The Ordway new era., 1905-05-12

- SoAo hoPSAuhys WOuuoE II Uus
Gle will accept that ~ fair start"
"Umph!" uncle said when Percy az
planned to him. THAT won't last fivs
weeks. You'll cover the whole city,
and then you'll be at the limit OF your
work."
IT'S pretty big city to cover. un-
Gle. and besides by that time may
md something else to do"
For the next two weeks Percy Ia
bored with zeal and interest. making
some days much more than others,
but always averaging at the end OF the
week enough to pay his board and
have little to lay aside.
One day q thought came to him. and
that night he said to his uncle: "Why
shouldn't take orders for your tea,
uncle, while am soliciting subscrip-
tions?"
Mr.. Wilson looked up sharply from
his paper and grunted: you might do
1t II you could sell any,"
I'll try 1t II you will give me few
pounds to start with as samples"
well. you can come down to the
store. and I'll tell Mr.. Wimans to put
up five pounds for you. I'll pay you
20 per cent OF the retail price on all
sales you make
That's a bargain" said Percy.
When he got his sample tea he
| spent forenoon in putting It up In
small white packages. In each pack
age he put his uncle's business card:
Buy Wilson's Teas. The finest blend
in the market. Once used, always
used"
To the next customer Percy called
on he explained the nature of his
| publication. and clinched matters by
-dding:
Here is n sample of Wilson's IA
nous tea which we give to every SUBJ
scriber. Try 1t, and II you like 1t you
can secure full pound of 1t at 10 per
cent discount by presenting my card
at the store. After that | know you
Will use no other tea. and will be will
ing to pay the full retail price"
This was merely an experiment. but
in few days it worked so well that
several customers appeared at his un.
cle's store with Percy's card. asking
for pound of tea at 10 per cent dis
count from the regular price. II was
this discount which had attracted
them.
There was no man more pleased
than Mr.. Wilson when these new Gus.
toners began to appear. The first
week five appeared. and the second
week the number was doubled. Then
the increase grew noticeably larger
until Mr.. Wilson said one night:
well. Percy. you do make n good
salesman. have been figuring out
that owe you quite little. Ten per
cent on on the first pound went to the
customers. and the other 10 per cent
goes to you"
well. uncle, I'll take 1t out In sam.
pie tea. for | need more. and when
that's exhausted think I'll have quite
n trade In tea"
You certainly will II the customers
increase like this"
There was certainly admiration writ.
ten on the mans face as he looked Mt
his nephew. Somehow he was begin.
ming to think that this boy. who would
not be discouraged by him. had merit
in his makeup that he had not care.
fully. weighed. However. he said moth
ing of this to Percy, but merely ceased
to deliver his discouraging sermons.
So Percy continued his tea and pa.
per sales. making one work so wei.
with the other that he quickly in.
creased his business.
II was four months after his first at.
tempt to secure subscriptions for the
paper that he was called into the of.
fee of the business manager of the
publication for which he had been
working. The manager was an elderly
man with pronounced nose and
clear. searching eyes. Percy was un.
certain Of the meaning of the inter-
, view. but he knew he had worked
successfully. and he did not anticipate
anything wrong:
"Mr. Conover. you have made pretty
good progress in securing subscrip-
tions." said the manager slowly. DO
you like the work?"
Percy replied honestly. II somewhat
evasively: II like work. but some bet.
ter than others. I took this position
because had nothing better"
II suppose SO. Most of our agents
are beginners. Now. we have decided
to try you in another line. We want
man who will work out original
schemes in our subscription depart.
ment,' and you seem well adapted to
that. How would you like to come
into the circulation Department."
II should like to improve my posi-.
tion." said Percy. feeling that he was
entitled to be somewhat Independent
until the terms were stated.
Certainly! Well, We need you in
side. and we will give you a fair SAL
ary to begin with"
1t was not salary as large as Per.
cy's weekly Profits had been from sell