The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1910-12-04

dcmonstra ton she had little difficulty
in convincing her subject. One week
after her first sale sne made her sec
ond. In the month following she
made five small sales. The tlrst six
months showed sales enough to use
up ABOUT one-tenth of the stock on
nand. me factory still was idle. The
income barely was enough to pay FOR
the living expenses OF the demonstra-
tor and the salesman in New York.
These six months had convinced
Miss Cornelia that while a salesman
might make bare living following
the line she had pursued. 1t was not
the method she must employ. She
must see the heads of great concerns
instead OF the heads of small con-
GERMS She must sell I'm bunk. not in
small parcels She must specialize.
And she did. II is not SO easy to
reach the big people. but one sale to
them means more than ten to the
small fellows. Once or twice she
would have succeeded in closing o
good contract but for the fact that
her compound had not the formal APP
proval of the Board of Underwriters
When this approval was obtained sha
was assured the contracts would be
taken up, but to get the approval
might mean months, II not years, OF
delay. Nothing, however, could daunt
her, If she was disappointed In one
case she approached tho next all the
moro confidently. for she felt she was
Just that much nearer to success.
II was in this spirit, after what
might have been considered bitter
disappointment. that she went to the
office of the great electrical company.
She sent her card in to one of the
vice Presidents. the official whom she
understood was tho managing chief
of the operating department of the
mammoth corporation. She was pre-.
pared to wait an hour or perhaps two
to sec him. She was prepared to be
questioned as usual by the private sec
rotary. She was prepared to learn he
would not be able to see any one eX-
cept by appointment, but was not pre-
pared for what happened Her card
had gone from her hand hardly thirty
seconds and it seemed to her that she
scarcely had seated herself in one Of
the massive chairs when the door
opened and the boy, with a half bow.
called to her, step right in. madam"
She walked into beautifully ap-
pointed room, and as she crossed the
threshold a fine looking man of about
forty came forward with outstrctched
hand and smiling face.
I'm glad to see you. Miss Cornolia-"
he said. as he escorted her to chair
by his desk.
Miss Cornelia was so surprised at
this greeting that she wondered If
she had heard Alright.
rs this Mr.. Ryan," she inquired.
Yes. I'm Mr.. Ryan" was the smil-
ing response. Us there anything can
do for YOU, Miss Cornelia?"
co,
evidence of perplexity. tiff she did
she soon suppressed it for she prompt
ly went into u terse explanation Of
the compound and its merits.
And arc you selling this?" inquired
Mr.. Ryan. There was emphasis on
the you" as he asked the question.
He had been looking at Miss Cornella
intently as shc talked, and his browa
had been knitted knitting gradually.
Yes" she replied, and then, some
what nettled she added. you have
addressed me twice as Miss Cornelia,'
Mr.. Ryan. Have we ever met before?"
The man at the desk was all smiles
now. ii
why. Miss Cornelia." he exclaimed.
"a don't wonder you don't recognize
me, Why. I'm Jimmy Ryan"
Jimmy Ryan" Miss Cornelia re-
.peatet, Jimmy Ryan. do not re-
call ever knowing II Jimmy Ryan" q
NJ why Miss Cornelia, don't you re-
member the little red-headed Jimmy
Ryan whose mother used to work at
your home occasionally?A.sl} haven't
seen you in nearly thirty years, but
Eyou haven't changed
And you are little Jimmy Ryan,"
said Miss Cornelia, She looked at the
strong, big, clean-cut, we'll groomed
RI n
about the magnificent office. Then her
mind went back more than quarter
OF d century and she could recall a
red haired little INN who was tho JOY
and the trial OF n llard-workins
mother She recalled how tho little
rascal used to behave when he came
tagging after his mother when she
came to work at Miss Cornelia's home.
She recalled some spankings the little
imp got and some he should have had,
but which she saved him from.
ra 1itt1a ,,,,, Joxya