The times dispatch. [volume] (Richmond, Va.) 1903-1914, 1910-12-25

not know II, but those tests and those
trials renewed his faith in himself as
much as 1t gave him faith In the ma
ton and furnish him with store of
confidence.
For a week he devoted all his spare
time TO study of the machine and prac-
tice on it. Then he started out to sell
If he could not make sale in the
little town where he lived. he believed,
it would be useless for him to go fur
Their. Besides 1t would cost him time
Of not money to go elsewhere. 1t
would cost him nothing but the effort
in his home town
The little home town boasted of one
bank. The owner OF this bank judged
dollar SO highly that he rarely let
go of one unless it was sure to bring
back handsome profit. He was old
fashioned and had no need of modern
conveniences. To this man Caldwell
went with his typewriter. For an hour
he talked of its merits. Then he had
to go to the station to meet train.
His duties at the station ended, he hur-
ried back to the bank. The old banker
was polite. but had no use for such a
thing as a typewriter. Caldwell point
ed out the multitude of ways 1t could
be utilized, and he surprised even him
self by the ardor and eloquence with
which he presented his arguments. The
banker had no idea Caldwell had so
much fire and spirit, and said so. He
even went so far as TO express sorrow
that he had no need for the typewriter.
Caldwell never despaired. Every day
for week he worked on that man.
Every argument that he could conceive
o. IN + m f.
ter that the bank only had three or
four letters a day. II did not matter
that the banker wrote a copperplate
hand OF which he was especially proud
II did not matter that business CORE
spondence should be typewriter and
that the bank should be up TO date.
He hammered on his arguments until at
last the old banker yielded, but only
on condition that John Caldwell would
go to the bank every day and typewrite
the banks letters until the banker
became adept enough to relieve him
Of the job.
The sale of that typewriter brought
SIG commission to Caldwell 1t was
not much as commissions go, but 1t
was lot of money to Caldwell at that
time, and 1t was worth a thousand
times its money value in its effect upon
his character. He had made sale
one of the hardest that 1t would be
possible for him to pick out--and he
had developed within himself a power
and an ambition that he never had
known before
His report and returns from that
first sale brought two typewriters from
New York, and one of these he sold
within few days to the leading law
yer Of the little town. This exhausted
the possibilities of the town, so far as
typewriters were concerned Just then,
and he had to look abroad for custom
ers.
With $50 in commissions the outlook
seemed promising enough to Caldwell.
He went to Toronto and there had a
long and earnest talk with the super
intendent of his division. It was the
one and probably the last opportunity
Of his life. he explained, and he asked
for months leave ofNabsence to try
whether he could make a success. II
he failed to make good he would return
to his, station and his garden patch
and be drudge for the rest of his eX-
istence.
The division superintendent was as
Kind as he could be. Caldwell could
have his leave OF absence, and the SUI
perintendent, although he would be
sorry to lose so faithful an employee
wished him the best bf luck. Further
than that he told Caldwell to call on
him II he needed transportation to any
point where he had hope Of making
sale, It didn't matter whether it was
on their line or another. If It was on
another road. the division superintend-
ent would ask for the pass. Further
than that. II Caldwell wanted to see
any one the superintendent knew, the
superintendent would be glad to give
him note of introduction.
Now CALDWELL" said the division
Superintendent in parting, take ad-
vantage Of every opportunity to sell
your machines. They're good. Sell
them wherever and whenever you can"
Caldwell smiled IF you weren't the
kindest hearted man In the world" he
said, I'D start right here and try to
sell you one"
Good for You" said the superinten-
dent laughing, that's business. I'll so
you, I'll put In a reauisition for one
Of your typewriters right now
That was q fine start for Caldwell,
but he had many disappolntments and
many sebuffa before his month was up