The Fargo forum and daily republican. [volume] (Fargo, N.D.) 1894-1957, 1911-11-04

wire In his hands. He must set that
contract
Where was the opening in this case9
He believed that Burrows with ell hie
faults was enough OF a merchant that
he could be made to see the advantage
Of taking on their coffee line provid-
| ing an interview could be had without
the affront Of forcing 1t by means OF
sheer physical strength.
The G. r. Co, with its chain OF
stores located through a considerable
portion OF the west, was the largest
Individual retail handler Of coffee west
OF Chicago.
| Douds a Co. had so far only gone
into the west in small way TO get
this contract meant not only clean
net profit well worth going after, but
also, and what was Of greater import
ance, the establishing OF q prestige by
reason of this connection, which would
offer Douds & CO. an easy entrance,
quickly and at small expense. into a
hundred or more other good accounts
throughout the western country.
Simpson was also anxious to solve
this particular problem for its stimu-
iatIng and helpful influence on Hinsey
-it would be a good lesson and touch
the needed spot
Simpson was what his men fondly
termed a scintillating wire. He had
the unerring instinct Of connecting
with orders.
He could scent one further, follow It
longer and land 1t oftener than any
other man In the business He was a
| 100 per cent producing as well as a
very interesting kind Of sales manager.
In the near future, when each Of us
have little more time, we want to tell
you more about Stimpson--how he
worked the plans to be used-the re-
suits he got why--and the manner In
which he handled his statesmen.
Plans Strategic Move.
| Here was situation requiring the
strategy of diplomat and the skill
OF an artist. Simpson sat long and
pondered.
"Greatl I've got it. If he just does
| the same with mine and he probably
viii as no doubt 1t is a habit Of his II
!, he does it's ten to one shot I'm right
on what his answer will be. II I'm
! wrong-well, I'll take care OF that
when get IT."
/ He looked at his watch. II was
o'clock. A train left for Denver at
s:45 just time to catch 1t. He wired
Hinsey as follows:
Arrive Denver tomorraw noon on
Burlington. Meet me-"
AS they drove from the depot TO Q.
! 7. Co.'s ONCE the only encouraging in
formation that Hinsey could give
Simpson was that the contract had
not been let-the situation as outlined
in his wire remained unchanged.
Simpson, as he sent his personal
card in to Burrows-the only one that
| he had brought with him-took POI
sition where he could see the recluse
buyer at his desk through the crack
Of the door leading into the private
office which the clerk had left open
on entering.
The clerk returned with the Inquiry
as to the nature of Mr.. Simpsons
business; that Mr.. Burrows did not
recall the name.
TELL Mr.. Burrows" replied Stimp-
son, that represent Douds & Co. o.
Chicago, and have made special trip
to Denver TO see him for five minutes.
Declares Interview Useless.
When Burrows received this message
Simpson saw his card. just as he had
hoped and expected, meet with the
same fate as did Hinsey's six previous
Zones. Burrows Immediately sent back
the advice that the placing Of their
coffee contract had practically been
decided upon and an interview, there