The Evening statesman. [volume] (Walla Walla, Wash.) 1903-1910, 1904-11-28
!. What message has Mr.. B. to

why said 1, Mr.. B says you
ought to have one of my regulators in
your house to control the tempera-
ture.'
John DIS face fell about yard and
he looked at me with an expression
which seemed to indicate that he was
in doubt whether he was awake or
dreaming. Then he took a turn across
the room and again stopped in front
of me.
did B tell you to come here and
say that to me? he asked.
well, he didn't exactly tell me to
come here and tell you.' 1 answered.
He said you ought to have one, and
thought that I'd be doing wrong if. l
didn't notify you of the fact. Mr.. B.
had one of my regulators put into his
house two weeks ago
"'You are sure he didn't tell you to
come here?' interrupted John D.
'''No,' said I. that was my own
idea
His face broadened out again and
he sat down to his breakfast. He be-
gan on one of the chops and finished
it before he said another word. There
was 1 standing like a wooden Indian
with my hat in my hands watching the
president of the Standard Oil COM
pany eating his breakfast, and 1 could
not begin to imagine what was coming
next. But l was determined to stand
there a month if necessary. When he
had finished the chop he winkej
rather vigorously, and then turned
and looked at me, as if he had just
seen me for the first time.
"'Sit down, young man. he said.
Sit down. Any man who can succeed
in placing an advertising circular in
my hand is worth talking to. But you
are sure that B. didn't send you
here?
Sure replied I, I came of my own
accord
Then John D. asked me about my
device, and listened politely and at
tentively while 1 reeled it off to him.
He began on the other chop and went
on eating while I did all the talking
and never talked faster in my life.
was going to get in all could while
had the chance, but although watched
the mans face with all my power Of
observation 1 couldn't form the slight
est idea of what he was going to do
talked at him in a steady stream
while he was eating, and also while he
never once interrupted me, but let me
go on until I had run down. Then he
nodded his head as if he was waiting
for that very thing.
Cant you think of anything else?'
he asked.
No. said I, unless it be to ask
you if 1 can refer others to you after
you see how much satisfaction my reg
ulator gives you
He gave little start.
YES he said. OF course. Yes.
You'll put one in here, then, will you?'
Yes said 1.
"'All right. Put one in, and he got
up and walked out.
About one month afterwards I saw
him on a suburban train of the New
York Central, and followed him out
into the street after we came to the
station. 1 walked up beside him and
said softly:
"'Mr. Rockefeller, how did the reg
ulator suit you?'
He stopped and looked at me.
Very WE'LL he replied. BY the
way. had something to say to you,
but forgot what it was. o, yes. How
much money do you want?'
Il told him the price.
I'll send you check he replied,
as he left me.
THAT was the last time I saw John
D. Rockefeller, but it was enough. I
referred everybody to him, but there
was no need for it. The fact that he
had my device in his house was the
biggest advertisement I could have,
and in two years 1 sold out my whole
business for a good sum. With that
money embarked in my present bust
ness, but 1 think I owe my success to
the way 1 secured my interview with
Standard OIL
One of Smiths friends asked him
what Rockefeller meant by saying that
Smith had placed an advertising cir
cular in his hands.
"O," replied Smith, "he was referring
to a telegram 1 sent him telling about
my regulator. 1 sent it at midnight, so