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disaster has occurred before we do it. Thus it was with this fatal
railroad accident. Once the catastrophe had happened and the poor chaps
were dead, a set of rules was established whereby men employed on trains
must carry watches of a specified quality. No cheap article was to be
allowed in future. And not only must the railroad worker purchase such a
watch, but he must keep it cleaned and properly regulated."

"That was all very well to decree," replied Christopher, "but how could
the authorities make sure such a rule would be obeyed?"

"Ah, the railroad took no chances of being fooled," was McPhearson's
instant reply. "A watch inspector was appointed whose duty it was to
examine every important official's watch once in a stated period and see
that it conformed to the requirements. If a watch failed to keep up to
the standard set--by that I mean if it lost or gained more than a very
trifling amount a week--it was condemned and ordered to be discarded and
a new one had to be bought."

"But how about the men?" put in Christopher, a hint of disapproval in
his tone. "What if some of them couldn't afford to purchase these
fine-running, expensive watches? Being told to toss your watch out the
window and get another isn't always possible."

"It was to meet the objection that you have just raised that a week
after the wreck the Hamilton Watch Company of Lancaster was organized.
It aimed to manufacture a good, close-running watch at a moderate price,
and it fulfilled its promise. The proposition was a sound business one,
too, for all over the country men were employed to whom correctness of
time was of vital importance--switch-tenders, motormen, engineers,
conductors, not to enumerate the thousands of other working people to
whom being prompt at ferries, trains, cars, and their job was
imperative. So, you see, the age provided a distinct market for a
high-class article of this sort and the Hamilton Company was intelligent
enough to realize and seize it. Good business is seeing your chance,
grabbing it, and then holding onto it."

The lad smiled.

"Of course there are times," continued McPhearson, "when it is possible
to create a market out of whole cloth. If, for instance, you can think
of something that would be useful to the public, something they
themselves have never happened to think of before, you can bring it to
their attention by clever advertising and make them want it. That is the
method the Waterbury Watch