The Holt County sentinel., 1912-08-09
TAKING A REST.
Mike Fright Explains Some Of the
Strategy of the Cattle Pens.

The other day u man was looking
out ihe window Of the Exchange Bald.
ing ut tn s. Louis S'osk Yards. He
saw big Mike Bright native cattle
salesman OF the National. ride up to
the iron railing in front OF the build.
ing. stop his horse ard quietly ST.
there he looked up at window and
waved his hand in response TO a
greeting Chitted wi Ii pusser But
mostly did nothing.
wonder what Mike is MP to. any.
way" unused the min in the window.
It's the busiest time OF day over in
the cattle pens and Mixes firm Ger.
iainly has some big consignments that
haven't been sold yet. Still. there IL
their salesman doing nothing out
there under the trees"
He resolved Ia solve the myster,
when Mike shortly started up his
horse and slowly went In through the
big gateway. the man In the window
went out the west door and stood be-.
side the apple man while Mike rode
along toward the Nationals pens.
There he seemed TO be- going from pen
io pen. with first one buyer and then
another. And these buyers had been
waiting for him. still more mystery.
The curiosity seeker went over onto
the elevated walk above the native
cattle pens and watched Mike a,
work lie was in one OF the pens with
the buyer for tn" Independent Pack.
Ing Company. They looked at some
cattle a moment or two. Rode out
and the packers buyer stopped his
horse where II could nibble some hay
through the boards ~ one Of the pens
aud fell into state OF inactivity One
of Nationals boys opened the gHt" Of
another pen for Mike and he rode IN
with Armour's buyer They s,aid only
4 minute and then MIX. went To an
other pen with Swifts buyer But
meanwhile the onlookor glanced back
II the first pci--Pnd II was empty,
The cattle were gone. lie looked fur.
her and saw them just entering tn"
scale house The cattle In the second
pcn were being driven out. Those that
Swiit's man hid looked AZ were also
being rounded up for the allryway
Mud Mik" VAS down the Ian. entcring
another pen full uf cattle.
The visitor watched his face and
manner. lie WIS perfectly calm and
Utmost entirely sllrut. lie expressed
concentration. Guess us III" Kind of
,alrsmanship that begins with the
brain aud works GU u system" WAS
he idea In the onlookrr's miud. Later
he went up To MIR i,right aud asked
him, why did you 20 over Ia the
ENchanr" Building awhile ago and sii
''ill on your horse"
"Oh. ! often 10 that II business Is
pressing" he answered. I'll have an
extra heavy day I'm apt to quit work
entirely and 20 To- luncheon right In
the midst Of the selling May not be-
hungry AZ al. but need the breathing
poll. Then ! come back and clean
;hings up"-which was. Just what he
had done this time. keeping the buy.
Srs waiting while h. got his mind into
prrf'cl shap" for his work. like gen.
'ltl WI INV N''b VI bd''lf WIN luh'S
lime 10 consider his next move before
lc makes 1t aud incidentally making
hose buyers feel he wasn't too anx.
ious. II also gave them a chance TO
look the stun over aud. IL the writer
IN any judge ~ human nature, put
Them into the best oi buying moods,
because II did not push them toward
he purchase How many OF us have
walked on, OF stOr, because the
salesman wouldn't Just stand quietly
aside while We looked his goods over
ana made NJ our minds? How many
solicitors have lost good contracts by
not learning the lesson Mike Bright's
fifteen minutes rcgt teaches? There
IL M place on earth whor" salesman.
ship can be- learned better than
stock yards, Tor there m" stun odd is
~ immense value )Mikc's sales that
day totilcd up twenty thousand dol.
larrl, aud sells al the drop at The hat
in the most scientific of selling con.
lests-a fascinating study, Else this
item would never have been written