The diamond drill. (Crystal Falls, Iron County, Mich.) 1887-1996, 1913-10-04

allied him down. He explained his
certainty OF results aud continued 10
amp with the job Notwithstanding its
doubts.
Sixty days after his FIRST visit he had
mother interview with wylie senior,
who drained him Of Information and
made an appointment for a month
alter. Said Mr.. wylie:
You impress me strongly, and /
want my associates TO hear you. Get
lour proposition into shape and make
his same talk to them"
Hanford went away elated; he even
Dragged a bit to the office. and the re.
port got around among the other sales
men that Hanford had really done the
impossible and pulled of something
big. Ii was Il busy month for that
young gentleman, and when the red
letter day arrived at last he went OF
10 Newark 10 find both Wylies await.
ing him.
well, sir, are you prepared 10 make
4 good a%rgument?" the elder man IN
CURED.
II am" Hanford decided that three
months was not long TO put In on work
Of this magnitude. after all.
II want you 10 do your best" tho
bridge builder continued encouraging
ly, then led Hanford into the direct
ors' room. where, TO his visitors aston.
lshment, he beheld fifty men seated
These are our salesmen," announced
Mr.. Wylle. He introduced Hanford
with the request that they listen In
tently to what he had TO say.
IL was rather nervous work, for
Hanford was young. but he soon
warmed up TO II. He stood on his feet
for two long hours pleading as IL for
his life. He went over the Atlantic
plant from end TO end. showed the
economical necessity OF new machin.
cry, then explained the efficiency Of
his own appliances. He took rival
types aud picked them TO pieces, point.
ing out their inferiority. He showed
his familiarity with bridge work by
going into figures which conclusively
demonstrated that the Atlantic's out.
put could be increased Mt Il saving,
then proved that the General Equip
ment company was the one concern
best fitted TO effect the Improvement.
IL had taken three months OF unre.
hitting toll TO prepare himself for this
exposition. but the young man felt that
he had made his case. When he took
up the cost OF the proposed install.
ment. however, Mr.. Jackson Wylie. Sr,
interrupted.
THAT Is all I care TO have you Gov
err" he explained. Thank you very
kindly, MIR. Hanford."
Hanford sat down and wiped his
forehead, while the other stepped for
ward. amid n general shifting Of feet,
and addressed his employees.
"Gentlemen." said he. you have just
listened TO the best argument ever
heard. | purposely called you I'm from
the road so that you might have "A
practical lesson in craftsmanship and
learn something from an outsider
about your own business. | want you
10 profit by this talk. Take IL 10
yourselves and apply il TO your own
customers. Our selling efficiency has
d~eterlorated lately. You are getting
lazy. / want you TO wake up aud
show better results. That Is all. You
might thank this young gentleman for
his kindness"
When the audience had dispersed,
Hanford inquired blankiy:
"Don't you intend TO set on my sug-
g~estionsf"
"Oh. no" said MIR. Wylie easily.
'We are doing nicely as II Is. mere
~ wanted 60 address the boys"
But I've spent three months OF hard
labor on this. You led me to believe
you would put in new equipment"
The younger Wylie laughed ms he
exhaied a l%ungful'of cigarette smoke.