The Birmingham age-herald., 1911-01-01

TX never seemed to agree. No matter x A how good were the reports Rob. bins sent in the New York office al ways had some fault to find. Robbins was manager of the Philadelphia branch The vice president ruled affairs from the New York headquarters Occasionally the criticism or reproof of the New York office had some basis. but generally it was unwarranted. Robbins, ardent wig orous and working with all of his tre- mendous energy, chafed under this injus- tice and once or twice was led into giv- ing vent to his feelings In letter of protest. Like other high-spirited persons he made the grave mistake at such a time of being more forceful than polite, and the vice president, who was rare hand at turning sentence to his own ao- vantage, would quote some Of Robbins terms in reply and proceed to lecture him on subordination until 1t would ap- pear that Robbins had behaved badly in deed.
 Robbins could not understand it. He was doing a remarkable business. In the seven months he had been In charge he had sold more safes than had been sold in the Philadelphia branch in the previous two years He had reorganized the office and instiled a little of his own fine spirit into the selling force. The outlook was excellent in every way except for carpng criticism of the New York office. If Robbins could see any good reason for the fault finding he would not have wor- ried, but he was conscious Of no sin Of omission or commission. Occasionally his bookkeeper erred in his reports, as nearly every bookkeeper does. but that did not justify the sharpness with which the New York office called Robbins attention to the fact, or the invariable letter which followed. in which the vice president tolo him such careessness could not be tol- erated. It did not seem to matter that Robbins had found the branch graft-rid- den, and not only had cast out the graft CTS but had gathered a manly, honest loi of workers In their stead It did not seem to matter that the branch was be- ing conducted for the first time in years on strictly business basis. It did not seem to matter that instead of being q loss the Philadelphia division now was showing a handsome profit
 If it was not for the vice president. Robbins would have been thoroughly hap py Like all real business men, he liked hls work He was making plenty of money for the commission he got on the sales of the division was liberal. He was a natural salesman and had the rare faculty of arousing all the latent ambi- ton and enthusiasm of those about him A safe is not thing to stir the imagina- tion of the ordinary man, but Robbins could talk safes in such way that 3 person would become intensely interested He had an unusually active mind and ar excellent command of English. He was big and handsome and had the stamp oi the man of character and ability. No' the least important of all, from the point of saiesmanship, he knew men Wher there was prospect of a big order he weni after 1t himself and it was rare thing for him to fail One night he was on his way home when he met a friend from Pittsburg.
 ''You are in the safe business now, are you not. Robbins g asked the friend.
 Yes, was the reply. Then Robbins told of his position and the company he represented.
 What is the matter with your people?' asked the friend. "The biggest contract for safes ever given is to be awarded fir pittsburg tomorrow. and your company is not even going to have bid in
 How is that?" asked Robbins in aston ishment. E.
 The man from Pittsburg explained. One of the steel princes was building an an next to a big structure that bore his