" said he, "I'll be frank with you; I know you think
I'd better be if I'm to get anywhere."

"That's very true," said McDougall, with assumed severity.

"Well, then, read my brother's letter; and then tell me if he's wanting
the impossible."

Peter McDougall read the letter twice. "No," he said, when he handed it
back, "he's not wanting the impossible. He's given me an idea. I owe you
something already, for finding this young fellow, and I'll tell you what
I'm thinking of. Of course the boy isn't seasoned enough yet, but he's
getting there fast. A couple of long trips, a few months under my own
eye here in the office, and he'll be ready. Now, your brother has hinted
at exactly what young Farwell is good for. That boy sells goods by
getting over onto the buyer's side. And he knows tools--knew 'em before
we hired him. Well, then, here's the idea; one big need of our foreign
trade is to show our agencies what can really be done with American
hardware and tools. It takes more than a salesman; and Farwell has the
knack. So there you are. Tell your brother the boy shall have his
chance."

A few months later McDougall sent for J.W. and put the whole proposal
before him.

"But I'm not an expert, Mr. McDougall," J.W. protested. "I haven't the
experience, and I might fall down completely in a new field like that."

"We're not looking for an expert," said McDougall, shortly. "You know
what every user of our stuff ought to know; you can put yourself in his
place; and you'll be a sort of missionary. How about it?"

At the word J.W.'s memory awoke, and he heard again what had been said
in the living room at Delafield when he was last at home. A missionary!
And here was the very chance they had all talked about.

"Of course I should like to go, if you think I'll do," he said.

Peter looked at him more kindly than was his wont. "My boy," he said, "I
know something about you outside of business, though not much. And I
think you'll do. Mind you, your missionary work will be tools and
hardware, not the Methodist Church. You will have to show people who
have their own ideas about tools how much more convenient our goods are;
handier, lighter, more adaptable. What they need over there is modern
stuff. It will help them to raise more crops and do better work and earn
a better income. You've nothing to do with selling policies, finance,
credits, and all that. Just be a tool and hardware missionary."

"Where had you thought of sendi