cried, with a flush of joy. “You here!”
“Of course, my dearest,” she said, with a cheerful look, “as soon as I
heard there had been an accident.”
He took her hand between his and drew her to him. “This was all I
wanted,” he said. “God is very good; He gives me everything.”
“Oh, Edward!” This pitiful protest, remonstrance, appeal to heaven and
earth—for all these were in her cry—came from her unawares.
“Yes,” he said, “my dear, everything has happened as I desired. I
understand it all now. I thought I was not hurt; now I see. I am not hurt, I
am killed, like the boy—don’t you remember?—in Browning’s ballad.
Don’t be shocked, dear. Why shouldn’t I be cheerful? I am not—sorry.”
“Oh, Edward!” she cried again, the passion of her trouble exasperated by
his composure; “not to leave—us all?”
He held her hand between his, smiling at her. “It was what I wanted,” he
said—“not to leave you; but don’t you believe, my darling, there must be
something about that leaving which is not so dreadful, which is made easy
to the man who goes away? Certainly, I don’t want to leave you; but it’s so
much for your good—for the children’s good——”
“Oh, never, Edward, never!”
“Yes; it’s new to you, but I’ve been thinking about it a long time—so
much that I once thought it would almost have been worth the while, but for
the insurances, to have——”
“Edward!” She looked at him with an agonised cry.
“No, dear—nothing of the kind. I never would, I never could have done
it. It would have been contrary to nature. The accident—was without any
will or action of mine. By the grace of God——”
“Edward, Edward! Oh, don’t say that; by His hand, heavy, heavy upon
us!”
“It is you that should not say that, Mary. If you only knew, my dear. I
want you to understand so long as I am here to tell you——”
“He must not talk so much,” said the voice of the doctor behind; “his
strength must be husbanded. Mrs. Sandford, you must not allow him to
exhaust himself.”
“Doctor,” said Mr. Sandford, “I take it for granted you’re a man of sense.
What can you do for me? Spin out my life by a few more feeble hours.
Which would you rather have yourself? That, or the power of saying
everything to the person you love best in the world?”
“Let him talk,” said the doctor, turning away; “I have no answer to
make. Give him a little of this if he turns faint. And send for me if you want
me, Mrs. Sandford.”
“Thanks, doctor. That is a man of sense, Mary. I feel quite well, quite
able to tell you everything.”
“Oh, Edward, when that is the case, things cannot be so bad! If you will
only take care, only try to save your strength, to keep up. Oh, my dear! The
will to get well does so much! Try! try! Edward, for the love of God.”
“My own Mary: always believing that everything’s to be done by an
effort, as all women do. I am glad it is out of my power. If I were in any
pain there might be some hope for you, but I’m in no pain. There’s nothing
the matter with me but dying. And I have long felt that was the only way.”
“Dying?—not when you were with us at the sea?”
“Most of all then,” he said, with a smile.
“Oh, Edward, Edward! and I full of amusements, of pleasure, leaving
you alone.”
“It was better so. I am glad of every hour’s respite you have had. And
now you’ll be able easily to break up the house, which would have been a
hard thing and a bitter downfall in my lifetime. It will be quite natural now.
They will give you a pension, and there will be the insurance money.”
“I cannot bear it,” she cried wildly. “I cannot have you speak like this.”
“Not when it is the utmost ease to my mind—the utmost comfort——”
She clasped her hands firmly together. “Say anything you wish,
Edward.”
“Yes, my poor dear.” He was very, very sorry for his wife. It burst upon
her without preparation, without a word of warning. Oh, he was sorry for
her! But for himself it was a supreme consolation to pour it all forth, to tell
her everything. “If I were going to be left behind,” he said, soothingly, “my
heart would be broken: but it is softened somehow to those that are going
away. I can’t tell you how. It is, though; it is all so vague and soft. I know
I’ll lose you, Mary, as you will lose me, but I don’t feel it. My dearest, I had
not a commission, not one. And there are three pictures of mine unsold in
Daniells’ inner shop. He’ll tell you if you ask him. The three last. That one
of the little Queen and her little Maries, that our little Mary sat for, that you
liked so much, you remember? It’s standing in Daniells’ room; three of
them. I think I see them against the wall.”
“Edward!”
“Oh no, my head is not going. I only think I see them. And it was the
merest chance that the ‘Black Prince’ sold; and not a commission, not a
commission. Think of that, Mary. It is true such a thing has happened
before, but I never was sixty before. Do you forget I am an old man, and my
day is over?”
“No, no, no,” she cried with passion; “it is not so.”
“Oh yes; facts are stubborn things—it is so. And what should we have
done if our income had stopped in a moment, as it would have done? A
precipice before our feet, and nothing, nothing beyond. Now for you, my
darling, it will be far easier. You can sell the house and all that is in it. And
they will give you a pension, and the children will have something to begin
upon.”
“Oh, the children!” she cried, taking his hand into hers, bowing down
her face upon it. “Oh, Edward, what are the children between you and me?”
She cast them away in that supreme moment; the young creatures all so
well, so gay, so hopeful. In her despair and passion she flung their crowding
images from her—those images which had forced her husband from her
heart.
He laughed a low, quiet laugh. “God bless them,” he said; “but I like to
have you all to myself, you and me only, for the last moment, Mary. You
have been always the best wife that ever was—nay, I won’t say have been
—you are my dear, my wife. We don’t understand anything about widows,
you and I. Death’s nothing, I think. It looks dreadful when you’re not going.
But God manages all that so well. It is as if it were nothing to me. Mary,
where are you?”
“Here, Edward, holding your hand. Oh, my dear, don’t you see me?”
“Yes, yes,” he said, with a faint laugh, as if ashamed at some mistake he
had made, and put his other hand over hers with a slight groping movement.
“It’s getting late,” he said; “it’s getting rather dark. What time is it? Seven
o’clock? You’ll not go down to dinner, Mary? Stay with me. They can bring
you something upstairs.”
“Go down? Oh, no, no. Do you think I would leave you, Edward?” She
had made a little pause of terror before she spoke, for, indeed, it was broad
day, the full afternoon sunshine still bright outside, and nothing to suggest
the twilight. He sighed again—a soft, pleasurable sigh.
“If you don’t mind just sitting by me a little. I see your dear face in
glimpses, sometimes as if you had wings and were hovering over me. My
head’s swimming a little. Don’t light the candles. I like the half-light; you
know I always did. So long as I can see you by it, Mary. Is that a
comfortable chair? Then sit down, my love, and let me keep your hand, and
I think I’ll get a little sleep.”
“It will do you good,” said the poor wife.
“Who knows?” he said, with another smile. “But don’t let them light the
candles.”
Light the candles! She could see, where she sat there, the red sunshine
falling in a blaze upon a ruddy heathery hill, and beating upon the dark firs
which stood out like ink against that background. There is perhaps nothing
that so wrings the heart of the watcher as this pathetic mistake of day for
night which betrays the eyes from which all light is failing. He lay within
the shadow of the curtain, always holding her hand fast, and fell asleep—a
sleep which, for a time, was soft and quiet enough, but afterwards got a
little disturbed. She sat quite still, not moving, scarcely breathing, that she
might not disturb him; not a tear in her eye, her whole being wound up into
an external calm which was so strangely unlike the tumult within. And she
had forsaken him—left him to meet calamity without her support, without
sympathy or aid! She had been immersed in the pleasures of the children,
their expeditions, their amusements. She remembered, with a shudder, that
it had been a little relief to get him away, to have their dance undisturbed.
Their dance! Her heart swelled as if it would burst. She had been his
faithful wife since she was little more than a child. All her life was his—she
had no thought, no wish, apart from him. And yet she had left him to bear
this worst of evils alone!
Mrs. Sandford dared not break the sacred calm by a sob or a sigh. She
dared not even let the tears come to her eyes, lest he should wake and be
troubled by the sight of them. What thoughts went through her mind as she
sat there, not moving! Her past life all over, which, until that telegram
came, had seemed the easy tenor of every day; and the future, so dark, so
awful, so unknown—a world which she did not understand without him.
After an interval he began to speak again, but so that she saw he was
either asleep still or wandering in those vague regions between
consciousness and nothingness. “All against the wall—with the faces
turned,” he said. “Three—all the last ones: the one my wife liked so. In the
inner room: Daniells is a good fellow. He spared me the sight of them
outside. Three—that’s one of the perfect numbers—that’s—I could always
see them: on the road and on the moor, and at the races: then—I wonder—
all the way up—on the road to heaven? no, no. One of the angels—would
come and turn them round—turn them round. Nothing like that in the
presence of God. It would be disrespectful—disrespectful. Turn them round
—with their faces——” He paused; his eyes were closed, an ineffable smile
came over his mouth. “He—will see what’s best in them,” he said.
After this for a time silence reigned, broken only now and then by a
word sometimes unintelligible. Once his wife thought she caught something
about the “four square walls in the new Jerusalem,” sometimes tender
words about herself, but nothing clear. It was not till night that he woke,
surprising them with an outcry as to the light, as he had previously spoken
about the darkness.
“You need not,” he said, “light such an illumination for me—al giorno
as the Italians say; but I like it—I like it. Daniells—has the soul of a
prince.” Then he put out his hands feebly, calling “Mary! Mary!” and drew
her closer to him, and whispered a long, earnest communication; but what it
was the poor lady never knew. She listened intently, but she could not make
out a word. What was it? What was it? Whatever it was, to have said it was
an infinite satisfaction to him. He dropped back upon his pillows with an air
of content indescribable, and silent pleasure. He had done everything, he
had said everything. And in this mood slept again, and woke no more.

Mr. Sandford’s previsions were all justified. The house was sold to
advantage, at what the agent called a fancy price, because it had been his
house—with its best furniture undisturbed. Everything was miserable
enough indeed, but there was no humiliation in the breaking up of the
establishment, which was evidently too costly for the widow. She got her
pension at once, and a satisfactory one, and retired with her younger
children to a small house, which was more suited to her circumstances. And
Lord Okeham, touched by the fact that Sandford’s death had taken place
under the same roof, in a room next to his own (though that, to be sure, in
an age of competition and personal merit was nothing), found somehow, as
a Cabinet Minister no doubt can if he will, a post for Harry, in which he got
on just as well as other young men, and settled down into a very good
servant of the State. And Jack, being thus suddenly sobered and called back
to himself, and eager to get rid of the intolerable thought that he, too, had
weighed upon his father’s mind, and made his latter days more sad, took to
his profession with zeal, and got on, as no doubt any determined man does
when he adopts one line and holds by it. The others settled down with their
mother in a humbler way of living, yet did not lose their friends, as it is
common to say people do. Perhaps they were not asked any longer to the
occasional “smart” parties to which the pretty daughters and well-bred sons
of Sandford the famous painter, who could dispense tickets for Academy
soirées and private views, were invited, more or less on sufferance. These
failed them, their names falling out of the invitation books; but what did
that matter, seeing they had never been but outsiders, flattered by the cards
of a countess, but never really penetrating beyond the threshold?
Mrs. Sandford believed that she could not live when her husband was
thus taken from her. The remembrance of that brief but dreadful time when
she had abandoned him, when the children and their amusements had stolen
her heart away, was heavy upon her, and though she steeled herself to carry
out all his wishes, and to arrange everything as he would have had it done,
yet she did all with a sense that the time was short, and that when her duty
was thus accomplished she would follow him. This softened everything to
her in the most wonderful way. She felt herself to be acting as his deputy
through all these changes, glad that he should be saved the trouble, and that
humiliation and confession of downfall which was not now involved in any
alteration of life she could make, and fully confident that when all was
completed she would receive her dismissal and join him where he was. But
she was a very natural woman, with all the springs of life in her unimpaired.
And by-and-by, with much surprise, with a pang of disappointment, and yet
a rising of her heart to the new inevitable solitary life which was so
different, which was not solitary at all, but full of the stir and hum of living,
yet all silent in the most intimate and closest circle, Mrs. Sandford
recognised that she was not to die. It was a strange thing, yet one which
happens often: for we neither live nor die according to our own will and
previsions—save sometimes in such a case as that of our painter, to whom,
as to his beloved, God accorded sleep.
And more—the coming true of everything that he had believed. After
doing his best for his own, and for all who depended upon him in his life,
he did better still, as he had foreseen, by dying. Daniells sold the three
pictures at prices higher than he had dreamed of, for a Sandford was now a
thing with a settled value, it being sure that no new flood of them would
ever come into the market. And all went well. Perhaps with some of us, too,
that dying which it is a terror to look forward to, seeing that it means the
destruction of a home, may prove, like the painter’s, a better thing than
living even for those who love us best. But it is not to every one that it is
given to die at the right moment, as Mr. Sandford had the happiness to do.
 THE WONDERFUL HISTORY

OF

MR. ROBERT DALYELL.

CHAPTER I.
It was a September night, rather chilly and dreary, as the evening often
becomes at that season, even when the day has been beautiful. There was a
little cold wailing wind about, like the ghost of an autumn breeze, which
came in puffs of air, only strong enough to dislodge a fluttering yellow leaf
or two, and sometimes with a few drops of rain upon it, which it dashed in
your face with an elfish moan—not a night to walk in the garden for
pleasure. It was, however, a custom with Mr. Dalyell to smoke his cigar
out-of-doors after dinner in all weathers, and Fred, who was his eldest son,
was proud to be his father’s companion and share this indulgence—too
proud to make any opposition to the chill of the night or the occasional dash
of rain. All that was visible from the windows of the Yalton drawing-room,
across which now and then a white figure would flutter, with a glance out
were the red fire-tips of the two cigars, moving now quickly, now slowly,
stopping altogether for a moment, going on with renewed rapidity—which
was papa’s way.
You could not see a prettier old house than Yalton in all the eastern
shires. It had the mixture of French with native Scotch architecture which
distinguishes a period in history. There were turrets, which the profane
called pepper-boxes, at the corners, and lines of many windows in the
commodious, comfortable corps de logis, now shining through the night
with cheerful lights. Two terraces stood between the altitude of the house
and the walk in which the father and son were, with lines of stone
balustrades all overgrown by creeping plants and adorned with great vases
in which the garish flowers of autumn were still fully blooming, though
they were unseen in the darkness. On the lower level was the little temple of
a fountain, which was reduced to a small and broken jet by age and
negligence. The scent of the mignonette in the borders, the faint dripping of
the water in the fountain, communicated to the atmosphere a little half-
artificial speciality of character, like the terraces and great vases, not
altogether natural to the locality, yet not uncongenial in its quaint double
nationality. The two dark figures walking up and down, made visible by
those red points, were yet undistinguishable, save by the fact that one was
slim and slight, a boyish figure, and the other round and solid in the
complete development of the man. The lad had been unfolding to his father
the many novelties and wonders of his first year at the University, with that
delightful force of conviction that such pleasant and wonderful experiences
had never happened to anybody before which is the perennial belief of the
young: while the father listened with that half-amused, half-pensive
sympathy, made up of recollections fond and familiar, and the half-
provoked, half-pleased sensation of amazement at finding those experiences
re-embodied in the person of his son, which is habitual to the old. But,
indeed, to say old is merely to express a comparative quality, for Mr.
Dalyell of Yalton was a man under fifty, in the full force and vigour of life.
“Ah, yes,” he said, “Fred, it’s fine times for you now, my boy. But you
must remember that life is not made up of bumps and bump-suppers, and
that there are worse things than a proctor waiting for you, perhaps, round
the next corner. I don’t want you not to play—but you must learn to work a
little, too.”
“All right, father,” said Fred; “I’ll pull through. I sha’n’t disgrace the old
house.”
“No,” said Mr. Dalyell. “I don’t suppose you will: but you might perhaps
go a little farther than that.”
“I didn’t think,” said Fred, surprised, “that you intended me to do more
than a good pass. I never supposed there was—any need for hard work.”
“Need? I never said there was need: but it does a young fellow good to
be thought to work: even if it does no more it does that. It’s well for you to
be thought to work, Fred.”
“If that’s all,” said the young man, “I don’t fancy I want to get a
reputation in that way.”
“Then you’re a silly boy,” said his father. “It’s a capital thing to have a
good reputation. You don’t know what it might do for you.”
 “Well,” said the lad, with a laugh, “I don’t fancy that matters so much, so
long as you do everything for me, father.”
“That’s just the point, Fred. That’s what I wanted to show you. I sha’n’t
always be here to do everything for you.”
“Why,” said Fred, “you’re almost as young as I am!”
“I’m not particularly old: but no man’s life is secure, however young he
may be; it’s not to be lippened to, as old Janet says. You ought to
contemplate what your position would be if I were taken away. Think what
happens to many a young fellow, Fred, whose father dies—perhaps just
when he is where you are: and he has to stop all his pleasant ways and turn
to, perhaps to work for his mother and the rest, perhaps only to look after
them and take care of them—but at all events to be the head of the family
instead of a careless boy.” Mr. Dalyell had stopped in his walk to enforce
what he said, which was a way he had. “I’ve known a boy of your age,” he
said, “that had to give up everything, and go into an office, and work like a
slave: instead of your bump-suppers, Fred.”
“I’ve heard of such a thing myself,” said Fred; “though you don’t think
much of my experience, father. It happened to Surtees of New, a fellow a
little senior to me. It was awfully hard upon him. He would have been in the
‘eight’ if he had stayed another year. What he felt most was leaving the
‘Varsity without getting his blue. But,” added the lad, “if it matters about
what people think, as you were saying, he was thought no end of for it. He
went abroad, I think, to look after some business there.”
“And dropped, I suppose, never to be heard of more—among his old
chums at least?”
“It was awfully hard upon him,” said Fred, regretfully.
“Well,” said Mr. Dalyell, “that’s what may happen to any one of you
whose fathers are in business. You ought to remember that such a
contingency is always on the cards.”
“Why, father——!” cried Fred. The boy was unwilling to make any
application, to seem to think that there could be anything in their own
circumstances to suggest this conversation: but he threw an involuntary
glance at the house behind him with all its cheerful lights, and at the dark
clouds of trees all round in the distance, which marked the great extent of
the park and woods of Yalton. He did not add a word, and indeed the whole
movement was involuntary—a sort of appeal from the lugubrious remarks
on one side to all these unending signs of wealth on the other.
“You mean to say there’s Yalton; and though I’m in business, I’m not all
in business,” said Mr. Dalyell with a laugh. “I was not speaking of
ourselves, my boy; but of the vicissitudes of life. I hope there will be
Dalyells of Yalton as long as Edinburgh Castle stands upon a rock; and one
can’t say more than that. Still, there are wonderful changes in life, and I’d
like to think—if you force me to an application—that you were up to
anything that might happen. You’d have to take the command, you know,
Fred,” he added after a moment, knocking the ash off his cigar against the
balustrade of the terrace, with another curious laugh. “Your dear mother has
never been used to anything but to be taken care of. You had better not
bother her by asking advice from her if you should ever be in that position.”
“I wish you would not say such dreadful things,” said Fred petulantly.
“Why should we talk of what I hope to heaven will never happen?—you
make me quite uncomfortable, papa.”
“Well, my dear boy,” said Mr. Dalyell, “that’s the penalty, don’t you
know, of being grown up—like shaving, and other disadvantages. You
rather like the shaving—which implies an imaginary beard: but you don’t
like to hear of the much more important responsibilities.”
“Shaving’s inevitable,” said Fred, giving a little furtive twirl to an almost
imaginary moustache.
“Oh, is it?” said his father, with a more cheerful laugh. “Not for years
yet; don’t flatter yourself. When do you start for your ball to-morrow? It’s
fine to be an eligible young man, and sought after for all the dances. That’s
a pleasant consequence of being a ‘Varsity man, and heir of Yalton, eh?”
“Well, father,” said Fred, “seeing I’ve known the Scrymgeours all my
life, we needn’t put it on that ground. Whatever I was—if I was heir to
nothing—it would be the same to them.”
“Let’s hope so,” said Mr. Dalyell, and he breathed a sigh, which
somehow got mingled with the little wail of the wind, and echoed into
Fred’s heart with a poignant suggestion. There was no reason to fear
anything, and he was angry with himself. It was childish and superstitious
to shiver as he did, as if the cold had caught him. There was no occasion in
the world for anything of the sort. He was not a fellow to catch cold, he said
to himself indignantly, nor to have presentiments, both of which things were
equally absurd. There was nothing but prosperity and peace known in
Yalton, and his father had the constitution of an elephant. But the night was
eerie, the horizon had a sort of weird clearness upon it in the far distance,
like a light showing through the openings of the clouds. The trees stood up
black in billows of half-distinguishable shade, and the hills beyond them
marked out their outlines wistfully against the clearness in the west. It was
cold, and the air breathed of coming winter. A leaf drifting on the wind
caught him on the cheek like a soft blow. Altogether the night was eerie,
wild, full of possibilities. There was no ghost at Yalton; but sometimes old
Janet said there was a sound in the avenue that meant trouble, like a
horseman riding up to the house who never arrived. Fred involuntarily
listened, as if he might have heard that horseman, which was as good as
inviting trouble, but he did not think of that. However, there was no sound,
nor ghost of a sound, except what was purely natural—the wild bitter wind
wailing, driving a few leaves about, and bending, with a soft swish of the
dark unseen foliage, the light branches of the trees.
“Come, let’s go in, Fred; I’ve finished my cigar,” said Mr. Dalyell; and
then, as though a brain wave, as scientific people say, had passed from one
to another—Fred’s unspoken thought of old Janet suggested her to his
father’s mind. They were going up one of the sets of stone steps which led
from one terrace to the other, when Mr. Dalyell suddenly put his hand on
his son’s arm:
“You’ll laugh,” he said, but not himself in a laughing tone, “at what I’m
going to say. But if you should be in any difficulty what to do in case of my
absence, or—or anything of that sort—do you know, Fred, whom I’d advise
you to consult? The last person you would think of, probably, by yourself—
old Janet! You know she’s been about Yalton all her life. There’s nothing
she wouldn’t do for any of us—and she’s an extraordinarily sensible old
woman, full of resource, and with a head on her shoulders——”
“I’m not fond of old Janet,” said Fred sturdily.
“No, none of you are. Your mother never could be got to like her. It’s a
prejudice. She’s been invaluable to me.”
“If it’s all the same to you, father,” said Fred stiffly, “I’d rather not turn
to an old wife for advice, an old nurse. What can she know? Of course your
good opinion goes a very long way——”
 “For or against? I’m afraid, so far as your mother is concerned, it is
rather against. However, we need say no more about it. But, remember! as
King Charles said.”
They had paused on the landing between two flights of stairs. A great
trail of yellow nasturtium, dropping from the vase at the corner, showed
even in the dark a ghost of colour, and thrust its pungent odour into Fred’s
nostril. The faint billows of the trees stretched out dark and darker over the
landscape below, and the cold clear light in the sky seemed to look on like a
spectator who knows far more than the actors what is and is going to be.
Fred once more gave a little shiver, and elevated his shoulders to his ears.
“You’d better go and take some camphor, boy. You’ve caught cold,” his
father said.
The drawing-room of Yalton was on the first floor, unlike the generality
of country houses, which gave it a great advantage in respect to the
landscape. On the ground floor a great deal of space was taken up with the
hall, which opened into a large portico, and was scarcely light enough to be
made much use of, in a climate where there is seldom too much sun. It
happened, fortunately, that Mrs. Dalyell, who was a nervous and somewhat
fantastic woman, was fond of a great deal of light, so that the large
windows, which made the turreted Scotch house like a wing of the Louvre,
were not displeasing to her. The curtains were but partially drawn over the
central windows even now, so that it was possible to turn at any moment
from the light and warmth of the interior to the wide landscape out-of-
doors, with its wild breadth of sky and wailing winds. But within it was
exceedingly bright with a number of lamps and candles and that pleasant
blaze of a fire which it is an agreeable tradition in Scotch country houses to
keep up in the evening, whether it is wanted or not. In September it is
generally wanted; but it cannot be said there was any necessity for it on this
particular night. The company in the drawing-room consisted of Mrs.
Dalyell, her two daughters, and a gentleman of middle age and manners
very ingratiating and friendly, if a little formal—Mr. Patrick Wedderburn,
than whom no man was more respected in Edinburgh, a W.S. of the first
eminence, learned in the law, and a favourite everywhere. He belonged, it
need scarcely be said, to a good Scotch family, and was any man’s equal in
Scotland, though he acted as a “man of business” to many of his friends. He
was one of the dearest friends of Robert Dalyell of Yalton, and was a more
constant visitor than any other of the many familiar associates who called
the laird of Yalton “Bob,” and knew him and his affairs to the finger-points.
Pat Wedderburn, as the visitor was commonly called, was an old bachelor,
and therefore had no family to call him to a fireside centre of his own. He
was as much in Yalton as he was in his own handsome but dull house in
Ainslie Place, where, except when he had a dinner-party, the rooms were so
silent, the solitude so serious. Neither the girls nor their mother made
“company” of Mr. Wedderburn. He was seated in a deep chair, reading the
papers while they talked, as if he were an uncle at the least, and he did not
hesitate to interrupt their conversation now and then by reading out a bit of
news or making a remark. He did not hesitate to correct Susie, who
sometimes ventured upon a big word with which she was not familiar, and
used it wrongly, or to tell Alice that she was a fidget, and could not keep
still for five minutes; and as this was done from behind the newspaper, in
the most accidental manner, it deepened still more the impression that
nowhere could Mr. Wedderburn have been more perfectly at home. The
papers, it may be added—that is to say, the London papers—arrived in
Edinburgh in the evening. The conversation which was going on when Mr.
Dalyell came into the drawing-room was, however, confined to the young
people, and was chiefly on the subject of the Scrymgeour ball, to which
Fred was going next day.
“I think they might have asked me,” said Susie in an aggrieved tone. “I
am just the same age as Lucy Scrymgeour. It isn’t my fault mother, that
you’ve never taken me out yet. I am seventeen and past, as everybody
knows.”
“No, it’s not your fault. I am sure you have badgered me enough about
it,” said Mrs. Dalyell; “but though you think you can do anything you like
with me, I have my opinions about some things. And one of them is that a
girl should not go out too soon. People are quite capable of saying, ten or
twenty years hence, ‘Oh, Susie Dalyell, I can tell you her age to a day! She
came out in such a year, and she must have been nineteen at the least.’ That
is exactly how people talk.”
“And if they did,” cries Susie, “what would it matter? Farmer thinks I
look quite eighteen when I have my hair nicely dressed.”
“That is all very well now, my dear; but wait till you are thirty or thirty-
five. You would like to put on a year or two now, but you will like to take
them off at the other end.”
 “Let’s hope,” said Mr. Wedderburn from behind his paper, “that she’ll
not be Susie Dalyell then.”
“What difference will that make?” said Susie scornfully. “If I were forty
I should never make a mystery about it. What is the use of trying to hide it,
if you do have one foot in the grave?”
“Mother’s forty—or more,” said Alice, “and nobody would say she had
one foot in the grave.”
“Oh, what does it matter,” cried Susie again, “at that time of life, when
you are medeval and antediluvious? It is now that one minds.”
“Susie, don’t call mamma such dreadful names.”
“Mediæval and antediluvian, Susie”—from behind the paper, in an
undertone.
“I suppose,” said Mrs. Dalyell tartly, “that Mr. Wedderburn thinks that
quite appropriate. Gentlemen always think a girl’s impertinence is amusing
when it’s directed against her mother; but you ought to know better, Susie,
than to hold me up to ridicule. I am sure, whatever else I may be, I have
been a careful mother to you.”
“Oh, mamma! As if I meant anything like that,” cried Susie petulantly,
flinging herself upon her mother. “I only mean you don’t care now. It’s
nothing to you to think of Lucy dancing all night in billows of tulle, like the
girls in the novels, and me going to bed at ten o’clock. They will only just
have begun then. And to think they should have asked Fred! and me Lucy’s
greatest friend and contemporaneous, and friends with Davie all my life—
and that they never thought of asking me—never even tried! Perhaps if they
had asked me—and it’s such an opportunity and such old friends—you
would have let me go.”
“I’ll tell you what, Susie,” said Fred, who had just come in; “I’ll ride
over to-morrow morning first thing and ask them to ask you. I dare say they
will for my sake.”
Susie looked at him for a moment with a flush of hope, and then her face
clouded. “For your sake!” she said, with a sister’s frank contempt. “If it’s
only for your sake, I’ll stay at home. I am not a nobody like that. I’m Lucy
Scrymgeour’s oldest friend. If she doesn’t of her own account—and Davie
too,” cried the girl with an access of indignation—“it’s more than any one
can bear!”