Evening times-Republican. [volume] (Marshalltown, Iowa) 1890-1923, 1913-08-27
E x BEACH
ADVENTURE
S o r I E S
it'll Interest
to Date
! sysREx BEACH
Eepyrssht by Rex Re. Ell

0y mex 0ea en-
WIS b tie tale Of q wrong that
| f1nkled and great revenge.
Il 81 notsa moral story, nor n It
precisely immoral. according to
the twentieth century. Bradsheet and
Dun standard, and that u the yard
i1tick With witch We measure things
|nowadays. Time was when wrongs
INoeo F4ghtof by mace and battleax
amid fan1ares ana shoudngs, but We
IAve = Z subtler age. an ago In which
lNA1 koenest thrust II not delivered
WIN g poinaru nor the oldest scores
o411ed amid applause. No longer do
he men Of great muscle lord It over
HE weak and puny. They toll and lift
md DO unpleasant duties for the hol-
4ow chestsd, big domed men with eye
s1assa4 which Is quite as 1t should be.
1T AMONG the spindle shanked, terra
e0ktn dWealeIS who cover at drafts
md ct soda minis the battle wages
1aseer than ever. Single combats arc
fought now 40 then, and the flavor Of
y1ctDfy II just ~ sweet to the pallid
man hack Of q roll top desk as to the
owart. br1Stly baron behind his visored
Aelmet
n tie same way woman Is featured
. the worlds great trouble worker
A1othee relic OF mediaevai times, due to
The met that We read too many books.
The bost she gets now r. second place.
4sInAnabesdly she played the leading
! role Il the earlier, idler days, ana that
may Be why her image II linked with
TIE modern symbol Of MI that ID most
1fraught with struggle; that may be
Why TIE almighty dollar bears the
Hkenees Of her head.
II - disagree with me thus far, do
Naoe TeaA what follows, for to you the
0boey vim be nat and unconvincing.
Ysa wu ind no motive to inspire the
act1ong q Mr.. Hanford. Likewise. II
/ you care for the feminine touch in
yU1r reading, waste no more time here.
~ unless change my mind AZ 60
aJoag the paragraph above viii con-
! taau to last gentle reference to her
aNe. An Of which may lead you to
1hjnk this q true story and hence I'M
vrEthy of perusal.
Il bean ct the time Henry Hanford
ysnf with the General Equipment
b1npany. Z young salesman. full Of
- - : somewhat exaggerated idea
81 1issown importance He was sell
; ~ Shears, punches and other machin-
~ ussd in the fabrication Of struc-
enr1l steal. In his territory the works
Saf the Atlantic Bridge company, a
great plant Of rumbling. hollow build
hs1 shaken by the plant Of tortured
MEAL, stuck up like sore thumb. for,
while It employed many men and its
cootracts were among the largest, the
Gsnsf1l Equipment company had new
e sold It anything.
Hanford convinced himself that It
needed more modern machinery, 20 he
/ hid Siege to Jackson Wylie, ST., the
president and practical owner 1t took
him u month to gain the old mans
ear. but when he did he laid himself
ont t. ell his goods. He analyzed
the Atlantic Bridge company's needs,
and he showed the saving his equip
9ent would effect. 1t meant q big
1 sile and much prestige, both Of which
ypunG Hanford needed at the time, so
hS was vastly encouraged when the
bf40ge builder listened attentively.
ji.'I suppose we will have to make
eAAnge, Mr.. Wylie agreed at last.
sBut I've been bothered to death by
Silesmen, and you are the first one to
really interest me-"
Hanferd acknowledged the compli-
ment ana further elaborated upon the
\ euperfdsity Of the General Equipment
company.y bridge machinery over that
OF AL fiyal concerns. When he left he
felt that he had Mr.. wylie, ST., 'go-
ing"
At the ONCE they told him he had
hard nut. to crack, for the president
Of the Atlantic Bridge company was
Given to- ..strinSing' statesmen and was
very hard to close with, but Hanford
smiled That was all the more reason
4 why heswished to make this sale, and
\ the bridge company really did need
\ more Up 70 date machinery.
He instituted q vigorous campaign;
!: 10 sent much printed matter: be wrote
many letters. He was q thorough
going young salesman, % hs studied
4 Mr.. Wylie's plant from the ground up,
Il learning the bridge business in detail,
70 that he might talk with authority.
ae discovered many things that were
wrong He spent days In outlining i'm
peovements on paper. He made the
acquaintance Of the foremen: he cul-
& nvated the superintendent; he even
net NJ Jackson Wylie. Jr.. the sales
I, nanaeet, 4 very polished, natalie
young man. who seemed impressed
With hi statements and who eDcour
49, Nm - his father had done.
Nodesn business under our highly
developed competitive system is, after
~, doane. largely on personality, and
nom tks attitude Of both father and
- Hanford began to count his chick
90. But instead OF letting up hs re-
s 1eansed his efforts. He spent % much
IT, on the matter that his other work
aeod and in consequence his nrm
+ SSITol him down. he explained his
Goetninty OF results and continued to
e1iDo With the job Notwithstanding ~
nnul
1xtv1ays after bis drst visit he had
4 An - tuteeview with Wylis senior.
- 1900 him Of Information and