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

must be solved. And IT ii ais true as
It is incongruous that when you run
across the Burrows kind he usually oc-
cupies some important position which
has come to him as a heritage from
former generations.
Sent to SEQ Burrows.
On Dec ~ the sales manager OF
Douds & Co., coffee importers and
roasters, OF Chicago, received d
straight tip, and at once wired Hin
sey, his star western man, as follows:
Go TO Denver immediately and see
Burrows. Mail Brown Palace hotel
full particulars. Continental Trading
Co. close contract by the first for
supply Use d Jimmy II necessary, but
see Burrows. will come II neces-
sary. Simpson.
Simpson had considerable misgiv-
ing as to Hinsey's ability TO get an
interview because he knew Of Bur-
rows unfriend1y attitude towards
Douds 81 Co. and was also conscious
Of a certain grave failing which his
western salesman posseed.
Hinsey graded strictly Glass A az i
steady producer, but had one weakness
which showed itself when handling a
tight situation with a cagey buyer
he was slow to see and take advan-
tage of openings and the incidents
that make them. which invariably
arise in every selling transaction.
And II is frequently some trivial in
cident or circumstance, irrelevant ia
the main issue. which gives the open
ing and AFFORDS the opportunity to cut
In quickly and turn the trick. BY the
chosen few only Is used that rare fac.
ulty of observing with the eye an In
cident and then seeing with the mind
some possibility which 1t suggests
Incidents Of childish simplicity which
men really saw Cor sometimes failed
to see) have turned not only sales but
the worlds greatest epochs and the
most important evolutions of science
Newton saw the incident OF an apple
falling to the ground from a tree
Our benefit from what he saw are the
present established laws Of gravita-
ton and physical science.
Napoleon's scouts failed TO sc the
incident of the sunken road a few
hundred yards long with the attendant
result that the French lost the battle
Of Waterloo. thereby rearranging for
ever the map of urope.
Franklin saw the incident Of light
ming stroke. The net result to us has
been the revolution OF business eco
Monies and leap Of a thousand years
in social and scientific progress
A careless city government failed tC
see the incident Of theatres locked
doors. The tragic cost was the sacri-
flee of 500 people and the desolatior
Of twice that many homes.
Watts saw the incident of the kettele
lid lifted by the steam expanding be-
meath II. and the answer Is eighteen
hours from Chicago to New York or
the Twentieth Century Limited.
Could Not Reach His Man.
Dec. 20 and 20 passed with nc
word from Hinsey excepting an ac-
acknowledgements OF Simpsons wire. Or
ceived the following night letter:
Have camped In G. II. Co.'s office
for two days and can't even get an in
terview with Burrows. Sent out wore
did not care to open up relations witt
us. Evidently still sore about old deal
Sent In my card six times yesterday
and saw him through door crack teal
up each one. No possible chance fol
us. Useless TO come. Hinsey.
Several years before, soon aftel
Douds & Co. had gone into business
Burrows became offended over som,
trivial matter and had thereafter. re
fused to consider Douds & Co. as /
buying connection.
Simpson sat musing with Hinseyi