Evening star., 1914-07-12

But another great objection is that my part
ner, Mr.. Bidwell, is teetotally opposed to
any further changes. l don't mind telling
you that it was a sad blow to him when we
added haberdashery department
"May l talk with him?" asked Coe eagerly.
Thompson smiled and shook his head.
mo, think you had better leave him to me.
II talk it over and see what he thinks about
it. Come in again in few days.
zoe felt that he had made good start,
at least. The next morning Fortune,
gratifed at the good use he had made of her
Burley & Co s whom Coe knew dropped in.
"You handle Lord & Thompson's cloth
ing, don't you, MIR. Crawford?' Coe asked,
after the how'd yes were over.
"Sure, I'm the agent for them in my city.
Why?'
Coe outlined to him what he was trying
to put over, and suggested that it would be
a big lift if Crawford would make it point
to see Bidwell and casually bring up the
subject of hats during the conversation. He
could then tell him what his experience had
been with hat department, and, incident
ally, what high-class merchandise Goes
house turned out.
Crawford cordially fell in with the plan,
dlltl lClt lllt llSillliS DlOOd III lllo
veins. He liked young Coe, and he had the
greatest respect and regard for Lord 8;
Thompson, as well as for Burley & Co. He
wanted to see the thing go through.
Crawford carried out his agreement with
promptnesS and enthusiasm. He called on
Bidwell, and tactfully leading up to the sub
ject did his best to convince him that the
tendency of the times was in the right di-
rection, and that the following of one rut for
fifty years sometimes led to the ditch in
stead of to the high road. Bidwell looked
at him over his spectacles, pursed up his
lips as if ;4bout to whistle, but changed his
mind and spoke instead.
"1t's all right from your standpoint
Crawford" said he; "but we've done pretty
well, and don't believe in changing policy
that has worked well for fifty years just be;
cause your neighbor sells gimcracks of all
kinds. The next thing it will be shoes, and
then crockery and glassware, and goodness
knows what! No, the old way suits me. As
long as l have anything to say about it there
shall be no further departures from the
traditions of the house."
Crawford could not bulge the old fellow
from his decision, and while Thompson
listened with interest to his experience and
advice he left with the impression that Coe
had hopeless task.
1t is worth noting that this incident made
Crawford himself more interested Gus
toner of Goes house. 1t is vastly more ef-
fective as binding force to put yourself I'M
der obligation to a customer than it is to
have your customer under obligation to you
1t is more blessed to give than it is to re-
ceive, and when you have put your man in
the way of doing you good turn you have
furnished him with powerful incentive tc
keep it up.
Crawford's report only made Coe the
more determined. He held frequent con-
ferences with Hale, the haberdashery man.
ager, and called at intervals on Thompson
He managed to inject a new argument into
every interview or hammered home the
points he had made. Bidwells influence
was still potent enough to block effective
progress; but Coe was encouraged at times
when he thought he saw growing restive-
ness on the part of Thompson.
ONE morning Coe held out his card to the
~ elevator man, who shook his head and
said, Il wouldn't send that up now if was
you, Sir. Mr.. Roger and old man Bidwell is
boyi,' II o,,t IN tba off1ca Wait ou,hi1a y