Evening times-Republican. [volume] (Marshalltown, Iowa) 1890-1923, 1913-08-27
III came tax o thor, :

Nils same talk 70 thom.'' "
Hanford went away elated: he EVA
dragged Q bit 70 IL olAcs. ana IT, ~
port got around among the otAae salss-
men that Hanford had really done the
and pulled OF something
big. Il Wa busy month for that
young gentleman, and when the red
letter day arrived at last he went on
to Newark to and both wylies await
Ing him.
'swell. sir. are you prepared to make
4 good argumsotf" the elder man IL
quired.
II am" Hanford decided that thrss
months was not long to put In on work
Of this magnitude. after all.
II want you to do your BEST" the
bridge builder continued encouraging
", then led Hanford into the direct
ors' room. whepe, to his visitors aston
ishment, he be6eld fifty men seated.
these are our salesmen." announced
MI. Wylie. He introduced Hanford
with the request that they listen in
tantly to what be had to say.
It was rather nervous work. for
Han6ord was young. but hs soon
warmed up to t. he stood on his feet
for two long hours pleading % II for
his life. He went over the Atlantic
plant from end to end. showed the
economical necessity of new uaachin-
cry, then explained the efficiency Of
his own appliances. He took rival
types and 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 at . saving.
then proved that the General Equip
ment company was the one concern
best lifted to effect the improvement
It had taken three months Of unre-
Uniting 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. ST.,
interrupted.
That Is all care to have you COW
err" he explained. Thank you very
kindly, Mr.. Hanford."
Hanford sat down and wiped his
forehead, while the other stepped for
ward, amid general shifting Of feet,
and addressed his employees.
Gentlemen" said he. you have just
listened to the best argument l ever
heard. purposeiy called you in from
the road 20 that you might have
PRACTICAL lesson In salesmanship and
learn something from an outsider
about your own business. l want you
to profit by this talk. Take 1t to
yourselves and apply 1t to your own
customers. Our selling efficiency has
deteriorated lately. You are getting
lazy. I want you to wake up and
show better results. That is all. You
might thank this young gentleman for
his kindness"
When the audience had dispersed.
HanfoEd inquired blankIy:
Don't you intend to act on my sug-
gsstioos?''
"Oh. no." said Mr.. Wylis easily.
I'VE are doing nicely as 1t is. I mere
" wanted to 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 a. he
exhaled a lungful Of cigarette smoke.
when we get ready to purchase We
will let you know" said he.
Six months later the Atlantic Bridge
company placed q mammoth order
with Hanford's rival concern. He
was not even asked to figure on 1t.
That IL how the thing began. OF
course the story got out. for these At
lantic salesmen were not wanting in
q sense Of humor. Hanford ran into
It everywhere. Then, too. his own
arm called him to account for those
wasted three months, implying that
something must be wrong With his
methods. It started lack Of cont
dencs that developed into strained re-
lations. There was but one result
which Hanford saw coming and was
wise enough to forestall BY resigning.
But It was the rfdicule that hurt.
He was unable to get away from that
Had he been at all emotional he
might have sworn q vendetta. but he
did not: he merely failed to forget.
which 10 quite the same.
1t seemed queer that Hanford should
wind up in the bridge business him.
self after drifting through several IN
satisfactory positions. but that three
months Of application at the Atlantic
plant came In handy. after all, and he
dually took desk in the o&ce Of the