authority on efficiency methods. In the course of his studies he
discovered many things that were wrong with the Atlantic, and spent
days in outlining improvements on paper. He made the acquaintance of
the foremen; he cultivated the General Superintendent; he even met Mr.
Jackson Wylie, Jr., the Sales Manager, a very polished, metallic young
man, who seemed quite as deeply impressed with Hanford's statements as
did his father.

Under our highly developed competitive system, modern business is done
very largely upon personality. From the attitude of both father and
son, Hanford began to count his chickens. Instead of letting up,
however, he redoubled his efforts, which was his way. He spent so much
time on the matter that his other work suffered, and in consequence
his firm called him down. He outlined his progress with the Atlantic
Bridge Company, declared he was going to succeed, and continued to
camp with the job, notwithstanding the firm's open doubts.

Sixty days after his first interview he had another visit with Wylie,
senior, during which the latter drained him of information and made an
appointment for a month later. Said Mr. Wylie:

"You impress me strongly, Hanford, and I want my associates to hear
you. Get your proposition into shape and make the same talk to them
that you have made to me."

Hanford went away elated; he even bragged a bit at the office, and the
report got around among the other salesmen that he really had done the
impossible and had pulled off something big with the Atlantic. It was
a busy month for that young gentleman, and when the red-letter day at
last arrived he went on to Newark to find both Wylies awaiting him.

"Well, sir, are you prepared to make a good argument?" the father
inquired.

"I am." Hanford decided that three months was not too long a time to
devote to work of this magnitude, after all.

"I want you to do your best," the bridge-builder continued,
encouragingly, then he led Hanford into the directors' room, where, to
his visitor's astonishment, some fifty men were seated.

"These are our salesmen," announced Mr. Wylie. He introduced Hanford
to them with the request that they listen attentively to what the
young man had to say.

It was rather nervous work for Hanford, but he soon warmed up and
forgot his embarrassment. He stood on his feet for two long hours
pleading as if for his life. He went over the Atlantic plant from end
to end; he showed the economic necess