Bisbee daily review., 1912-03-17

ing a first class time at the expense of the Brilliant people Occasionally strangers came in. and their method of treatment had to be modified. Once GoOdsell knew the strangers house, it's size and varnish buying ability, its mercantile standing, and its reputation for paying, he hooked to the stranger, talked grades and prices, brought forth samples by the dozen, and did business on its merits until he landed his fish. Every yisi- tor was handled according to his pc cUliarities, and there was only one unvarying rule-not to let him es- cape without buying. A record was kept of every man who came in on a yarnish quest. and there had to be explanations to Mr. Flint if a good possible customer slipped away. When a representative of some con cern which had formerly bought Bril- liant varnish, but had gone over to competitor, came in things whirled until the man renewed his alliance to Brilliant, and time and money were nothing.
 The tall young man making out bills looked at all this with sharp eyes and listened with long ears. In his career of a few months he saw plenty of examples of grit and stick for Goodsell had been a heay- sn born salesman himself until sick ness had incapacitatsd him for the road. In his noon hOurl and odd moments of leisure Charlie fiddled around outside in the works. poking his nose into huge kettles and asking endless questions Of grimy varnlsh boilers and mixers. with all Of whom he was a prime favorite. The chem ists liked Charlie and guided him in making practical tests of yarnish at his boarding house much to the land ladys discomfort, who occasionally acquired an unwished for gloss from messes of varnish left carelessly around.
 70, for an opportunity sighed Charlie filled with all this lore. If I could only get Goodsell out some time and make one good capture maybe" Charlie didn't know it, but his chance was coming.
 There's going to be something do ing this week" said the bookkeeper : casually one Monday morning as he opened the mail. David Abercrom- | bic, the secretary of the International i Chair company, writes that he expects | to call on our Mir Flint in relation to a contract for a years supply of ! varnish. The Unexcelled people got | the International away from us last time-500 barrels of filters, dipping yarnish, and rubbing varnish-about s30,0O0 worth. ] wish Mir. Flint was here, but-Davids got to place that | contract with the Brilliant this time or I'll break Q leg"
 "Whewl Thirty thousand dollars in one contract said Charlie wist fully.
 "Cheer up" said the bookkeepe1 i kindly. You're doing good work, and when Flint comes home III speak that word for you
 70 thank you,' said the invoice clerk oyecjoyed.
 Tuesday and Wednesday passed and no Abercrombie came. Thursday
 and Friday likewise effaced them ! selves from the calendar and still nc ] secretary of the International Chail
 company. The bookkeeper was pug
 Zled. but there was nothing to do Du
 to wait on Mir. Abercrombie's pleas
 ure. Saturday was a half holiday il
 the summer months, and this pa-ticu
 Jar Saturday came two days before
 the Fourth Of July, which fell on Mon
 day. Go0dsell gave the matter ul
 when the gentleman had not arrive
 by half-past II on Saturday morning
 I'm going to take my family ou
 of town aver the Fourth, Peterson,
 he said to the invoice clerk as he pu
 on his coat. "Abercrombie won
 bother us now until after the hol
 day-if he bothers US at all. IT
 afraid the UneXcelled people hay
 eoLbled him again. The going 1 Eioodsell was the signal to depopulat ! the offices, the clerks all having thei