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Gift Shop

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Submitted By caophonglinh
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Business Plan | the Gift C shop | | | By: Tran Ngoc Quynh GiaoNguyen Thi Hoa PhuongPham Hoang ThuanTran Thi Anh Nguyet | |

Content The Executive Summary page Operation Management page Mission Statement page Product and Service page Credit Policy page Marketing strategies page Business Environment Analysis page Competition Analysis page Competitive Advantages page Pricing Strategies page Target Market Selection page Location page Promotional Plan page Human Resource Management page Financial Analysis page Appendix page Preferences page

The Executive Summary
Company Introduction
The Gift C Shop is a premier Gift certificate and gift-wrapping delivery. The Gift C Shop offers gift certificates which allow to shop at over 500 retailers, 200 restaurants in Ho Chi Minh City Ha Noi Capital. For the gift certificate section, companies will purchase gift certificates and offer them to their employees, which allow the employee to shop or purchase or dine at destined retailers or restaurants with specific amount of money at the specific retailer. The Gift C Shop also provides gifts and gift cards selecting, wrapping, and delivering for individuals. All orders can be done on the website, and the payments, too. Customers will be able to experience many choices from choosing a gift, what paper to wrap it, and how they want it to be delivered. It is our main business category in the first year, before we complete building the supply channel for the gift certificate.
The market
The growth of Internet has caused the evolution in changing lifestyle and thus the business. Moreover, the online business can save a lot of money on hiring staff, equipments, office, and facilities. According to Thanh Nien press, an online business’s profit can increase up to 30% within 2 months. It is easy to set up an online business with limited resources.
The gift certificates for companies is “seasonal” since the company will purchase them as a gift for their employees only on special occasion such as Tet holiday, Christmas, or Women’s Day, but the need for special events like birthday, wedding, and promotion is also huge. These days, people are busier and busier. They have less and less time to travel around stores to choose the suitable presents and the need of handling gifts surprisingly still exist. Thus, The Gift C Shop will target on both corporate and individual clients. And to compete and grow well in the market, The Gift C Shop will focus on low price but fancy products and good service.
Advertising promotion
At the foundation stage, The Gift C Shop’s revenue will come from word-of-mouth referrals, social network systems such as Facebook, Twister, or Zing.vn, and purchasing websites like 5s.com, vatgia.com, or muare.com. Within 5 years, The Gift C Shopwill grow as the biggest Gift Certificate supplier for companies, and one of the most deluxe gift-wrapping and gift cards. As the gift certificate grows, the old promotional channel will continuing be used along with other promotional methods, for example, direct marketing, Google search engine, and public relation. The Gift C Shop will host a forum to share tips about what people should gift their friends, family members, or boyfriends or girlfriends on special occasions, and where is the best place to dine.
Estimate profit for the next 5 years

The education and work experience of the owners and other key personnel
The gift certificate and gift-wrapping business does not require higher education, but the creative, hard-working, enthusiasm, and skillfulness. Particularly, the Marketing department has to be persuasive, experienced in online business, and sale. The operation department has to be good in calculating stocks for the need, saving costs, and designing website and advertisements.
Other information
People are clear about the gift-wrapping industry, but they may still be unclear about the gift certificate business. Unlike gift vouchers, which are mostly used with the discount amount of money for specific items, the gift certificate presents the amount of money that people want to give as a present, and that ‘money paper’ can purchase goods or services at destined store. The gift certificate is new in Vietnam, but it is very common in the United State and Canada. It is useful for individuals or corporations who are busy and confused about what to offer. The gift certificate also gives receivers a chance to buy a present they want, not to get what they are given.

The gift certificate is sometimes confused with the gift card, which is a restricted monetary equivalent or scrip that is issued by retailers or banks to be used as an alternative to a non-monetary gift. The gift certificate is issued and bought as a gift for receivers.

Operational Management
The Mission Statement
The gift C Shop’s mission is creating the finest gifts and gift-wrapping services that everyone has to say “It’s so beautiful that I don’t want to open.” Our existence is to have customers experience the most unique, high-quality merchandise at the most convenient and beautiful ways.
Product or Service
The Gift C shops concentrate on two business categories: gifts and gift-wrapping, and one of our special products are the gift certificate. 1. Products:
The Gift C shop offers various hand-made items for birthday, wedding, seasonal events, and holidays. They are well designed by our staff to warranty that they are unique and elegant. The products are divided in four main categories: * For Gentlemen * For Ladies * Seasonal * Gift certificate * Individuals * Corporations
Here are some examples:

2. Services: * Gift wrapping * Special delivery: delivery as customers’ orders.
Customers can directly order at store, or via telephone, or via our website. For ordering at store, mostly order will be processed at once. While waiting for filling the order, customers are asked to provide information so that we can give them any news about sales or events for future purchases. Similar to direct order, customers’ date will be collected right after the order made with delivery time. Normally, the order will be filled after 3-5 days, but if customers want to have it sooner, they have to pay an extra fee.
Ordering via the shop’s website is more complicated. The process will be done after customers complete steps below: 1. Register an account: each customer will provide an account with his or her information. 2. Choose a gift 3. Choose a type that the gift will be wrapped 4. Choose wrapping paper 5. Leave the day and time for delivery service 6. Check out 7. Payment 8. Confirm by email
Once the confirmation is made, the order will be processed within 3-5 days.
In order to have more order online and via telephone, The Gift C shop will discount 10% off for each order. Normally, gifts do not have a warranty.
The Gift C shop also conducts Loyal Customer Program. In that, customers can accumulate their purchase up to gain a discount as follow:
Every 10,000 VND purchased, customers will gain 1 point, and the more points they have the more discounts they got. * 200 points: 3% * 2,000 points: 5% * Over 20,000 points: 7%
The Loyal Customer Program will be renewed after1 year in which if a customer does not purchase anything within a year, his/her accumulated points will be recounted at the first next purchase.
For loyal customers, besides gaining a discount, they will receive benefits such as: * A birthday present * A holiday present * Their orders will be processed sooner
Depending the points a client may get, he or she would receiver different presents. Here are some suggested presents: * Greeting cards * Movie tickets * Concert tickets * Free trips
Moreover, products can be exchanged within 3 days with full receipts.
Credit Policy
We receive payment through payment gateway from account of those banks: * Vietcombank * ACB * Dong A bank * Sacombank * HSBC * Visa/Master/ATM Cards 1. For gifts: * Customers are required to deposit 70% of the order before the delivery, and they will complete the payment when the delivery is done. 2. For gift certificate: * Individuals will pay after they receive the certificates. * Corporations will deposit 50% of the contract, and they will complete the payment after receiving whole contract. * If the customers cancel the orders within 3 days from ordering day, they will receive 80% of the deposit. After 4 days, the return is invalid.
This is a flexible payment compared to other gift shops, which often require full payment before delivery.

Marketing strategies
Business Environment Analysis 1. Gift and Gift wrapping service:
Under the affection of western culture, gifting has not ever been the same. It was not only for the rich people and couples of occasions. People give presents on birthdays, wedding, Christmas Day, Women’s Day, Children’s Day, Valentine’s Day, or Teachers’ Day. The presents are also varied, from flowers to clothing, accessories, and even pets. They are also varied from occasions to occasions and from receivers to receivers. Sometimes, the presents are also hand-made, which is able to show the sender’s gratitude and sincere.
There is no official report; however, according our research, which was conduct on 100 people from 19 – 27 years old in Ho Chi Minh City, the market for general gifting is presented as followed:

In addition, the growths of the economy and the lifestyle, changed due to modern technologies and the internet, have caused the behavior of buying presents changed. People tend to spend less and less time to travel around to shop. They would heavily depend on the internet with simple mouse click. Setting up an online shop is not hard, and it requires less capital and resources. Advertising online is also much cheaper and faster than traditional advertising channels.
Online shops are boomed. However, most of those online gift shops provide unprocessed gifts. Not many of them offer deluxe gift-wrapping services while the demand for is high.
As the living standard has improved much in big cities and towns, the demand for a present with elegant wrapping has grown. People are willing to pay more for high-quality and less time consumed services.

2. Gift certificate:
Choosing a present is not always easy, especially when we don’t know what the receiver desire. Thus, the Gift Certificate can be the best choice for them. Moreover, the gift certificate is also a good means for corporation to offer their employees on special occasions, and holidays. It can be a promotion to offer their customers and strengthen loyalty too. This new trend proposes great benefit in the long run.
The gift certificates can also serve as an adverting channel for corporations as their names will be exposed on them.
The gift industry is mostly dominated by small retailers which are divided into two categories: mass merchandise retailers and specific retailers. Some retailers provide gift cards and gift vouchers, but few of them really sell gift certificates.
Generally, the gift and gift wrapping industry has low failure rate, but it depends heavily on seasons. There is also a harsh competition among online shops, physical shops, and vendors. The vendors’ items are usually cheaper because they are not required to pay for renting fees, fees of maintaining the website, or fees of renting space on a commercial website. However, they are less attractive and they cannot reach more customers than online and physical shops do. The vendors can only provide goods with little or no customer service like online and physical shops. To create competitive advantages, retailers often combine the online shop and the physical shop as one. However, as the gift industry is maturing, a new opening shop may not attract much attention from potential customers.
Taking a your around big shops in Ho Chi Minh City, we have found that no gift shop offers nor they have any perception about gift certificates. Many of them confused gift certificates with gift vouchers. For that reason, time is needed to educate future clients (corporations) and future partners (stores and restaurants) as well as future end users.
Competitive analysis
The competition in the gift industry is hard but small. There is not a really big and famous gift retailer. Some competitors of the Gift C Shop are: * Red Hill Gift Shop(online and physical combined store) * Hanah (physical store) * Group buying websites * Cungmua.com * Nhommua.com * Gift certificate companies
Red Hill Gift Shop is the largest store in Ho Chi Minh City. It was open in May 2010, and now it has two stores: one is on Cach Mang Thang 8 street and the other is on Le Van Sy Street. Red Hill was soon favored by teenagers due to its various items which are targeted to teenagers. The stores are well organized with friendly staff. Moreover, Red Hill offers sales for VIP customers 15% off and at unlimited time. One of the outstanding services of Red Hill is the online buying on its website. Unlike other online shops that customers have to order via phone, Red Hill Gift Shop allows customers to check items out and make payment on its website. It’s really convenient for busy customers.
Red Hill stores are located in commercial areas, Cach Mang Thang Tam and Le Van Sy street. Although the renting fees are high, the traffic is high and crowded. Those areas are attractive and they are famous for purchasing clothes, shoes, and presents. Opening at those locations will imply to customers that Red Hill Gift Shop provides high quality products.
Hanah Gift Shop was the biggest chain store in Ho Chi Minh City. It attracts customers by new, cute, and unique items. Like Red Hill, most Hanah’s target customers are teenagers. However, Hanah does not open an online business, thus it opens many store to reach customers. Even though Hanah seems being losing the competition game, Hanah Gift Shop would appear in customers’ mind first because it was one of the first biggest gift shops, and it was the most popular. Hanah is fighting back by advertising that 30% of its products are unique (www.proguide.vn)
Hanah’s stores locate in crowded areas, such as District 1, District 3, and District 11. Lacking of an online service is made up by opening many stores in different districts that is Hanah’s strategy. Most of Hanah’s locations are near areas which have many teenagers passing by.
Group buying websites have been blossoming recently, and they are growing very fast due to various products discounts, which can be up to 30% - 90%. The act as a medium channel between buyers and sellers in order to provide the buyer cheaper products and provide sellers a channel to advertise themselves. Those website do not need inventories, or attracting locations. Thus, they can save costs. However, these websites have to spend heavily on maintaining websites, sales forces, and advertising. * Cungmua.com: is considered providing higher service than others. Their offers are the most diversified with more partners in HCMC, Ha Noi Captial, Binh Duong, Thu Duc, Da Nang, and Nha Trang. In addition, they move into a new level by being a partner rather than a ‘medium’, by issuing ‘in card’ service in which customers pay an amount of money to use that card in a period of time (depending on the price). Then, customers who dine or buy at their partners’ stores or restaurants can get straightly discount from 5% to 50%. * Nhommua.com: was one of the first opening group buying websites. Their main market is HCMC and Hanoi capital. Now, they are expanding to other big cities such as Da Nang and Nha Trang. They often spend heavy advertising on FB, and post advertisement in commercial building like Diamond Plaza.
Competitive Advantage
One of the most attractive competitive advantages of The Gift C Shop is the products themselves. Products are designed and totally made by hand. They are made with limited amount so that we can maintain their uniqueness. Moreover, quality is also concerned. Customers purchasing at The Gift C Shop can be also for colleting rare items.
The Gift C Shop wants to provide deluxe services through Special Delivery and Gift Wrapping. Every present is wrapped differently to suit with occasions, and customers’ taste. The special delivery is offered if the customer wants to deliver it specially, for example, he or she wants to deliver it at a specific location and tine, by a costumed rabbit girl hiding in a big gift box. He or she can also request a choir. “Think differently, do creatively” is how we can achieve the competitive advantages. We hire students from art schools and colleges to design and make products. It’s more like “out-sourcing” rather than “hiring”. Those students are young and full of new ideas. They can give information about the market need and new trends. Moreover, hiring students are less costly.
Furthermore, our staffs are well-trained and they know how to satisfy customers. Being friendly, helpful, and have a good taste will bring good services to customers. Every comment or complain about products and services will be recorded and reply, thus, we know what customers want and we can draw out a strategy to serve them better.
“Competing well” is not what the Gift C Shop wants to achieve, but “Corporate well.” We try to corporate with other stores and shops to gain mutual benefits in providing gift wrapping and special delivery services.
Pricing Strategies
In order to gain market shares, which is occupied 30%of Ho Chi Minh city market in the first two years, and the gift certificate market will grow 50% within 2 years, the pricing strategies we use including: * Odd-ending: the price of each product will be set at odd number xxx,999 VND to attract customers’ attentions and make they think it’s cheaper. * Loss-leader: some products will be sold below or under the cost as they are displayed on our website at Sales Offer. Every 3 months, unpopular products will be sold off and replaced by new products. * Blinding: some products, which are related, are combined together to sell cheaper than they are sold separately. For example, dresses, belts, and accessories (for women).
Our business approach is to achieve fairness in gaining benefits between buyers and sellers.
To make up our price, we can make up our costs by selling other ‘hot’ and unique products at skimming price, and by gift wrapping services.
The gift shop is often earns profit seasonally. We do not match our price with the competitors’ prices. We use our deluxe and qualified services with unique products to set the price policy. We will offer coupons for VIP clients’ birthday and Sales Offers every 3 months. Moreover, staff in the Gift C Shop can purchase any products at 30% discount. We encourage our employees to use our products and services as an advertising channel.
Our prices are included the shipping cost. Thus, clients in Ho Chi Minh City will have free ship, and those who are outside of HCMC will be charged depending on the post prices.
Target marker selection
The Gift C Shop’s market segment will be selected based on ages and lifestyle. According to Yahoo report on people using internet, people from 15 – 24 years old. These people are under the affection of western culture very strongly. They have different philosophy and lifestyle. They are young, keen, and they want to express themselves rather than merge into the crowd. Busy life is one of their obstacles, but with the help of the internet, they find a new way to obtain what they want. They are who The Gift C Shop wants to aim for.

Location selection
The Gift C shop will be located on 308 An Duong Vuong, District 5.
District 5 is one of the busiest commercial areas in Ho Chi Minh City. The traffic is good, and there are many big commercial buildings, schools, and markets with available parking capacity. It is much convenient for getting supplying from wholesale markets such as Binh Tay market and Kim Bien market. From district 5, it is easy to travel to other commercial districts like District 11, District 3, Tan Binh District, and down town areas. Moreover, because this place was near 3 universities, so it gathered many students, which are our targeted customers.

The population in District 5 is young. From the Income chart below, we can see the middle income class is highest. They occupy around 48%.

Furthermore, An Duong Vuong is also the dense street so the amount population go through this one is not a small number. From 7 am to 9am, 10:30am to 11:30am and 4pm to 6pm, this street has a great number of persons. An Duong Vuong is the two-way traffic, so it seldom has traffic jam and easy to move.
Human Resource Management
Management and Personnel
Year 1 and year 2 * Team leader * Customer service * Sales person * Deliverer * Wrapping staff * Accountant
Year 3, 4, 5 * Director * Deputy Director HCM office * Deputy Director HN office * Operation * Operation manager * Customer service * Wrapping staff * Web designer * Deliverer * Marketing * Marketing manager * Sales person * Internet marketing * Human resource * Human resource manager * Recruiter * Finance * Accountant
Personnel details 1.1 Year 1 and year 2 Job title | Number | Part-time/Fulltime | Salary/Wages | benefits | Team leader | 01 | Full time | 4,500,000 | Insurance 70% | Customer service | 02 | Full time | 4,000,000 | Insurance 70% | Sales person | 03 | Full time | 2,500,000 | Insurance70%, Commission 5%, Allowance | Deliverer | 02 | Part time | 1,700,000 | Flexible timeAllowance | Wrapping staff | 02 | Full time | 4,000,000 | Insurance70% | Accountant | 01 | Part time | 3,000,000 | Flexible time | 1.2 Year 3, year 4, and year 5 Job title | Number | Part-time/Fulltime | Salary/Wages | benefits | Director | 01 | Full time | 20,000,000 | Insurance 70% | Deputy Director | 02 | Full time | 13,000,000 | Insurance 70% | Operation manager | 01 | Full time | 9,000,000 | Insurance 70% | Customer service | 06 | Full time | 4,500,000 | Insurance 70% | Wrapping staff | 06 | Full time | 4,500,000 | Insurance 70% | Web designer/ IT | 01 | Full time | 5,000,000 | Insurance 70% | Deliverer | 04 | Part time | 2,200,000 | Flexible times | Marketing manager | 01 | Full time | 9,000,000 | Insurance 70% | Sales person | 08 | Full time/ Part time | 3,000,000 | Flexible timeCommission 5%Allowance | Internet marketing | 02 | Full time | 5,000,000 | Insurance 70% | HR manager | 01 | Full time | 9,000,000 | Insurance 70% | Recruiter | 01 | Full time | 4,800,000 | Insurance 70% | Accountant | 01 | Full time | 6,500,000 | Insurance 70% |

In the holiday, if the employee must work, the human resource manager has to pay 200% according to the unit of salary.
Every year, each employee was permitted to have 12days off, and only full-time employee was paid vacations.
For full time employees: * Each person has one sick leave per month. The maximum time of sick leave is 60days a year. If the employees overstate their leave, they will be paid salary as follow: 2 days off, earn 1day wage. * They will have 3constant days off and still have salary.
For part time employees who work 30hours a week: * They will have 6hours sick leave a day. * The employees have worked 90days after their close relative die. * They will have 3constant days off and still have salary
And for both of them, the relatives that they can have funeral leave are: Full brother/sister, offspring, genitor/ genetrix, father-in-law/ mother-in-law, husband/ wife, step father/ step mother, step son/ step daughter, uterine brother
At the first and the second year, our company has 6 members, but the next three years all we have more than 19 employees, so the policy we use for hiring and firing employee is the Title VII of the Civil Right Acts

Organizational Chart * Year 2012 and Year 2013

* Year 2014, Year 2015 and Year 2016

Completed schedule for a typical work week. | Monday | Tuesday | Wednesday | Thursday | Friday | Saturday | 8 am | Team leader: check out all activities in last week and work out the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: meeting and deploying the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: assign the task for employee Customer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: monitor activities closely Customer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: deploy the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: deploy the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Summarize all data to make a report of accountingDeliverer: delivery gift | 9 am | | | | | | | 10 am | | | | | | | 11 am | | | | | | | 11:30am - 1 pm | Take an afternoon nap | Take an afternoon nap | Take an afternoon nap | Take an afternoon nap | Take an afternoon nap | Take an afternoon nap | 1 pm | Team leader: work out the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: meeting and deploying the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: assign the task for employee Customer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: monitor activities closely Customer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: deploy the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Take note the economic activities to accounting record and systematize all the information to the accountDeliverer: delivery gift | Team leader: deploy the business plan in this weekCustomer service: receive phone call and email order form of customerWrapping staff: Design the gift and wrap according to the order formSale person: find potential supplier Accountant: Summarize all data to make a report of accountingDeliverer: delivery gift | 2 pm | | | | | | | 3 pm | | | | | | | 4pm | | | | | | | 5pm | | | | | | |

Appendix

Competitor's Name Red Hill Gift Shop
Product selection
Large Average Small
Market share
100% 50% 0%
Product Quality
Good Average Poor
Quality of Service
Good Average Poor
Amount of Advertising and Promotion
Heavy Average Very little advertising
Pricing
Higher Average Lower than most than most
Workforce
turnover Very stable Average turnover High
Workforce
Knowledgeable Average Poorly informed
Equipment
New Average Obsolete

Competitor's Name Hannah Gift Shop
Product selection
Large Average Small
Market share
100% 50% 0%
Product Quality
Good Average Poor
Quality of Service
Good Average Poor
Amount of Advertising and Promotion
Heavy Average Very little advertising
Pricing
Higher Average Lower than most than most
Workforce
turnover Very stable Average turnover High
Workforce
Knowledgeable Average Poorly informed
Equipment
New Average Obsolete

Competitor's Name Cungmua.com
Product selection
Large Average Small
Market share
100% 50% 0%
Product Quality
Good Average Poor
Quality of Service
Good Average Poor
Amount of Advertising and Promotion
Heavy Average Very little advertising
Pricing
Higher Average Lower than most than most

Competitor's Name Nhommua.com
Product selection
Large Average Small
Market share
100% 50% 0%
Product Quality
Good Average Poor
Quality of Service
Good Average Poor
Amount of Advertising and Promotion
Heavy Average Very little advertising
Pricing
Higher Average Lower than most than most

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...T h e G i f t o f t h e M a g i p The Gift of the Magi That was all. She had put it aside, one cent and then another and then another, in her careful buying of meat and other food. Della counted it three times. One dollar and eighty-seven cents. And the next day would be Christmas. There was nothing to do but fall on the bed and cry. So Della did it. While the lady of the home is slowly growing quieter, we can look at the home. Furnished rooms at a cost of $8 a week. There is little more to say about it. In the hall below was a letter-box too small to hold a letter. There was an electric bell, but it could not make a sound. Also there was a name beside the door: “Mr. James Dillingham Young.” O NE DOLLAR AND EIGHTY-SEVEN CENTS. 1 O . H e n r y When the name was placed there, Mr. James Dillingham Young was being paid $30 a week. Now, when he was being paid only $20 a week, the name seemed too long and important. It should perhaps have been “Mr. James D. Young.” But when Mr. James Dillingham Young entered the furnished rooms, his name became very short indeed. Mrs. James Dillingham Young put her arms warmly about him and called him “Jim.” You have already met her. She is Della. Della finished her crying and cleaned the marks of it from her face. She stood by the window and looked out with no interest. Tomorrow would be Christmas Day, and she had only $1.87 with which to buy Jim a gift. She had put aside as much as she could for months, with this...

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