The Washington herald. [volume] (Washington, D.C.) 1906-1939, 1913-05-18

II out WaJCh ana nOteC the time.
Lewis" he said. III Is now two
~ ten. III give you Just 1--WE minutes
to sell me q fifty case lot OF corn bis
cults"
Lewis, star salesman of the Empire COM
pany, lolled back in his chair. turned his
cigar refectively in his mouth and laughed
. =" Il can't be done"
silas Crabb looked at his watch again
-Four minutes left to sell me that bill
hire you 10 sell goods. Better get started"
Reaching down in his pocket, Lewis pulled
out a match, scratched it on his left coat
sleeve. and lit his cigar. Silas Crabb " 'nced.
Il hurt him as much as II the garment were
his own. He looked at his watch again.
"a Two minutes left"
Lewis smoked in silence secure in the
knowledge that his years sales were so far
ahead Of the next best man on the Empire
sales force that there was no comparison.
" One minute left Still no answer from
Lewis. Sixty seconds later Silas Crabb' s
watch snapped shut and he stood up.
You are discharged, Go get what money
you have coming TO YOU Not a word
And Lewis. best salesman the Empire com
pany ever had, left its employ because he
had failed to convince Silas Crabb OF his
possible time-five minutes
That's the way the story got around. And
IT did what silas Crabb intended It should
made his employees jump when he cracked
the whip.
Just between you and me. this was a clever
piece OF strategy on Crabb's part, as learned
later. Lewis had made up his mind TO leave
the Empire company and Crabb had adopted
Af H..
a spectacular manner that made every other
salesman on the force feel. /" II Crabb will
let the best salesman he ever had go on an
excuse like that. my sales record Is no pro-
lection I'd better hustle"
This was only one of the many stories that
were circulated about Suas Crabb He was
in the food product business. and he got more
returns out OF his sales force and his factory
than any other man in America
And was slated for an interview with Silas
Crabb.
For four years I had been connected as a
salesman with his largest competitor-the
Crane corporation had become dissatisfied
owing to what 1 considered lack OF recog-
milton OF results on the part of my firm.
Right al this opportune time came a letter
from Slas Crabb, Come and see me-" And.
came
offices was unique.
Cleanliness-the strictest kind; not a BIT
Of dust; clean white floors; sparkling win
dows, and employees as bright looking as
their surroundings.
Silas Crabb had theory that clean sur
roundings and good ventilation were CON-
To No. ~
There was not desk in the place. Every
body worked at tables. And it was surpris
ing to see how free from the usual accumula-
ton OF papers these tables were. Four times
during the twenty minutes / waited for Mr..
Crabb boy came around and gathered IN
papers from the file baskets No wonder
they were free from the usual litter.
There wasn't a picture in the entire room.
There wasn't an unnecessary chair. Every
thing was there for utility. not Ornamental
ton.
Finally a girl came out and told me that
Mr.. Crabb would see me.
As the door Of his office opened involun-
arily drew long breath. Absolutely and
the most gorgeous office have
,ver seen before or since.
Oriental rugs on the floor high wooden
oil paintings that looked like
he art collection of a millionaire, and way
Jack in the far corner of the room, seated
It a carved mahogany desk with a plate
lass top, sat Silas Cobb himseIf-a little
man. with a suit of clothes that
vas positively threadbare.
Ny walk across that room To the cba,-ir
ront Of the desk was the most embarrassing
en- seconds ever spent My knees knocked
ogether and my feet were not under control
Without being asked, for fear INV legs
would give way altogether, Imply dropped
nto the chair in front of his desk
Neither Of US spoke for about thirty sec-
nds silas crabb sat with his back to the
Window, his face in comparative darkness
a = We ;. a -, there in silence light