The Fairmont West Virginian. (Fairmont, W. Va.) 1904-1914, 1914-04-04

called him down. he explained lis
certainty OF results aud continued 70
camp With the job Notwithstanding it's
doubts. &
Sixty days after Ills ihrst visit he bad
another interview with Wylie senior.
who drained him Of Information and
made an appointment for a mouth
later. Said s.lr. wylie: III
you impress NE strongly, and 1
want my associates 10 hear you. Get
your proposition into shape aud make
this same taik TO them
Hanford went way eiated; he even
Dragged a BIT tile Office. and the re-.
.pott 80, around among the other sales.
.mcnitliat Hnnfori had really done the
impossible aud pulled on something
big 1t was a busy month for that
young gentleman. aud when the red
ttcrsdayaarrlred at last he went on
to Newark 10 fpd both wylies await.
ing thimg
.iWell.isi are you prepared to make
a good argument" the elder mau in.
'auired!s
',Iam.s Hanford decided that three
rnonihs was not long to put In on work
Of this magnitude, after all
.tlswant you to do your best" the
bridge builder. continued encouraging
ly. then led Hanford into the direct.
orsrroont, where. TO bis VISITORS aston:
ishmcnt. he behold fifty men seated.
These are our statesmen" announced
Mr. Wylie, lie. introduced Hauford
with The request that they listen In.
tcptly 70. what he had 10 say.
1t was rather nervous work, for
Hartford was young. but he soon
warmed up to It. HeSstood yon his feet
for two Hong hours plcadins as II for
bis life. BE went over the Atlantic
'pl,int from cnd TO cnd.. showed the
economical necessity OF new. inuchin.
'cry, then explained The efficiency 81
'his,sown appliances He took rival
types aud picked them 10 pieces. point.
Ing out their. inferiority. He showed
his familiarity with bridge work by
going inio figures which concluslyely
demonstrated that the Atlaniic's out.
put could be Increased Ut saving.
then. proved that The General Equip.
ment company was the one concern
best fitted 10 effect tue Improvement.
lti,l,ad iaseu three months of unrc.
hitting toll 10 prepare himself for this
exposition buttbc young man felt that
be; Ind made his case When lie took
upI;ll,eiS cost OF the proposed install.
ment. no wevcr. Afr. Jackson WylIe,i ST.,
Interrupted
;".Iilmtsiss6ll ! care TO have you coz.
err" he4eSplained., "fllank you very
kindly. AR. ilanforr" >
Hanford Shutdown and wiped his
forehead. while he her stepped for.
ward, amid a general shifting Of feet.
aud addressed his employees. !,
"Genllemeb.s said DE. .:yoI have Just,
;lisicpcd 4ioSthe l,cstSargumentf . ever
rd.9,ifpurposeiy! called you 10 from.
The road SO ibntl you nis6tShave ~
practical 4fcssou III salcsniausLip and
learn something FROM an !. outsider
about your owp2Btisiness. | want you
% profit By tllls talk. Take It TO
yourselves and Apply It 10 your own
customers. Our selling efficiency has
dctcriuraled lately. You are getting
lazy. ! want you to wake up and
show better results. That is all. You
might lhnnS this young gentleman for
his kinduess.s
When the audience had dispersed,
Hanford inquired blankly: =
Don't you intend to act on my sus-
gestiops:"
.oh. no." said Mr.. Wylie easily.
ave are doing ulcely as 1t is. ! mere.
~ wanted TO address the boys"
Butll'res peut three months Of hard
labor on this: You led me TO believe
you would put In new equipment"
The younger wylie laughed as he
-xhaicd n 2iuusfui OF cigarette smoke.