The diamond drill. (Crystal Falls, Iron County, Mich.) 1887-1996, 1913-10-04
REX BEACH
O R l S
With Interest
to Date
C opyrieht by Rex ch
BY REX BEACH


ranked and a great revenge
1t is not a moral story. nor is 1t
precisely immoral. according to
b twentieth century, Bradstreet and
Dun standard. and that is the yard
stick with which we measure things
nowadays. Time was when wrongs
were righted by mace and battleax
mid fanfares and shoutings, but we
live in a subtler age, an age IN which
the keenest thrust is not delivered
with a poinard nor the Oldest scores
settled amid applause. No longer do
the men OF great muscle lord IL oyer
the weak and puny. They toll and lift
and do unpleasant duties for the hol-
low chested. big domed men with eye
glasses, which is quite as IL should be.
But among the spindle shanked, terra
Gotta dwellers who cover at drafts
and eat soda mints the battle wages
hercer than ever. Single combats are
fought now as then, and the flavor of
victory Is just as sweet 10 the pallid
man back OF a roll top desk as to the
swart, bristly baron behind his visored
helmet.
In the same way woman Is featured
as the worlds great trouble worker
another relic OF medieval times. due 20
the fact that we read too many books.
The best she gets now is second place.
Undoubtedly she played the leading
role In the earlier, idler days. and that
may be why her image is linked with
the modern symbol OF all that is most
fraught with struggle; that may be
why the almighty dollar bears the
likeness OF her head.
II you disagree with me thus FAR, do
not read what follows, for 10 you the
story will be iat and uncoRyIncing.
You Will find no motive 10 inspire the
actions OF MIR. Hanford. Likewise, II
you care for the feminine touch In
your reading, waste no more time here.
for unless | change my mind as | go
along the paragraph above Will con-
tain the last gentle reference 20 her
name. All OF which may lead you TO
think this a true story and hence I'M
worthy OF perusal.
IL began at the time Henry Hanford
went with the General Equipment
company, a young salesman. full OF
hope and n somewhat exaggerated idea
Of his own Importance. lie was sell
ing shears, punches and other machin-
cry used In the fabrication of struc-
tural steel. In his territory the works
Of the Atlantic Bridge company, a
great plant OF rumbling. hollow build
ings, shaken by the plant or tortured
metal. stuck up like a sore thumb, for,
while IL employed many men and It's
contracts were among the largest, the
General Equipment company had new
er sold IL anything.
Hanford convinced himself that It
needed more modern machinery, SO he
laid siege to Jackson Wylie, Sr.. the
president and practical owner. IL took
him a month 10 gain the old mans
ear. but when he did he laid himself
out TO sell his goods. He analysed
the Atlantic Bridge ~company's needs.
and he showed the saving his equip
ment would effect IL meant a big
eale and much prestige. both OF which
young Hanford needed at the time, SO
he was vastly encouraged when the
bridge builder listened attentively.
IL suppose we Will have to make a
change" Mr.. wylie agreed at last
But I've been bothered TO death by
salesmen, aud you are the first one 10
| really interest me"
Y Hanford acknowledged the compli-
ment and further elaborated upon the
superiority OF the General Equipment
company's bridge machinery over that
OF all rival concerns. When he left he
felt that he had Mr.. Wylie, Sr.. go
ing"
At the office they told him he had a
hard nut TO crack. for the president
Of the Atlantic Bridge company was
given to "stringing" statesmen aud was
!. very hard TO close with. but Hanford
! smiled. That vas all the more reason
why he wished TO make this sale, and
the bridge company really did need
more up TO date machinery.
He instituted a vigorous campaign:
be sent much printed matter; he wrote
mahy letters. He was a thorough
going young salesman. so he studied
Mr.. wylie's plant from the ground up.
learning the bridge business In detail.
so that he might talk with authority.
He discovered many things that were
wrong. He spent days In outlining Inn
~proyemeDts on paper. lie made the
acqualntanceaof the foremen; he cul-
tivated the superintendent; he even
met MFR. Jackson wylie. Jr, the sales
manager. a very polished. metallic
young man. who seemed impressed
with his statement aud who encour-
aged him as his father had done.
Modern business under our highly
developed competitive system Is. after
all. done largely on personality. and
from the attitude OF both father and
\ son Hanford began to count his chick
n But Instead of letting up he re-