ity for new machinery; then he
explained the efficiency of his own appliances. He took rival types
and picked them to pieces, pointing out their inferiority. He showed
his familiarity with bridge work by going into figures which bore out
his contention that the Atlantic's output could be increased and at
an actual monthly saving. He wound up by proving that the General
Equipment Company was the one concern best fitted to effect the
improvement.

It had taken months of unremitting toil to prepare himself for this
exposition, but the young fellow felt he had made his case. When he
took up the cost of the proposed instalment, however, Mr. Jackson
Wylie, Sr., interrupted him.

"That is all I care to have you cover," the latter explained. "Thank
you very kindly, Mr. Hanford."

Hanford sat down and wiped his forehead, whereupon the other stepped
forward and addressed his employees.

"Gentlemen," said he, "you have just listened to the best argument I
ever heard. I purposely called you in from the road so that you might
have a practical lesson in salesmanship and learn something from an
outsider about your own business. I want you to profit by this talk.
Take it to heart and apply it to your own customers. Our selling
efficiency has deteriorated lately; you are getting lazy. I want you
to wake up and show better results. That is all. You might thank this
young gentleman for his kindness."

When the audience had dispersed, Hanford inquired, blankly, "Don't you
intend to act on my suggestions?"

"Oh no!" said Mr. Wylie, in apparent surprise. "We are doing nicely,
as it is. I merely wanted you to address the boys."

"But--I've spent three months of hard labor on this! You led me to
believe that you would put in new equipment."

The younger Wylie laughed, languidly exhaling a lungful of cigarette
smoke. "When Dad gets ready to purchase, he'll let you know," said he.

Six months later the Atlantic Bridge Company placed a mammoth order
with Hanford's rival concern, and he was not even asked to figure on
it.

That is how the seeds of this story were sown. Of course the facts got
out, for those Atlantic salesmen were not wanting in a sense of humor,
and Hanford was joshed in every quarter. To make matters worse,
his firm called him to account for his wasted time, implying that
something was evidently wrong with his selling methods. Thus began a
lack of confidence which quickly developed into strained relations.
The resul